Aesthetics-based mystery in advertising: the roles of consumers’ high-end product perceptions and the construal level of ad words

Abstract

Purpose This study aims to focus on whether and furthermore how aesthetics-based mystery affects consumers’ responses toward relevant products. Design/methodology/approach Three experimental studies are reported. In Studies 1–2, smartphone ad flyers varying in mystery and non-mystery styles were adopted. A total of 187 undergraduate participants were recruited in Study 1 and 245 undergraduate participants in Study 2. In Study 3, a total of 193 participants who work in a range of businesses were recruited and wristwatch ad flyers were adopted. Findings Findings demonstrate that consumers are more willing to pay for products promoted via mystery appeal (versus non-mystery). Such positive impacts occur through consumers’ high-end perceptions of the products. Concrete, rather than abstract, verbal description of quality product features facilitate the impact of mystery appeal on consumer purchase decisions. Research limitations/implications The findings advance an extant understanding of mystery appeal in advertising. It is among the first few to demonstrate that high-end product perceptions carry over the positive influence of mystery on consumers. This research is enlightening by suggesting an incongruity effect between pictorial stimuli and verbal information in the advertisement. This study’s scope is limited to visual mystery-evoking stimuli and Chinese participants. Practical implications When marketers/advertisers promoting products/brands with high prices, aesthetics-based mystery appeal should be considered as an effective option. This appeal is implicated as effective across gender. Moreover, visual mystery-evoking stimuli, combined with a concrete (not abstract) verbal description of product features should be optimal in promoting products. Originality/value The findings contribute to the limited empirical research on the influence processes of aesthetics-based mystery appeal. Different from the intuition, it is suggested that incongruity between visual and verbal stimuli in mystery ads that enhances the positive effect of mystery appeal.