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The purpose of this paper is to understand advertising practitioners’ theories on how to communicate effectively with men and women via advertising. Further, comparisons are made between practitioners’ theories and academic research.

Qualitative interviews were conducted with 39 US advertising practitioners.

Many professionals believed women preferred other-oriented messages, while men preferred self-oriented messages. They believed women were comprehensive processors, while men were less engaged with advertising messages. They believe men preferred slapstick humor and factual messages, while women preferred emotional appeals.

Comparisons between practitioners’ perspectives and the academic research reveal that practitioners’ theories often correspond to academic theories and empirical data. Relationships with the selectivity hypothesis are explored in depth. Suggestions are made to extend existing theory to test practitioners’ theories.

This study helps to bridge the academician-practitioner gap, which helps academics understand practitioners, communicate with them and develop shared knowledge.

This study fills a research gap in understanding practitioners’ theories of how to communicate with men and women. A key contribution of the research is a comparison of practitioner theories with academic research to note points of agreement and disagreement, bridge the gap and offer suggestions for future research.

This paper examines two fields of research, services advertising theory and advertising theory. These two areas would seem to be obvious stable‐mates, yet an overview of the literature identifies very little commonality. The paper explores the reasons for this disparity and proposes that the integration of general advertising models into the services advertising literature may provide a useful underpinning for future research. To illustrate this point, the FCB grid is examined in the context of services. The grid provides a practical framework for classification and amalgamates a number of disparate fields of study. It also discloses subject areas which may be fundamental to our understanding of services advertising but have yet to be explored, such as the impact of involvement on advertising strategy and the similarities, which may exist, between certain groups of goods and services.

To examine the extent to which “account planners” in advertising agencies use formal academic models of “how advertising works” and to identify the factors that discourage non‐users from applying academic advertising theory.

Account executives in 152 full‐service and 72 creative advertising agencies in the UK completed a questionnaire concerning the use of formal models, preferences for developing those in‐house versus adopting pre‐existing “textbook” prescriptions, and factors that might discouraged application of academic advertising theory in any form. The data collected were interpreted by means of factor analysis, structural equation modelling and correspondence analysis, and conclusions drawn with respect to theory and practice.

There was considerable ignorance of formal models of advertising effect. Agencies using them typically favoured the hierarchy‐of‐effects variants. Although more than a third of the sample eschewed models, there was little evidence of animosity towards advertising theory of itself. Non‐adoption was significantly explained by constructs drawn from the academic literature of knowledge dissemination.

It was not possible in this study to establish precise details of agencies' in‐house proprietary models, so the degree to which those reflected either current practice or textbook prescriptions could not be determined.

The study emphasises the pressing need to harmonise formal models of “how advertising works” with conceptual frameworks used by advertising agencies in practice (if any), for the improvement of campaign planning and evaluation.

This is the first empirical study to investigate the extent to which advertising theory is actually used by account planners in advertising agencies.

This study explores the relationship between brand image and brand equity in the context of sports sponsorship. Keller's (1993, 2003) customer-based brand equity models are the conceptual inspiration for the research, with Faircloth, Capella, and Alford's (2001) conceptual model – adapted from the work of Aaker (1991) and Keller (1993) – the primary conceptual model. The study focuses on the sponsorship relationship between the New Zealand All Blacks and their major sponsor and co-branding partner, adidas. The sporting context for the study was the 2003 Rugby World Cup held in Australia. Data were collected from two independent samples of 200 respondents, utilizing simple random sampling procedures. A bivariate correlation analysis was undertaken to test whether there was any correlation between changes in adidas' brand image and adidas' brand equity as a result of the All Blacks' performance in the 2003 Rugby World Cup. Results support the view that Keller (1993, 2003) proposes that brand image is antecedent to the brand equity construct. Results are also consistent with the findings of Faircloth et al. (2001) that brand image directly impacts brand equity.

Cognitive literary criticism is introduced as a bridge between cognitive approaches to the study of persuasion, and literary traditions in consumer research. As a successor to reader-response theory, cognitive literary theory focuses on the cognitive processes of interpretation, while keeping an eye on the aesthetic properties of the text. Paradigmatically cautious researchers might shy away from attempts to marry positivist cognitive constructs to interpretivist cultural theory, but this chapter argues that these qualms also conceal missed opportunities for the study of persuasion.

Insights from cognitive literary criticism are demonstrated at the hand of a LEGO ad.

Theory of mind and conceptual blending are crucial cognitive skills involved in the interpretation of persuasive texts.

Most research to date has kept literary and cognitive approaches to persuasion separate, black-boxing the processes of persuasion. This chapter argues for a revitalization of interest in aesthetic detail, informed by insights from cognitive science.

The purpose of this study is to review and synthesize the literature on in-app advertising, identify gaps and propose future research directions.

The authors use a systematic literature review (SLR) approach, following the PRISMA guidelines, to investigate the current state of research in in-app advertising. The study uses 44 shortlisted articles from the Scopus and Web of Science databases. Using the Theory-Context-Characteristics-Methodology (TCCM) framework, the authors analyze the gaps in theory, context, characteristics and methods.

Using thematic analysis, the authors identify five main themes in the in-app advertising literature, namely, ad platform optimization; mobile app user psychology and behavior; ad effectiveness; ad fraud; and security, privacy and other user concerns. The findings show the need for empirical research, with a strong theoretical foundation in emerging ad formats of in-app advertising, user behavior and buy-side of in-app advertising.

This is a maiden study to conduct a domain-based SLR in the emerging field of in-app advertising using the TCCM framework. The authors highlight the key differences between in-app advertising and mobile web advertising. The authors propose theories in the advertising field that could be used in future empirical studies of in-app advertising.

El propósito de esta investigación es revisar y sintetizar la literatura sobre la publicidad en Apps, identificar lagunas y proponer futuras direcciones de investigación.

Utilizamos un enfoque de revisión sistemática de la literatura, siguiendo las directrices PRISMA, para investigar el estado actual de la investigación en publicidad en aplicaciones. El estudio utiliza 44 artículos preseleccionados de las bases de datos Scopus y Web of Science (WoS). Utilizando el marco Teoría-Contexto-Características-Metodología (TCCM), analizamos las lagunas en teoría, contexto, características y métodos.

Mediante un análisis temático, identificamos cinco temas principales en la literatura sobre publicidad en aplicaciones, a saber: optimización de plataformas publicitarias; psicología y comportamiento de los usuarios de aplicaciones móviles; eficacia publicitaria; fraude publicitario; seguridad, privacidad y otras preocupaciones de los usuarios. Nuestros hallazgos muestran la necesidad de investigación empírica, con una sólida base teórica en los formatos publicitarios emergentes de la publicidad en Apps, el comportamiento del usuario y el buy-side de la publicidad en Apps.

Se trata de un estudio pionero para realizar una revisión sistemática de la literatura basada en el dominio en el campo emergente de la publicidad en Apps utilizando el marco TCCM. Destacamos las principales diferencias entre la publicidad en aplicaciones y la publicidad en la web para móviles. Proponemos teorías en el campo de la publicidad que podrían utilizarse en futuros estudios empíricos sobre la publicidad en Apps.

本研究旨在回顾和总结有关应用内广告的文献, 找出差距并提出未来的研究方向。

我们采用系统性文献综述方法, 遵循 PRISMA 指南, 调查应用内广告的研究现状。研究使用了 Scopus 和 Web of Science (WoS) 数据库中的 44 篇入围文章。利用理论-背景-特征-方法（TCCM）框架, 我们分析了理论、背景、特征和方法方面的差距。

通过主题分析, 我们确定了应用内广告文献的五大主题, 即广告平台优化; 移动应用用户心理和行为; 广告效果; 广告欺诈; 安全、隐私和其他用户关注点。我们的研究结果表明, 有必要在应用内广告的新兴广告形式、用户行为和应用内广告买方等方面开展实证研究, 并奠定坚实的理论基础。

这是一项首次使用 TCCM 框架对新兴的应用内广告领域进行基于领域的系统性文献综述的研究。我们强调了应用内广告与移动网络广告的主要区别。我们提出了广告领域的理论, 可用于未来的应用内广告实证研究。

Luxury brands seek to differentiate themselves from competitors by engaging in corporate social responsibility (CSR) practices. Although many luxury brands participate in CSR activities, it is unclear if luxury brands communicate these CSR activities to consumers. Therefore, this study aims to explore two questions: are luxury jewelry brands communicating CSR (including women’s empowerment) in their advertising? And how should luxury jewelry brands communicate CSR messages in their advertising?

This paper uses a content analysis of luxury jewelry print advertisements and in-depth interviews with 20 female jewelry consumers analyzed using grounded theory to construct the luxury brand CSR advertising strategies theory.

Very few (3%) of print advertisements contain CSR messages, including femvertising and the theory presents four paths for brands to consider when promoting CSR practices, namely, ethical sourcing, cause-related marketing product, a signal of product care and quality and signal of an authentic relationship with the consumer.

The model provides four potential CSR advertising strategies and guidelines luxury jewelry brands can use to create successful advertising campaigns.

Luxury jewelry advertising has not been empirically examined and the study fills gaps in the understanding of luxury brands’ communication strategies. It adds to the knowledge and theorizing of the use and appropriateness of CSR appeals in a luxury brand context.

The purpose of this paper is to map advertising agency practitioners' mental models of creativity.

A total of 30 in-depth interviews among top-level advertising agency executives (creative, account and planning directors) were conducted. Design and data analysis followed the grounded theory paradigm of qualitative research.

Complementing earlier studies in advertising creativity, a multi-dimensional system of practitioner mental models was discovered. Substantive models depict agency professionals' core understanding of advertising creativity and its dialectical structure. Developmental models conceptualise the intrapersonal acquisition of creative skill as well as the social context in which advertising creativity is generated. Effectiveness models introduce native explanations for the market effectiveness of creativity. Interrelationships between the identified models are presented in detail.

Understanding the mental models of advertising executives enriches the literature on the production side of marketing culture.

Shared understandings of mental models between advertising agencies and client brand management teams have the promise of reducing agency-client conflict.

The study's contribution is threefold: it provides an integrated view on advertising practitioners' multifaceted mental models about creativity (an area that has received little prior research attention); it models these mental models in their dynamic interaction, going beyond previous accounts that looked at topical areas in creativity in relative isolation; it redresses an imbalance in marketing theory between the production and consumption contexts of marketplace culture formation.

Editors' Introduction In this article Hugh Murray questions many of the assumptions underlying popular theories of how advertising works, and criticises the lack of empirical research findings to validate them. On the basis of relationships shown by empirical research to exist between consumer purchasing behaviour of repeat‐purchase items, and consumer knowledge of attitudes towards alternative brands, he puts forward a model of how advertising works which differs from conventional theories. If this theory were accepted it would lead to a different approach to advertising strategies in this area, and the article spells out these implications.

The purpose of this paper is to review and summarize Pierre Martineau’s Motivation in Advertising and to assess its status as a valid forgotten classic of the marketing literature.

Motivation in Advertising is reviewed and summarized, and its contributions to marketing and advertising history, thought and practice are assessed.

Martineau was among a handful of figures behind the “motivation research” movement among marketers and advertisers during the late 1940s to the 1960s. His “new philosophy” regarding communication theory, persuasion and advertising message strategy and tactics remains highly influential and relevant. Written during a period of tremendous growth in consumption in the USA and a revolution in the use of qualitative research in marketing and advertising, Martineau’s book represents much more than a work about his experiences with motivation research, but a significant contribution to advertising communication theory as well.

Pierre Martineau was the subject of a historical biography (Martin, 1985), which also focused substantially on the principal themes and contributions of Motivation in Advertising. The book was also widely reviewed shortly after its publication. This more recent review and assessment, however, reveals the work’s valuable historical insights into how postmodern consumption evolved and many present-day perspectives of consumer behavior and advertising effects coalesced during the Consumer Revolution and at the outset of modern advertising’s “Golden Age”.