Wordplay persuades for customer reviews of truffles, but not laundry detergent

Sep 10, 2013

Ads or consumer reviews that use metaphors and wordplay can be effective, but it depends on the product, according to a new study in the Journal of Consumer Research.

"The use of figurative language in advertising (such as metaphor or word play) has a generally positive effect on attitudes toward the ad and the product," write authors Ann Kronrod (Michigan State University) and Shai Danziger (Tel Aviv University). "But today, much of the information consumers get about a product comes from written by other . Does the effect of figurative language on attitudes remain generally positive when used in consumer reviews?"

Not always, according to the authors, who found that consumer reviews of products that relate to pleasure (hedonic products) are more likely to use figurative or emotional language than reviews that describe utilitarian products. So, for example, a consumer review of ice cream would use more figurative language than a review of a bank.

This is true even for products that have both hedonic and utilitarian uses. In one experiment, participants used liquid soap to either wash a dirty spoon (utilitarian use) or blow bubbles (hedonic use). The participants who blew bubbles used more figurative language when they described their experiences.

Other experiments found that responses to figurative language depend on the source. An experiment showed that shifted depending on whether the language was used in a review or an ad. "When the same product description was defined as an ad and not as a review, figurative language in the description elevated the attitudes towards the product—for both hedonic and utilitarian ," the authors write.

"Consumer word of mouth is one of the most important sources of influence on decisions," the authors explain. So understanding how the use of language affects the reader can help reviewers know how the public reacts to their messages. "Figuratively speaking, this research is a flashlight focused on the deep waters of user-generated content that reveals complex forms of underwater life," the authors conclude.

Explore further: Online reviewers: Yes, they're compensating for something (w/ Video)

More information: Ann Kronrod and Shai Danziger. "'Wii Will Rock You!' The Use and Effect of Figurative Language in Consumer Reviews of Hedonic and Utilitarian Consumption." Journal of Consumer Research: December 2013.

add to favorites email to friend print save as pdf

Related Stories

Extended service contracts: When and why do people buy them?

Jun 15, 2009

Consumer experts have long recommended against buying Extended Service Contracts (ESCs) with products, since they are rarely cost effective. A new study in the Journal of Consumer Research examines the reasons why so man ...

Recommended for you

Online reviews: When do negative opinions boost sales?

14 hours ago

When purchasing items online, reading customer reviews is a convenient way to get a real-world account of other people's opinions of the product. According to a new study in the Journal of Consumer Research, negative review ...

User comments : 0

More news stories

Online reviews: When do negative opinions boost sales?

When purchasing items online, reading customer reviews is a convenient way to get a real-world account of other people's opinions of the product. According to a new study in the Journal of Consumer Research, negative review ...

Patent talk: Google sharpens contact lens vision

(Phys.org) —A report from Patent Bolt brings us one step closer to what Google may have in mind in developing smart contact lenses. According to the discussion Google is interested in the concept of contact ...

Tech giants look to skies to spread Internet

The shortest path to the Internet for some remote corners of the world may be through the skies. That is the message from US tech giants seeking to spread the online gospel to hard-to-reach regions.

Wireless industry makes anti-theft commitment

A trade group for wireless providers said Tuesday that the biggest mobile device manufacturers and carriers will soon put anti-theft tools on the gadgets to try to deter rampant smartphone theft.