How augmented reality affects advertising effectiveness: The mediating effects of curiosity and attention toward the ad

Published on May 1, 2020in Journal of Retailing and Consumer Services7.135
· DOI :10.1016/J.JRETCONSER.2019.102020
Shuai Yang6
Estimated H-index: 6
(Donghua University),
Jeffrey R. Carlson7
Estimated H-index: 7
(UR: University of Richmond),
Sixing Chen1
Estimated H-index: 1
(Hunan University)
Abstract Many major consumer-driven companies have started to use augmented-reality (AR) technology and AR apps to enrich their customers' shopping experiences and engagement with their brands, and to ultimately increase sales. However, there is scant research discussing the application of AR in an advertising context. Thus, the major goal of this study is to explore how, why, and when augmented reality influences advertising effectiveness. A field experiment and two laboratory experiments demonstrate that an AR advertisement increases consumers’ attitude toward the ad through an increase in their curiosity toward the ad and attention toward the ad (i.e., measured by a physiological measure using eye-tracking). However, the effects only hold when consumers are unfamiliar with the AR ad technology. Overall, this study provides practical implications to advertisers who are considering integrating augmented reality technology in their advertising efforts.
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