Gucci versus old navy: Interplay of brand personality and regulatory focus in advertising persuasion

Dong Hoo Kim, Yongjun Sung

Research output: Contribution to journalArticlepeer-review

45 Citations (Scopus)


The present research examines how brand personality and regulatory focus (promotion vs. prevention) interplay in affecting advertising message persuasiveness. In Experiment 1, the moderating role of brand personality with respect to regulatory focus is tested. The results show that a promotion-framed advertising message is more persuasive for a fictitious exciting brand than is a prevention-framed message, whereas a prevention-framed (vs. promotion-framed) message is more effective for a fictitious competent brand. To replicate Experiment 1 and further test the hypothesis, in Experiment 2, two real brands representing two additional brand personality dimensions (sophistication vs. sincerity) are tested and the influence of individuals' self-construal level is controlled. The findings reveal that individuals exposed to the sophisticated brand show a more positive attitude when the brand message is promotion framed. By contrast, individuals exposed to the sincere brand react more favorably when the brand is presented with a prevention-framed advertising message.

Original languageEnglish
Pages (from-to)1076-1087
Number of pages12
JournalPsychology and Marketing
Issue number12
Publication statusPublished - 2013 Dec
Externally publishedYes

ASJC Scopus subject areas

  • Applied Psychology
  • Marketing


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