CAJ | 학술논문

使用眼动技术，考察了卷入的两方面（个人卷入与产品卷入）共同对广告理性诉求信息加工效果的影响。研究发现：（1）随着个人卷人或产品卷入度的提高，被试获得的广告信息显著增加。（2）仅在产品卷入度高时，强说服证据理性诉求广告的品牌信息所获得的加工深度才明显优于弱说服证据者；同时，只有当个人卷入度高时，产品卷入度高的商品信息所获得的加工才明显比产品卷入度低者更为精细。这说明，广告理性诉求方式可能主要适宜于宣传产品卷入度高的商品，且只有当个人卷人度高时才可能更为有效。
사용안동기술，고찰료권입적량방면（개인권입여산품권입）공동대엄고이성소구신식가공효과적영향。연구발현：（1）수착개인권인혹산품권입도적제고，피시획득적엄고신식현저증가。（2）부재산품권입도고시，강설복증거이성소구엄고적품패신식소획득적가공심도재명현우우약설복증거자；동시，지유당개인권입도고시，산품권입도고적상품신식소획득적가공재명현비산품권입도저자경위정세。저설명，엄고이성소구방식가능주요괄의우선전산품권입도고적상품，차지유당개인권인도고시재가능경위유효。
As one of the most important concepts in market research, involvement is particularly of interest in the fiela of advertising psychology. It is shown that almost all the stages in the process of advertising communication are subject to the influence of involvement, such as brand searching, information processing, attitude changing, and the formation of purchase intention. The present study was to have an investigation into how information processing of rational advertising appeal could be influenced by the combination of personal involvement and product involvement with eyetracking technique to 32 （18 females and 14 males） college student volunteers, based on the ELM model and the FCB Grid model. The design formed a 2 （ high versus low personal involvement） × 2 （ high versus low product involvement） × 2 （strong versus weak rational advertising appeal） mixed factorial, with personal involvement as the between-subject and product involvement and rational advertising appeal the two within-subject independent variables. The dependent variables were number of fixations, the index of information amount the participants receive, and duration of fixation, which indicates the depth of information processing. The results of number of fixations revealed that the main effects for personal involvement and product involvement were significant. Audience had a bigger number of fixations under high than low personal involvement condition and the advertising products of high product involvement received a bigger number of fixations than those of low product involvement. The results of fixation duration showed that the interaction between personal involvement and product involvement was significant. The simple main effect for product involvement was not significant when personal involvement was low, but when it was high, however, advertising products of high product involvement had a significant longer duration of fixation than that of low product invoNement. The interaction between product involvement and rational advertising appeal was significant. The difference of fixation duration between strong and weak rational advertising appeal was not significant at the level of low product involvement, but at the level of high product involvement, however, audience had significantly longer fixation duration for the product advertisement of strong rational advertising appeal than for that of weak rational advertising appeal. It was concluded that the participants could obtain more advertisement information as the degree of personal involvement or product involvement increased. The processing depth of brand information could be greater for the advertisement of strong than weak rational advertising appeal only when the product involvement was high. Meanwhile, only when personal involvement was high could product information of high product involvement receive higher degree of processing than that of low product involvement. Therefore, rational advertising appeal could mainly be appropriate for the communication of the product of high product involvement, which could only be efficient when personal involvement was also high. Besides, the study also provided some suggestions on further research and discussions on the implication for advertising activities.