Observations: The Long and Short of Persuasive Advertising

Recently, it has been suggested that the use of preference-shift copytesting measures may cause advertisers to become obsessed with short-term share gains at the expense of building long-term equity.

Observations: The Long and Short of Persuasive Advertising

Karl E. Rosenberg and Margaret H. Blair

Recently, it has been suggested that the use of preference-shift copytesting measures may cause advertisers to become obsessed with short-term share gains at the expense of building long-term equity. This objection is based on the theory that persuasiveness testing is overly biased toward 'new news' and rational claims.

However, an analysis of the ARS database yields support for the hypothesis that long-term success is the result of adherence to a consistent persuasive strategy over time. Empirical evidence does not support the idea that routine...

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