The interaction effects of congruence type, assessment perspective and social distance on visit intention

Abstract

Purpose The purpose of this study is to explore the three-way interaction effects among congruence type (proximal vs distal) of nonverbal ad messages, assessment perspective (internal vs external) of verbal ad messages and social distance (close vs faraway) on consumers’ visit intention. Design/methodology/approach After developing the four categories of restaurant advertisements and scenarios for each type of social distance, the authors used 780 observations collected from Chinese consumers via the online survey platform Sojump and WeChat. The authors conducted ANOVA to test the hypotheses. Findings The results reveal that in proximal congruence situations, consumers who feel a close social distance between themselves and their companions report higher visit intentions when exposed to internal versus external perspective-oriented ad messages; in distal congruence situations, external perspective-oriented ad messages elicit higher intention to visit advertised restaurant when consumers feel a far social distance between themselves and their companions. Research limitations/implications Future research can focus on the different categories of messages, such as functional and experiential messages, to find whether similar interaction effects are explored or not. Practical implications This paper suggests some practical implications for advertisers to maximize the impact of advertisements on consumers’ behavioral outcomes via combining the different characteristics of nonverbal and verbal messages effectively, especially according to their target consumers’ characteristics. Originality/value In the view of the three-way interaction effects, this paper offers a new lens on understanding how advertisements influence consumers’ behavioral outcomes, which could contribute to the advancement of advertisement theories.