O impacto da repetição de um anúncio na imagem de preço de uma marca

Abstract

The proliferation of price promotions in advertisements adds a dynamic aspect to pricing policies. These practices allow consumers to come across unequal prices that differ from the company average price. Even consumers who are unaware of the price of a brand can form an expectation about their overall price level. This global impression perceived by individuals is called as Price Image and can be formed by signals transmitted by the organizations, such as Repeated Advertising and Advertised Discounts. The present study aimed to evaluate if the Repeated Advertising impacts on the Price Image, exploring possible borders of this relationship. To understand this phenomenon the context of Higher Education was chosen, since studies involving these realms in Education are scarce. Therefore, a between-subjects experiment was conducted, where 222 participants were randomly assigned to one of the groups: 3 (add exposure level: Low, Moderate or High) X 2 (discount presence: yes or no). Through the ANCOVA test, it was identified the crucial role of the presence of Advertised Discounts in the relationship between Repeated Advertising and Price Image, what has evidenced the interaction between the first two variables. In a scenario with the absence of Advertised Discounts, Price Image evaluations tended to be higher when subjects were assigned to a moderate level of exposure, following an inverted U-shaped curve. Whereas the presence of Advertised Discounts in the relationship between Repetition and Price Image is responsible for inverting this format, presenting a traditional U-shaped curve, where the moderate degree of exposure has the lowest Price Image averages among the groups. These findings contribute to (a) explain the inconsistencies of results in the price promotion repetition literature, by defining new frontiers in which its effect can occur; (b) evidence new relationships for both Repetition and Price Image; (c) extend the Price Image findings in a context other than retail; and (d) share actionable and practical applications to marketing managers about price, discount, and advertising strategies.