Stronger together? Tourists’ behavioral responses to joint brand advertising

Ali Selcuk Can, Yuksel Ekinci, Giampaolo Viglia, Dimitrios Buhalis*

*Corresponding author for this work

    Research output: Contribution to journalArticlepeer-review

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    Abstract

    Drawing on collaboration theory, we investigate the effect of joint vs. single brand advertising on tourists’ behavioral responses with two experiments. Study 1 employs a field experiment to examine the effect of joint brand advertising on the tourist’s actual information search behavior. Study 2 uses a laboratory experiment to investigate the effect of joint brand advertising on tourists’ intention to visit a destination and measures whether this relationship is mediated by product interest. Study 1 suggests that, compared to single brand advertising, joint brand advertising increases tourists’ search behavior. Study 2 shows that joint brand advertising stimulates product interest, which in turn, increases tourists’ intention to visit. The mediating role of product interest disappears when a destination brand forms a partnership with a lesser-reputed travel intermediary brand. The research provides implications for theory development in the area of tourism advertising, whilst also identifying best practices for advertisers on how to optimize the effectiveness of their campaigns.
    Original languageEnglish
    Pages (from-to)525-539
    Number of pages15
    JournalJournal of Advertising
    Volume49
    Issue number5
    DOIs
    Publication statusPublished - 3 Sept 2020

    Keywords

    • Collaboration
    • joint brand advertising
    • product interest
    • brand reputation
    • behavioral response
    • field experiment

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