Scandinavian Working Papers in Economics
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The Economic Research Institute, Stockholm School of Economics SSE/EFI Working Paper Series in Business Administration

No 2003:7:
The Smiling Face in Marketing Appeals and its Effects on the Customer

Magnus Söderlund () and Sara Rosengren ()

Abstract: Joy appeals appear frequently in marketing, but they have received little attention from marketing researches compared to other emotional appeals (e.g., sexy appeals, humor appeals, and attraction appeals with decorative models). This study examines one particular aspect of the joy appeal in a marketing context, the smiling face stimulus. The main findings are that the smiling face is more effective than non-smiling faces in eliciting (1) a positive attitude toward the smiling stimulus person, (2) a positive overall attitude to the firm using the smile appeal, and (3) intentions to patronize and recommend this firm.

Keywords: marketing appeals; consumer behavior; emotions; joy; (follow links to similar papers)

20 pages, April 8, 2003, Revised April 9, 2003

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