This paper examines the influence of customizing banner ads to entice higher users’ interactivity and sequentially builds not only positive attitudes toward the ad and the brand but also positive behavioral outcomes. It also attempts to introduce a new profilingtargeting parameter based on psychographics for customizing banner ad based on Internet user’s individual differences according to their personality, types of goal-directed motives and preferred information processing strategies. Data was gathered through an online survey with a sample of 385 respondents. The Covariance Structural Modeling results supported a positive attitude-ad-brand-behavioral relationship. Positive attitude towards the ad generates more positive behavioral outcomes. Contrary to expectations, the results did not support the proposition that a positive brand attitude produces more positive behavioral outcomes. The findings provide evidence to support the proposition that customization of banner ads’ creative and appeals (in terms of presentation modality, verbal versus visual presentation and information-rational versus entertainment-emotional appeals) based on users’ individual differences in need for cognition, goal-directed motives and preferred information processing strategies effects positive attitudes toward the ad and the brand.
Lee, Kelvin and Miller, Kenneth E., "The Influence of Customized Internet Banner Ad on Attitude-Ad-Brand-Behavioural Relationship" (2003). ICEB 2003 Proceedings. 176.