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Using internet behavior to deliver relevant television commercials

Bellman, S., Murphy, J., Treleaven-Hassard, S., O'Farrell, J., Qiu, L. and Varan, D. (2013) Using internet behavior to deliver relevant television commercials. Journal of Interactive Marketing, 27 (2). pp. 130-140.

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Consumer footprints left on the Internet help advertisers show consumers relevant Web ads, which increase awareness and click-throughs. This “proof of concept” experiment illustrates how Internet behavior can identify relevant television commercials that increase ad-effectiveness by raising attention and ad exposure. Product involvement and prior brand exposure, however, complicate effective Internet-targeting. Ad relevance matters more for low-involvement products, which have a short pre-purchase search process. For the same reason, using Web browsing behavior to make inferences about current ad relevance is more accurate for low-involvement products. Prior brand exposure reduces information-value, even for relevant commercials, and therefore dampens ad relevance's effect on attention and ad exposure.

Publication Type: Journal Article
Murdoch Affiliation: Audience Research Labs
Publisher: Elsevier BV
Copyright: © 2012 Direct Marketing Educational Foundation
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