Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking

Abstract

Purpose – This study aims to investigate the nuances of celebrity spokesperson effectiveness in business-to-business (B2B) advertising. Specifically, the study addresses the question of endorser effectiveness in the presence of product complexity (high vs low) and how this effect is moderated by endorser gender. In addition, the study also explores whether the way an endorser is placed in the advertisement (product-facing vs audiencefacing) would have differential effects on the buyer. Design/methodology/approach – The present study uses experimental design to fulfil the study objectives. Two experiments are conducted (total n ¼ 201) on employees in a purchasing role in organisations, with the dependent variable being dwell time (captured using an eye-tracking device). Findings – Major findings indicate that celebrity gender has a moderating effect depending on the product complexity. Results also indicate a significant effect of how the celebrity is placed in the advertisement on the buyer. Research limitations/implications – The findings emphasise the role of the spokesperson in B2B advertising using neuro-behavioural data. It also contributes to the theoretical nuances of spokesperson gender in B2B advertising and the role of kinesics in advertising using spokespersons. Practical implications – The study provides guidelines on the choice of the spokesperson and their physical posture in the advertisement for B2B advertisers that may lead to communication effectiveness. Originality/value – The present study is in a domain that is scarcely researched in B2B and adds novelty as it uses physiological data instead of self-reported measures.