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Trust On Advertisements
Trust On Advertisements
A
PROJECT REPORT ON
MEASURING TRUST IN
ADVERTISEMENTS THROUGH
CELEBRITY ENDORSEMENTS
Guided By : Prepared By:
MBA II Semester
Sec-L
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CONTENTS
1. Executive Summary 3
2. Literature Review 4
3. Hypothesis formulation 6
4. Research Methodology & model testing
4.1) Research Methodology 6
4.2) Model 6
4.3) Sampling method 6
4.4) Sources of data 7
4.5) Rationale behind selection of variables 7
4.6) Pre-testing of questionnaire 9
4.7) Reliability check of the questionnaire 10
5. Data Analysis
5.1) Regression Results 11
5.2) Correlation matrix 13
5.3) Descriptive Statistics 14
5.4) Factor Analysis used
5.4.1) Kaiser & Bartlett’s test 16
5.4.2) Communalities 16
5.4.3) Total Variance Explained 17
5.4.4) Scree Plot 19
5.4.5) Component matrix 20
5.4.6) Rotated Component matrix 21
5.4.7) Correlated common factors 21
6. Conclusion 22
7. Questionnaire 23
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1.Executive summary
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2.Literature Review
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which is the tendency towards disbelief in ad claims. Some literatures are of
the view that trustworthiness is one of two basic underlying components of
credibility while there are others to support the view that there are various
factors affecting trust, like confidence, competence benevolence, and
reliability. However most of behavioral and social science research indicates
that trust is more than just credibility.
Friedman and Friedman in 1979 observed that the product which contains
high social risk and\or psychological risk, using celebrity endorser brings in
greater trustworthiness along with a positive purchase intention among the
customers. It was found from the studies done by IPAN-IPMR pan-
India ,86% of the respondents recalled the most prominent ad as having a
celebrity in it, but only 3% felt that the celebrity endorser affected their
buying decision.This shows how much people trust the advertisements which
is done through celebrity endorsements.
A lot of researches and studies have been done in this field.We will research
on a specific area that whether the advertisements done through celebrity
endorsement is able to build up trust or people see it as a mere promotional
stratergy of the companies.That is our study will cater to whether people
trust advertisements using iconic personalities to promote their products or
not.
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3.Hypothesis formulation
Hypothesis: Trust in a brand is dependent on variables such as(quality
assurance,celebrity likability,brand loyalty, celebrity competence,
reliability,confidence in celebrity, willingness to rely, credibility, brand-
switching, repurchase frequency)
For this we collected responses from our friends in the college, faculty and
outstation friends from other colleges and working in various organizations
through the net.
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4.4 Sources of data:
A questionnaire (Appendix A) was prepared consisting of questions dealing
with variables like quality, celebrity likability, brand loyalty and other
important variables related to the Brand Trust of consumers while buying a
product. The questionnaire consisted of 11 questions covering 10 variables
that we wanted to check. Along with manual paper based survey, an online
survey was also conducted to collect the data. The questionnaire was sent to
the people and their responses were collected and saved
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general leading to more trust thus increasing the usefulness of
advertisement. This further leads to curbing brand switching as the customer
develops the trust in the product through the advertisement.
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Celebrity Credibility-
Consumers usually perceive celebrities as a credible source of information
about the product or firm they endorse.(Goldsmith 2000). One can explain
source credibility as endorser positive characteristics that affect the
receivers acceptance of a message .The message’s effectiveness depends on
the perceived level of expertise & trustworthiness associated within endorser
(Erdogan 1999) .Expertise & trustworthiness when considered together are
presumed to be constituents of source credibility
Celebrity likeablity-
Likeability/attractiveness is an important indicator of effectiveness as per the
celebrity endorsement literature. However attractiveness is multi-
dimensional in nature. It consists of many characteristics such as physical
attractiveness, personality & athletic ability. According to some authors’
physical attractiveness of celebrities is a predictor of advertising
effectiveness (Till & Busler 2000). Attractive celebrities are usually perceived
more favourably on various personality traits compared to the less attractive
counterparts (Kahle & Homer 1985; Eagly 1991). According to Joseph
(1982) attractive endorsers have a more positive effect on the products they
endorse compared to the less attractive endorsers.
The team distributed the questionnaire and stayed in the vicinity while it was
being filled out. The pilot test group was asked to tell any member of the
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research team if they encountered any problem while filling out the
questionnaire or had any suggestions of improving it. After each student
completed the questionnaire it was given back to a member of the research
team. Since these questionnaires were handed-out to test the validity of the
survey the results were not coded or inputted for analysis. These results
were used to ensure to the research team that the questionnaire was in
proper order to conduct our primary testing.
The major flaws that we came up after doing pilot testing, were the
sequencing of questions and phrasing of the questions so that the
respondents could understand what responses to give.Subsequently the
flaws were rectified by changing the wordings of some of the questions to
which few respondents reported having problem in interpreting the question
and we boiled down to the final questionnaire which was used for the data
collection.
Reliability Statistics
Cronbach's
Alpha N of Items
.746 11
Since the obtained value is greater than 0.7 hence the questionnaire
prepared is valid.
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5.Data Analysis:
From the responses collected by the questionnaire, we first ran a
regression between the dependent variable BRAND TRUST and independent
variables quality assurance,celebrity likability,brand loyalty, celebrity
competence, reliability,confidence in celebrity, willingness to rely, credibility,
brand-switching, repurchase frequency.
ANOVAb
Sum of
Model Squares df Mean Square F Sig.
1 Regression 28.207 10 2.821 2.549 .007a
Residual 158.234 143 1.107
Total 186.442 153
a. Predictors: (Constant), REPURCHASE_FREQUENCY, BRAND_LOYALTY,
RELIABILITY, COMPETENCE, BRAND_SWITCHING, CREDIBILITY, QUALITY_
ASSURANCE, CONFIDENCE, WILLINGNESS_TO_RELY, CELEBRITY_
LIKEABILITY
b. Dependent Variable: TRUST
Model Summary
Change Statistics
Adjusted Std. Error of R Square
Model R R Square R Square the Estimate Change F Change df1 df2 Sig. F Change
1 .389a .151 .092 1.05192 .151 2.549 10 143 .007
a. Predictors: (Constant), REPURCHASE_FREQUENCY, BRAND_LOYALTY, RELIABILITY, COMPETENCE, BRAND_
SWITCHING, CREDIBILITY, QUALITY_ASSURANCE, CONFIDENCE, WILLINGNESS_TO_RELY, CELEBRITY_LIKEABILITY
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Then the variation inflation factor (VIF) was checked for all the
variables.
a
Coefficients
Unstandardized Standardized
Coefficients Coefficients 5% Confidence Interval for B
Collinearity Statistics
Model B Std. Error Beta t Sig. Lower BoundUpper Bound Tolerance VIF
1 (Constant) 2.020 .446 4.526 .000 1.138 2.902
QUALITY_ASSURANC .074 .093 .071 .794 .429 -.110 .258 .749 1.336
CELEBRITY_LIKEABIL .061 .101 .062 .610 .543 -.138 .261 .581 1.722
BRAND_LOYALTY .079 .080 .078 .981 .328 -.080 .238 .938 1.066
COMPETENCE -.110 .081 -.118 -1.354 .178 -.271 .051 .781 1.280
RELIABILITY .055 .090 .056 .611 .542 -.124 .234 .709 1.411
CONFIDENCE .198 .090 .206 2.201 .029 .020 .375 .676 1.480
WILLINGNESS_TO_R
.099 .099 .098 .996 .321 -.097 .295 .614 1.630
CREDIBILITY .094 .080 .108 1.183 .239 -.063 .251 .716 1.397
BRAND_SWITCHING -.148 .092 -.152 -1.606 .110 -.329 .034 .661 1.514
REPURCHASE_
.099 .094 .103 1.051 .295 -.087 .285 .615 1.627
FREQUENCY
a. Dependent Variable: TRUST
All the VIF values for all the variables were found to be less than 5.Since VIF
< 5 so according to this result there was no problem of muticollinearity with
the independent variables and hence multivariable regression can be used.
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5.2 Correlation Matrix
Now the correlation matrix was checked and it showed that the variables
are significant. From the correlation matrix, we can infer that there is certain
amount of correlation between few variables (ex. Celebrity likability and
brand switching). The aim of the factor analysis is to club these variables
which are correlated into a group of factors.
Correlation Matrix
REPURCHAS
QUALITY_ CELEBRITY_ BRAND_ COMPET CONFIDE WILLINGNES BRAND_ E_
ASSURANCE LIKEABILITY LOYALTY ENCE RELIABILITY NCE S_TO_RELYCREDIBILITY SWITCHING FREQUENCY
Correlation QUALITY_ASSURANC 1.000 .320 .151 .045 .215 .204 .247 -.020 .323 .392
CELEBRITY_LIKEABI .320 1.000 .023 .146 .366 .386 .353 .274 .476 .468
BRAND_LOYALTY .151 .023 1.000 -.018 .051 -.111 .061 -.117 .082 .019
COMPETENCE .045 .146 -.018 1.000 .126 .218 .259 .425 .111 .219
RELIABILITY .215 .366 .051 .126 1.000 .258 .465 .050 .353 .173
CONFIDENCE .204 .386 -.111 .218 .258 1.000 .397 .291 .302 .443
WILLINGNESS_TO_R
.247 .353 .061 .259 .465 .397 1.000 .225 .427 .339
CREDIBILITY -.020 .274 -.117 .425 .050 .291 .225 1.000 .133 .257
BRAND_SWITCHING .323 .476 .082 .111 .353 .302 .427 .133 1.000 .247
REPURCHASE_
.392 .468 .019 .219 .173 .443 .339 .257 .247 1.000
FREQUENCY
Sig. (1-tailed QUALITY_ASSURANC .000 .031 .292 .004 .006 .001 .402 .000 .000
CELEBRITY_LIKEABI .000 .388 .036 .000 .000 .000 .000 .000 .000
BRAND_LOYALTY .031 .388 .410 .264 .086 .228 .074 .155 .406
COMPETENCE .292 .036 .410 .060 .003 .001 .000 .086 .003
RELIABILITY .004 .000 .264 .060 .001 .000 .269 .000 .016
CONFIDENCE .006 .000 .086 .003 .001 .000 .000 .000 .000
WILLINGNESS_TO_R
.001 .000 .228 .001 .000 .000 .003 .000 .000
CREDIBILITY .402 .000 .074 .000 .269 .000 .003 .050 .001
BRAND_SWITCHING .000 .000 .155 .086 .000 .000 .000 .050 .001
REPURCHASE_
.000 .000 .406 .003 .016 .000 .000 .001 .001
FREQUENCY
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5.3 Descriptives Statistics:
The Descriptive Statistics obtained show that as for example the mean of
credibility of endorser is more than 3 we can say that more people go for
credibility of the endorser rather than giving much preference to quality
assuarance.It implies that if the mean value is less than 3, i.e. more the
observed value away from the neutral position of 3 more the weightage
assigned by the buyer to that variable while buying the product.
Descriptive Statistics
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5.4 Factor Analysis used
Now after verifying the appropriateness of the use of Factor Analysis, we
proceed to the detailed analysis of the data using Factor Analysis in our final
testing for the initial 153 respondents.
• Details of Descriptive:
Initial Solution
Coefficients
• Details of Extraction:
Correlation matrix
Scree Plot
• Details of Rotation:
Varimax and Rotated Solution
• Details of Option:
Exclude case list wise
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5.4.1 Kaiser-Meyer-Olkin (KMO) and Bartlett's Test
Again, to justify the use of Factor Analysis in this situation we go for Kaiser-
Meyer-Olkin (K.M.O.) & Bartlett’s test of sphericity.
5.4.2 Communalities
It is the explained variance of an item or the variance that the items &
factors share in common. With higher values indicating that the extracted
factors explain more of the variance of an individual item. In the Initial
column a value of 1.00 indicates the standardized variances. Values in the
extraction column explain the percentage of variance explained in the
dependent variable ex. 54.6% of the variance is explained by the likability.
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Communalities
Initial Extraction
QUALITY_ASSURANCE 1.000 .458
CELEBRITY_LIKEABILITY 1.000 .546
BRAND_LOYALTY 1.000 .265
COMPETENCE 1.000 .471
RELIABILITY 1.000 .394
CONFIDENCE 1.000 .485
WILLINGNESS_TO_RELY
1.000 .506
Initial Eigenvalues Extraction Sums of Squared Loadings Rotation Sums of Squared Loadings
Component Total % of VarianceCumulative % Total % of VarianceCumulative % Total % of VarianceCumulative %
1 3.289 32.894 32.894 3.289 32.894 32.894 3.033 30.326 30.326
2 1.433 14.327 47.222 1.433 14.327 47.222 1.690 16.896 47.222
3 .985 9.854 57.076
4 .983 9.835 66.910
5 .712 7.118 74.029
6 .663 6.628 80.657
7 .588 5.881 86.538
8 .502 5.019 91.557
9 .478 4.779 96.336
10 .366 3.664 100.000
Extraction Method: Principal Component Analysis.
From the above “Eigen Value Table”, we can see that the Eigen values of the
first two variables are > 1. This shows that the first two factors explain the
total variance to a great extent. We also see that the first 2 factors
cumulatively account for more than 47% of the variation
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their individual variance as here three factors are taken into consideration
which cumulatively accounted for nearly 47 % of variance and hence only
these many factors are worth considering.
In the “Rotation sums of squared loadings “we can see that the percentage
of variance explained is now approximately evenly distributed amongst the
four factors as compared to the values previously in the “Initial Eigen
values” table.
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5.4.4 Scree plot
Scree Plot
3
Eigenvalue
1 2 3 4 5 6 7 8 9 10
Component Number
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5.4.5 Component Matrix
Component Matrixa
Component
1 2
QUALITY_ASSURANCE .505
CELEBRITY_LIKEABILITY .734
BRAND_LOYALTY .513
COMPETENCE -.552
RELIABILITY .567
CONFIDENCE .664
WILLINGNESS_TO_RELY
.709
CREDIBILITY -.671
BRAND_SWITCHING .650
REPURCHASE_
.671
FREQUENCY
Extraction Method: Principal Component Analysis.
a. 2 components extracted.
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Component
1 2
QUALITY_ASSURANCE .637
CELEBRITY_LIKEABILITY .715
BRAND_LOYALTY
COMPETENCE .664
RELIABILITY .626
CONFIDENCE .537
WILLINGNESS_TO_RELY
.679
CREDIBILITY .785
BRAND_SWITCHING .709
REPURCHASE_
.604
FREQUENCY
Extraction Method: Principal Component Analysis.
Rotation Method: Varimax with Kaiser Normalization.
a. Rotation converged in 3 iterations.
Factor 1
Brand Perception
The factor naming was done such that the variable with the highest loading
for a particular factor is reflected in the factor name while accounting for
other variables too with that factor name.For example the second factor had
the highest loading of 0.785 and so the factor name of celebrity influence
reflectes this variable of celebrity credibility and takes into account the
celebrity competence too.
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6.Conclusion
Through our analysis we have come to the conclusion that the three factors
that influence the Brand Trust of the consumers while buying a product are-
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7.Questionnaire
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Kindly answer the following questionnaire taking the above ads into
consideration.
Kindly fill in the following questionnaire for Market Research assignment.
Thank You for the same.
* Required
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2. Products that celebrity endorses assure quality *
1 2 3 4 5
Strongly disagree Strongly agree
4. If your favorite product is endorsed by a celebrity you don’t like, you will still trust the
advertisement *
1 2 3 4 5
Strongly disagree Strongly agree
6. If your favorite celebrity endorses the product which you don’t like, you will buy the product.
*
1 2 3 4 5
Strongly disagree Strongly agree
7. Aamir Khan’s presence in Coca-Cola’s ad has brought back my trust after the pesticide scam *
1 2 3 4 5
Strongly disagree Strongly agree
8. Given for a same product category, I will trust the advertisement which is endorsed by a
celebrity.(eg :- For the product shampoo will you go with Dove or Sun Silk) *
1 2 3 4 5
Strongly disagree Strongly agree
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10. Since the time Deepika Padukone has become the Brand ambassador of BSNL, your trust in
BSNL has increased *
1 2 3 4 5
Strongly disagree Strongly agree
11. Celebrity endorsement do impact your rebuying decision for a particular product *
1 2 3 4 5
Strongly disagree Strongly agree
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