On the importance of social integration for minority targeting effectiveness

International Journal of Research in Marketing

Volumn 29, Issue 4, 2012, Pages 380-389

  Antioco, Michael ^a   Vanhamme, Joëlle ^b   Hardy, Anaïk ^c   Bernardin, Lidwine ^d  

^a EMLYON BUSINESS SCHOOL   (France)

^b EDHEC BUSINESS SCHOOL   (France)

^c ZI Les Marcots ^*  (France)

^d Interface Tourisme   (France)

Author keywords

Advertising; Credibility; Ethnic minority; Similarity

Indexed keywords

EID: 84870292115     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijresmar.2012.08.001     Document Type: Article

References (76)

1. Aaker J., Brumbaugh A., Grier S. Non-target markets and viewer distinctiveness: The impact of target marketing on processing and attitudes. Journal of Consumer Psychology 2000, 9(3):127-140.
2. Allen V.L., Wilder D.A. Impact of group consensus and social support on stimulus meaning: Mediation of conformity by cognitive restructuring. Journal of Personal and Social Psychology 1980, 39(6):1116-1125.
3. Appiah O. It must be the cues: Racial differences in adolescents' responses to culturally embedded ads. Diversity in advertising 2004, 319-339. Erlbaum, Mahwah, NJ. J.D. Williams, W.-N. Lee, C.P. Haugtvedt (Eds.).
4. Arnould E., Price L., Zinkhan G. Consumers 2004, McGraw-Hill, New York. 2d ed.
5. Autorité de Régulation Professionnelle de la Publicité Diversité ethnique en publicité-Etude sur l'année publicitaire 2005 Retrieved from. http://www.calameo.com/read/0003132918abd24f57968?authid=VFeWVFqrhJC1.
6. Baird A.L., Grieve F.G. Exposure to male models in advertisements leads to a decrease in men's body satisfaction. North American Journal of Psychology 2006, 8(1):115-121.
7. Banister E.N., Hogg M.K. Negative symbolic consumption and consumers' drive for self-esteem. European Journal of Marketing 2004, 38(7):850-868.
8. Brislin R.W. Translation and content analysis of oral and written materials. Handbook of cross-cultural psychology 1980, Allyn & Bacon, Boston, MA. H.C. Trandis, J.W. Berry (Eds.).
9. Brown A.S., Brown L.A., Zoccoli S.L. Repetition-based credibility enhancement of unfamiliar faces. The American Journal of Psychology 2002, 115(2):199-209.
10. Brumbaugh A.M. Source and nonsource cues in advertising and their effects on the activation of cultural and subcultural knowledge on the route to persuasion. Journal of Consumer Research 2002, 29(2):258-269.
11. Brumbaugh A.M., Grier S.A. Insights from a "failed" experiment: Directions for pluralistic, multiethnic advertising research. Journal of Advertising 2006, 35(3):35-47.
12. Bush A.J., Smith R., Martin C. The influence of consumer socialization variables on attitude toward advertising: A comparison of African-Americans and Caucasians. Journal of Advertising 1999, 28(3):13-24.
13. Chattaraman V., Lennon S.J., Rudd N.A. Social identity salience: Effects on identity-based brand choice of Hispanic consumers. Psychology and Marketing 2010, 27(3):263-284.
14. Clanché F. Langues régionales, langues étrangères : De l'héritage à la pratique », Insee première, n° 830 (21/02/2002) 2002.
15. Coleman D.A. New Europe, new diversity. Population Studies 2008, 62(1):113-120.
16. Collins C.A., Williams D.R. Segregation and mortality: The deadly effects of racism. Sociological Forum 1999, 14(3):493-521.
17. Deshpandé R., Stayman D.M. A tale of two cities: Distinctiveness theory and advertising effectiveness. Journal of Marketing Research 1994, 31(1):57-64.
18. Dimofte C.V., Forehand M.R., Deshpandé R. Ad schema incongruity as elicitor self-awareness and differential advertising response. Journal of Advertising 2003, 32(4):246-254.
19. DiplÔmatie Française Document cadre de partenariat France-Haïti-DCP-(2008-2012) Available from. http://www.diplomatie.gouv.fr/fr/pays-zones-geo_833/haiti_513/france-haiti_1218/evenements_4655/document-cadre-partenariat-france-haiti-dcp-2008-2012_59439.html.
20. Entorf H., Minoiu N. What a difference immigration policy makes: A comparison of PISA Scores in Europe and traditional countries of immigration. German Economic Review 2005, 6(3):355-376.
21. Fam K.S., Waller D.S., Erdogan B.Z. The influence of religion on attitudes towards the advertising of controversial products. European Journal of Marketing 2004, 38(5/6):537-555.
22. Le Figaro Pourquoi la France compte 27% de mariages mixtes (21/06/2010) Retrieved from. http://www.lefigaro.fr/actualite-france/2010/01/21/01016-20100121ARTFIG00021-pourquoi-la-france-compte-27-de-mariages-mixtes-.php.
23. Frachon C., Sassoon V. Médias et diversité: De la visibilité aux contenus: etats des lieux en France, au Royaume-Uni, en Allemagne, et aux Etats-Unis 2008, Panos, Paris.
24. Garrett M., Pichette E.F. Red as an apple: Native American acculturation and counseling with or without reservation. Journal of Counseling and Development 2000, 78(1):3-13.
25. Geddes A. France: Still the one and indivisible republic?. The politics of migration and immigration in Europe 2003, 52-78. Sage, London. A. Geddes (Ed.).
26. Grier S.A., Brumbaugh A.M. Noticing cultural differences: Ad meanings created by target and non-target markets. Journal of Advertising 1999, 18(1):79-93.
27. Grier S.A., Brumbaugh A.M. Compared to whom? The impact of status on third person effects in advertising persuasion in a South African context. Journal of Consumer Behavior 2007, 6(5):5-18.
28. Grier S.A., Deshpandé R. Social dimensions of consumer distinctiveness: The influence of social status on group identity and advertising persuasion. Journal of Marketing Research 2001, 38(2):216-224.
29. Grosjean P. The weight of history on European cultural integration: A gravity approach. American Economic Review 2011, 101(3):504-508.
30. Gwinner K.P., Eaton J. Building brand image through sponsorship: The role of image transfer. Journal of Advertising 1999, 28(4):47-57.
31. Hamberger A. Immigrant integration: Acculturation and social integration. Journal of Identity and Migration Studies 2009, 3(2):2-21.
32. Hogg M.A., Terry D.J., White K.M. A tale of two theories: A critical comparison of identity theory with social identity theory. Social Psychology Quarterly 1995, 58(1):255-269.
33. Holbrook M.B., Batra R. Assessing the role of emotions as mediators of consumer responses to advertising. Journal of Consumer Research 1987, 14(3):404-420.
34. Hunt M. Status, religion, and the "belief in a just world": Comparing African Americans, Latinos, and whites. Social Science Quarterly 2000, 81(1):326-343.
35. Independent France's crisis of national identity Retrieved from. http://www.independent.co.uk/news/world/europe/frances-crisis-of-national-identity-1826942.html.
36. INSEE Les immigrés en France: Une situation qui évolue Retrieved from. http://www.insee.fr/fr/ffc/docs_ffc/ip1042.pdf.
37. Johnson G.D., Grier S.A. Targeting without alienating: Multicultural advertising and the subtleties of targeted advertising. International Journal of Advertising 2011, 3(2):233-258.
38. Junger-Tas J. Ethnic minorities, social integration and crime. European Journal on Criminal Policy and Research 2001, 9(1):5-29.
39. Kantar Media Barométre des investissements publicitaires en 2010. ADEX Report 2011.
40. Klucharev V., Smidts A., Fernandez G. Brain mechanisms of persuasive communication: How "expert power" modulates memory and attitudes. Social Cognitive and Affective Neuroscience 2008, 3(4):353-366.
41. Lacoste Y. La question post-coloniale: Une analyse géopolitique 2010, Editions Fayard.
42. Laroche M., Kim C., Tomiuk M.A. Italian ethnic identity and its relative impact on the consumption of convenience and traditional foods. Journal of Consumer Marketing 1998, 15(2):125-151.
43. Lee C.K.C., Fernandez N., Martin B.A.S. Using self-referencing to explain the effectiveness of ethnic minority models in advertising. International Journal of Advertising 2002, 21(3):363-375.
44. Lenski G.E. Status cristallization: A non-vertical dimension of social status. American Sociological Review 1954, 19(4):405-413.
45. Lindstrom C. European Union policy on asylum and immigration. Addressing the root causes of forced migration: A justice and home affairs policy of freedom, security and justice?. Social Policy & Administration 2005, 39(6):587-605.
46. Marthaler S. Nicolas Sarkozy and the politics of French immigration policy. Journal of European Public Policy 2008, 15(3):382-397.
47. Martin B.A.S., Lee C.K.-C., Yang F. The influence of ad model ethnicity and self-referencing upon attitudes. Journal of Advertising 2004, 33(4):27-37.
48. McGuire W.J., McGuire C.V., Child P., Fujioka T. Salience of ethnicity in the spontaneous self-concept as a function of one's ethnic distinctiveness in the social environment. Journal of Personality and Social Psychology 1978, 36:511-520.
49. Muller D., Judd C.M., Yzerbyt V.Y. When moderation is mediated and mediation is moderated. Journal of Personality and Social Psychology 2005, 89(6):852-863.
50. O'Keefe D.J. Persuasion: Theory and research 1991, Sage, Newbury Park, CA.
51. Oakes P.J. The salience of social categories. Rediscovering the social group (a self-categorization theory) 1987, 117-141. Basil Blackwell, Oxford, England. J.C. Turner, M.A. Hogg, P.J. Oakes, S.D. Reicher, M.S. Wetherell (Eds.).
52. Ouellet J.-F. Consumer racism and its effects on domestic cross-ethnic product purchase: An empirical test in the United States, Canada, and France. Journal of Marketing 2007, 71(1):113-128.
53. Phinney J.S. Ethnic identity in adolescents and adults: Review of research. Psychological Bulletin 1990, 4(3):499-514.
54. Pornpitakpan C. The persuasiveness of source credibility: A critical review of five decades' evidence. Journal of Applied Social Psychology 2004, 34(2):243-281.
55. Preacher K.J., Hayes A.F. Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models. Behavior Research Methods 2008, 40(3):879-891.
56. Puntoni S., Vanhamme J., Visscher R. Two birds and one stone: Strategic ambiguity in advertising targeting and advertising evaluations. Journal of Advertising 2011, 40(1):25-42.
57. Reed Americus Activating the self-importance of consumer selves: Exploring identity salience effects on judgments. Journal of Consumer Research 2004, 31(2):286-295.
58. République Française Les accords de gestion concertée des flux migratoires et de développement solidaire Retrieved from, (accessed November 24, 2011). http://www.immigration.gouv.fr/spip.php?page=dossiers_det_dev&numrubrique=216&numarticle=1359.
59. Rosenbaum M.S., Montoya D. Exploring the role of ethnicity in place avoidance and approach decisions. Journal of Business Research 2007, 60:206-213.
60. Rossiter J.R., Smidts A. Print advertising: Celebrity presenters. Journal of Business Research 2011, 65:874-879.
61. Ryder A., Alden L., Paulhus D. Is acculturation unidimensional or bidimensional? A head-to-head comparison in the prediction of personality, self-Identity, and adjustment. Journal of Personality and Social Psychology 2000, 79(1):49-65.
62. Simons H.W., Berkowitz N.N., Moyer J. Similarity, credibility, and attitude change: A review and theory. Psychological Bulletin 1970, 73(1):1-16.
63. Smeesters D., Mussweiler T., Mandel N. The effects of thin and heavy media images on overweight and underweight consumers: Social comparison processes and behavioral implications. Journal of Consumer Research 2010, 36(6):930-949.
64. Solomon M. Consumer behavior 2007, Prentice Hall, Upper Saddle River, NJ. 7th ed.
65. Spears N., Singh S.N. Measuring attitude toward the brand and purchase intentions. Journal of Current Issues and Research in Advertising 2004, 26(2):53-66.
66. Sudbury L., Wilberforce F. The portrayal of black people in UK television advertising: Perception and reality. Journal of Consumer Behaviour 2006, 5(5):465-476.
67. Tréguer J.P., Ségati J.M. Les nouveaux marketings: Marketing générationnel et autres marketing catégoriels 2003, Dunod, Paris.
68. Wallendorf M., Reilly M.D. Ethnic migration, assimilation, and consumption. Journal of Consumer Research 1983, 10(3):292-302.
69. Webster C. The effects of Hispanic subcultural identification on information search behavior. Journal of Advertising Research 1992, 32(5):54-62.
70. White K., Dahl D.W. To be or not be: The influence of dissociative reference groups on consumer preferences. Journal of Consumer Psychology 2006, 16(4):404-413.
71. Whittler T.E. The effect of actors' race in commercial advertising: Review and extension. Journal of Advertising 1991, 20(1):54-60.
72. Whittler T.E., Spira J.S. Model's race: A peripheral cue in advertising messages?. Journal of Consumer Psychology 2002, 12(4):291-301.
73. Williams J.D., Qualls W.J. Middle-class black consumers and intensity of ethnic identification. Psychology and Marketing 1989, 6(4):263-286.
74. Wood W., Pool G.J., Leck K., Purvis D. Self-definition, defensive processing, and influence: The normative impact of majority and minority groups. Journal of Personality and Social Psychology 1996, 71(6):1181-1193.
75. Xerfi Parfums, savons, et produits d'entretiens: Prévision 2011 2010, October.
76. Zhao X., Lynch J.G., Chen Q. Reconsidering Baron and Kenny: Myths and truths about mediation analysis. Journal of Consumer Research 2010, 37(2):197-205.