A study on the influence of using celebrity - International Research ...
A study on the influence of using celebrity - International Research ...
A study on the influence of using celebrity - International Research ...
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Journal <strong>of</strong> <strong>Research</strong> in Internati<strong>on</strong>al Business Management (ISSN: 2251-0028) Vol. 2(4) pp. 89-96 April 2012.<br />
Available <strong>on</strong>line @http://www.interesjournals.org/JRIBM<br />
Copyright ©2012 Internati<strong>on</strong>al <strong>Research</strong> Journals<br />
Full Length <strong>Research</strong> Paper<br />
A <str<strong>on</strong>g>study</str<strong>on</strong>g> <strong>on</strong> <strong>the</strong> <strong>influence</strong> <strong>of</strong> <strong>using</strong> <strong>celebrity</strong><br />
endorsements <strong>on</strong> c<strong>on</strong>sumer buying behaviour in Tamil<br />
Nadu, India<br />
Annadurai Pughazhendi 1 and Deenadhayal Sudharani Ravindran 2<br />
1 PSG Institute <strong>of</strong> Management (PSG College <strong>of</strong> Technology) Coimbatore, India<br />
2 PSG Institute <strong>of</strong> Management (PSG College <strong>of</strong> Technology) Coimbatore, India<br />
Accepted 16 April, 2012<br />
The purpose <strong>of</strong> this paper is to investigate <strong>the</strong> factor that <strong>influence</strong> <strong>of</strong> <strong>using</strong> <strong>celebrity</strong> endorsements <strong>on</strong><br />
c<strong>on</strong>sumer buying behaviour and product choice, and to provide guidance for marketers and advertising<br />
agencies with respect to <strong>the</strong> effectiveness <strong>of</strong> <strong>celebrity</strong>-product endorsement <strong>on</strong> influencing c<strong>on</strong>sumers<br />
buying decisi<strong>on</strong> process. This <str<strong>on</strong>g>study</str<strong>on</strong>g> was based <strong>on</strong> empirical approach. A c<strong>on</strong>venience sample <strong>of</strong> 200<br />
students from various colleges in Coimbatore regi<strong>on</strong>. The objective <strong>of</strong> <strong>the</strong> <str<strong>on</strong>g>study</str<strong>on</strong>g> is (1) to <str<strong>on</strong>g>study</str<strong>on</strong>g> <strong>the</strong><br />
factor that impact <strong>of</strong> <strong>celebrity</strong> endorsement <strong>on</strong> c<strong>on</strong>sumer buying behaviour. (2) to <str<strong>on</strong>g>study</str<strong>on</strong>g> <strong>the</strong> <strong>influence</strong> <strong>of</strong><br />
c<strong>on</strong>sumer’s gender, age and family income <strong>on</strong> <strong>the</strong>ir buying behaviour <strong>on</strong> <strong>celebrity</strong> endorsed<br />
advertisement. (3) to understand <strong>the</strong> effectiveness <strong>of</strong> <strong>celebrity</strong> endorsement vs. n<strong>on</strong> <strong>celebrity</strong><br />
endorsement. (4) Effects <strong>of</strong> multiple <strong>celebrity</strong> endorsements and c<strong>on</strong>sumer <strong>celebrity</strong> attachment <strong>on</strong><br />
attitude and purchase intenti<strong>on</strong>. Exploratory and Descriptive analysis and One Sample t-Test used to<br />
analyze <strong>the</strong> data. The result <strong>of</strong> <strong>the</strong> <str<strong>on</strong>g>study</str<strong>on</strong>g> is found that <strong>the</strong> resp<strong>on</strong>dents were <strong>influence</strong>d by <strong>celebrity</strong>product<br />
endorsement in terms <strong>of</strong> buying decisi<strong>on</strong> process or product choice. Differences in <strong>celebrity</strong>’s<br />
gender were found to be varied with respect to <strong>the</strong> endorsed products and <strong>the</strong> target audience<br />
characteristics. The present research urged fur<strong>the</strong>r studies to be carried <strong>on</strong> to examine <strong>the</strong> reas<strong>on</strong>s<br />
behind <strong>the</strong> inability <strong>of</strong> <strong>using</strong> celebrities to <strong>influence</strong> c<strong>on</strong>sumers' purchasing decisi<strong>on</strong> and product<br />
choice.<br />
Keywords: Celebrity endorsements, C<strong>on</strong>sumer buying behaviour, Influencing factor, India<br />
INTRODUCTION<br />
The promoti<strong>on</strong> plays an important role in achieving <strong>the</strong><br />
organizati<strong>on</strong>'s goals and Strategies especially in <strong>the</strong><br />
market field. Promoti<strong>on</strong>, according to (Perrault and<br />
McCarthy, 2000), is any communicati<strong>on</strong> used to inform,<br />
persuade and/or remind people about an organizati<strong>on</strong> or<br />
individual's goods and services. Promoti<strong>on</strong> includes<br />
advertising, publicity/public relati<strong>on</strong>s, pers<strong>on</strong>al selling and<br />
sales promoti<strong>on</strong>. Everyday c<strong>on</strong>sumers are exposed to<br />
thousands <strong>of</strong> voices and images in magazines,<br />
newspapers, and <strong>on</strong> billboards, websites, radio and<br />
televisi<strong>on</strong>. It is argued that endorsers who could be<br />
*Corresp<strong>on</strong>ding Author E-mail: pughal.psgtech@gmail.com;<br />
Tel; + 91-9940787139<br />
defined as "any individual who enjoys public recogniti<strong>on</strong><br />
and who uses this recogniti<strong>on</strong> <strong>on</strong> behalf <strong>of</strong> c<strong>on</strong>sumer<br />
goods by appearing with it in an advertisement. Various<br />
companies are signing deals with celebrities in <strong>the</strong> hope<br />
that by <strong>using</strong> celebrities <strong>the</strong>y can accomplish a unique<br />
and relevant positi<strong>on</strong> in <strong>the</strong> minds <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers.<br />
Choice <strong>of</strong> <strong>the</strong> <strong>celebrity</strong>, hence, is <strong>of</strong> utmost importance<br />
and is usually d<strong>on</strong>e based <strong>on</strong> many different parameters -<br />
appeal, looks, popularity or even just a fantasy figure to<br />
endorse a brand.<br />
Advertisers <strong>of</strong>ten select endorsers as a promoti<strong>on</strong>al<br />
strategy to communicate <strong>the</strong> attributes <strong>of</strong> <strong>the</strong>ir product or<br />
brand. Today, this advertising approach appeared to be<br />
<strong>on</strong> <strong>the</strong> increase across all media types The <str<strong>on</strong>g>study</str<strong>on</strong>g> from<br />
Friedman and Friedman, 1979), defined that <strong>celebrity</strong><br />
endorser is an individual who is known to <strong>the</strong> public
90 J. Res. Int. Bus. Manag.<br />
(actor, sports figure, entertainer, etc) for his or her<br />
achievements in areas o<strong>the</strong>r than that <strong>of</strong> <strong>the</strong> product<br />
class endorsed. However, <strong>the</strong> advertising practiti<strong>on</strong>er<br />
should also recognize that <strong>the</strong> use <strong>of</strong> a well-known<br />
pers<strong>on</strong>ality, who can create initial interest and attenti<strong>on</strong><br />
for an advertisement, does not necessarily result in<br />
attitude changes towards <strong>the</strong> product. As well, <strong>the</strong> <str<strong>on</strong>g>study</str<strong>on</strong>g><br />
from Till and Shimp, (1998), presents evidence that<br />
positive feelings towards advertising and products do not<br />
necessarily translate into actual behaviour or purchase<br />
intenti<strong>on</strong>s.<br />
<strong>Research</strong> statistics in America have shown that <strong>the</strong> use<br />
<strong>of</strong> <strong>celebrity</strong> advertisement has doubled in <strong>the</strong> past ten<br />
years that is statistics related to <strong>the</strong> c<strong>on</strong>sumer goods<br />
industry. One in four advertisements features celebrities<br />
as opposed to <strong>on</strong>e in eight in 1995. An increase in <strong>the</strong><br />
use <strong>of</strong> celebrities in brand message communicati<strong>on</strong><br />
am<strong>on</strong>g both n<strong>on</strong>-luxury brands and luxury brands has<br />
taken place. Many celebrities see <strong>the</strong> multibilli<strong>on</strong> dollar<br />
fragrance market as a lucrative way to expand <strong>the</strong>ir<br />
already famed brand, <strong>the</strong>ir name. Celebrities that were<br />
formerly associated with <strong>the</strong> music industry or/and film<br />
industry are exposing <strong>the</strong>ir presence in <strong>the</strong> c<strong>on</strong>sumer<br />
market, particularly <strong>the</strong> fragrance market.” Billi<strong>on</strong>s <strong>of</strong><br />
dollars spent per year <strong>on</strong> <strong>celebrity</strong> endorsement.<br />
The <str<strong>on</strong>g>study</str<strong>on</strong>g> from (Friedman and Friedman, 1979),<br />
defined that <strong>celebrity</strong> endorser is an individual who is<br />
known to <strong>the</strong> public (actor, sports figure, entertainer, etc)<br />
for his or her achievements in areas o<strong>the</strong>r than that <strong>of</strong> <strong>the</strong><br />
product class endorsed. The <str<strong>on</strong>g>study</str<strong>on</strong>g> <strong>of</strong> Percepti<strong>on</strong> <strong>of</strong><br />
Advertising and Celebrity Endorsement (Zabid and<br />
Jainthy, 2002) shows that <strong>using</strong> a well-known <strong>celebrity</strong> as<br />
an endorser could help to improve <strong>the</strong> subjects rating <strong>of</strong><br />
<strong>the</strong> commercial. The use <strong>of</strong> celebrities as means <strong>of</strong><br />
communicati<strong>on</strong> has been comm<strong>on</strong>ly utilized in advertising<br />
and branding. This is d<strong>on</strong>e because it is assumed that<br />
celebrities have a powerful effect <strong>on</strong> <strong>the</strong> affluence <strong>of</strong> <strong>the</strong><br />
brands <strong>the</strong>y endorse. Advertisers believe that <strong>using</strong><br />
<strong>celebrity</strong> endorser will foster, in <strong>the</strong> mind <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumer<br />
that affect positively <strong>on</strong> <strong>the</strong> buying decisi<strong>on</strong> <strong>of</strong><br />
c<strong>on</strong>sumers. Marketers use <strong>celebrity</strong> endorsement in<br />
order to help better storage <strong>of</strong> informati<strong>on</strong> in c<strong>on</strong>sumers'<br />
minds which <strong>the</strong>y can easily remember in purchasing<br />
situati<strong>on</strong>s.<br />
RESEARCH OBJECTIVES<br />
The research objective <strong>of</strong> this <str<strong>on</strong>g>study</str<strong>on</strong>g> is to <str<strong>on</strong>g>study</str<strong>on</strong>g> <strong>the</strong> impact<br />
<strong>of</strong> <strong>celebrity</strong> endorsement <strong>on</strong> c<strong>on</strong>sumer buying behaviour<br />
in retail industry. The <str<strong>on</strong>g>study</str<strong>on</strong>g> examining <strong>the</strong> factor <strong>influence</strong><br />
<strong>of</strong> c<strong>on</strong>sumer’s gender, age and family income <strong>on</strong> <strong>the</strong>ir<br />
buying behaviour <strong>on</strong> <strong>celebrity</strong> endorsed advertisement. It<br />
attempts to understand <strong>the</strong> effectiveness <strong>of</strong> <strong>celebrity</strong><br />
endorsement vs. n<strong>on</strong> <strong>celebrity</strong> endorsement. Finally it<br />
tries to analysis <strong>the</strong> Effects <strong>of</strong> multiple <strong>celebrity</strong><br />
endorsements and c<strong>on</strong>sumer <strong>celebrity</strong> attachment <strong>on</strong><br />
attitude and purchase intenti<strong>on</strong>.<br />
REVIEW OF RELATED PREVIOUS STUDIES<br />
Celebrity endorsement helps in making a product visible<br />
or any new brand a visible brand by affecting c<strong>on</strong>sumer’s<br />
pre purchase attitude <strong>using</strong> <strong>of</strong> celebrities like sports,<br />
athletes or actors can raise <strong>the</strong> pr<strong>of</strong>ile <strong>of</strong> a company. It<br />
can help with c<strong>on</strong>sumer’s awareness with a brand,<br />
endorse <strong>the</strong> effects <strong>of</strong> particular product or ingredient or<br />
drive sales <strong>of</strong> a l<strong>on</strong>g-standing product that needs a boost.<br />
Dean (1999). The credibility, attractiveness and match<br />
up are <strong>the</strong> main criteria’s for selecting <strong>the</strong> celebrities<br />
(Mohammad and Al Zoubi, 2011). C<strong>on</strong>sumers expect<br />
c<strong>on</strong>gruence between <strong>the</strong> perceived image and <strong>the</strong> type <strong>of</strong><br />
<strong>the</strong> product which <strong>the</strong>y endorse. Celebrities must<br />
possess expertise in product categories c<strong>on</strong>sistent with<br />
<strong>the</strong>ir public pr<strong>of</strong>ile and <strong>the</strong>ir perceived life styles. Their<br />
image portrayed in pers<strong>on</strong>al and <strong>the</strong> public affects <strong>the</strong><br />
way c<strong>on</strong>sumers perceive celebrities. C<strong>on</strong>sumers have a<br />
tendency to form an attachment to any object that<br />
reinforces <strong>on</strong>e’s self identity or desired image, renders<br />
feelings <strong>of</strong> c<strong>on</strong>nectedness to a group or to any object that<br />
elicit nostalgia, and perhaps <strong>the</strong> most vivid example <strong>of</strong><br />
this form <strong>of</strong> attachment maybe found in <strong>the</strong> c<strong>on</strong>sumers<br />
preoccupati<strong>on</strong> with <strong>the</strong> celebrities. O'Mah<strong>on</strong>y and Irish<br />
(1997). The <strong>celebrity</strong> endorsement can have an impact<br />
<strong>on</strong> <strong>the</strong> c<strong>on</strong>sumers recall evaluati<strong>on</strong>s, attenti<strong>on</strong> and<br />
purchase intenti<strong>on</strong>s. At <strong>the</strong> same time it needs to be<br />
taken into c<strong>on</strong>siderati<strong>on</strong> that although c<strong>on</strong>sumers might<br />
have a favourable dispositi<strong>on</strong> towards celebrities, this<br />
does not necessarily always translates into purchase<br />
intenti<strong>on</strong>s (O’Mah<strong>on</strong>y and Meenaghan, 1998).The str<strong>on</strong>g<br />
attachment <strong>of</strong> c<strong>on</strong>sumers and <strong>the</strong> view that <strong>celebrity</strong><br />
endorses multiple brand it negatively impacts <strong>the</strong><br />
purchase intenti<strong>on</strong>. When <strong>the</strong>y have weak attachment<br />
<strong>the</strong>n <strong>the</strong> purchase intenti<strong>on</strong> increased. If <strong>the</strong> practi<strong>on</strong>er is<br />
<strong>on</strong>ly interested in c<strong>on</strong>sumer attitude towards <strong>the</strong>ir ad and<br />
brand <strong>the</strong>n multiple celebrities has no impact. But when<br />
comes to purchase intenti<strong>on</strong> <strong>the</strong>y must be careful in<br />
utilizing celebrities and <strong>the</strong>ir attachment (Jasmina, and<br />
Webster, 2011; Clark and Hotsman 2003), suggests that<br />
in certain situati<strong>on</strong>s, <strong>celebrity</strong> endorsements can enhance<br />
recall and c<strong>on</strong>sume assessment <strong>of</strong> <strong>the</strong> products.<br />
The research paper has underg<strong>on</strong>e a detailed <str<strong>on</strong>g>study</str<strong>on</strong>g> <strong>on</strong><br />
factors that <strong>influence</strong>s effective advertisement.<br />
Advertising lets in emoti<strong>on</strong>al appeals that imply a huge<br />
impact <strong>on</strong> decisi<strong>on</strong> making process. Celebrity<br />
endorsement has its own effective apporti<strong>on</strong> in<br />
advertising that increases <strong>the</strong> customer c<strong>on</strong>sciousness<br />
towards <strong>the</strong> product. The crux <strong>of</strong> <strong>celebrity</strong> advertising lies<br />
in <strong>the</strong> effectiveness with which <strong>the</strong>y are endorsing <strong>the</strong><br />
product. Many resp<strong>on</strong>dents feel that just <strong>the</strong> presence <strong>of</strong><br />
a <strong>celebrity</strong> in an advertisement al<strong>on</strong>e will not impact <strong>the</strong><br />
sale <strong>of</strong> a product by a big way whereas few have res-
p<strong>on</strong>ded that <strong>the</strong>y bought products just because a<br />
<strong>celebrity</strong> endorsed <strong>the</strong> product. C<strong>on</strong>sumers are <strong>on</strong> <strong>the</strong><br />
lookout for an experience which is more cognitive than<br />
physical (Pughazhendi et al., 2012).<br />
The selecti<strong>on</strong> <strong>of</strong> an endorser who is viewed positively<br />
by c<strong>on</strong>sumers and who is known to possess attributes<br />
which match up with <strong>the</strong> attributes <strong>of</strong> <strong>the</strong> product.<br />
Mismatched endorsers or endorsers who are not viewed<br />
positively will have a much smaller impact <strong>on</strong> c<strong>on</strong>sumers.<br />
an endorser who may not match up perfectly with <strong>the</strong><br />
product, but who is viewed positively may still have an<br />
effect <strong>on</strong> <strong>the</strong> c<strong>on</strong>sumer (Zafer et al., 2001). Celebrity<br />
endorsement decisively gives more visibility to <strong>the</strong><br />
product endorsed. The Brands, taking into c<strong>on</strong>siderati<strong>on</strong><br />
all <strong>the</strong> related factors, can make best use <strong>of</strong> ei<strong>the</strong>r <strong>the</strong><br />
‘Bollywood stars’ or ‘Sports star’ to endorse <strong>the</strong>ir product.<br />
Male celebrities are more effective as an endorser than<br />
<strong>the</strong> female celebrities (Bhavana, 2011). The c<strong>on</strong>sumers<br />
are induced significantly by <strong>the</strong> <strong>celebrity</strong> endorser when<br />
<strong>the</strong> target is <strong>on</strong> quality and price. The purchase attitude is<br />
<strong>influence</strong>d by <strong>the</strong> <strong>celebrity</strong> endorsement factors, product<br />
evaluati<strong>on</strong> and brand recogniti<strong>on</strong> .Marketers make use <strong>of</strong><br />
<strong>celebrity</strong> endorsements as <strong>the</strong>y lead to better informati<strong>on</strong><br />
storage in <strong>the</strong> minds <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers which can be<br />
readily retrieved when <strong>the</strong> purchasing situati<strong>on</strong> dose<br />
arise. Repetiti<strong>on</strong> <strong>of</strong> advertisement positively <strong>influence</strong>s<br />
c<strong>on</strong>sumers to purchase that brand. C<strong>on</strong>sumers believe<br />
that repetitive advertising company has a good brand<br />
name and it creates positive impact <strong>on</strong> c<strong>on</strong>sumers. Not<br />
all <strong>the</strong> <strong>celebrity</strong> endorsed advertisements impacts <strong>the</strong><br />
purchase decisi<strong>on</strong> <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers it depends <strong>on</strong> <strong>the</strong><br />
product <strong>the</strong> brand advertises. Schlecht and Christina<br />
(2003).<br />
The purchase attitude is <strong>influence</strong>d by <strong>the</strong> <strong>celebrity</strong><br />
endorsement factors, product evaluati<strong>on</strong> and brand<br />
recogniti<strong>on</strong> (Pughazhendi et al., 2011). The c<strong>on</strong>sumer<br />
gives more importance to <strong>the</strong> quality <strong>the</strong>y perceived from<br />
<strong>the</strong> brand (Sohail and Sana, 2011). In a survey, titled<br />
“Impact <strong>of</strong> Celebrity Endorsement <strong>on</strong> Buying Behaviour <strong>of</strong><br />
Customers” <strong>the</strong> focus was laid <strong>on</strong> <strong>the</strong> risks and returns<br />
involved in <strong>using</strong> <strong>celebrity</strong> endorsements to <strong>influence</strong> <strong>the</strong><br />
purchase behaviour <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers. The outcome <strong>of</strong><br />
<strong>the</strong> research was that, it substantiated <strong>the</strong> fact that<br />
<strong>celebrity</strong> endorsements do have an impact in <strong>the</strong> Indian<br />
scenario. The critical analysis <strong>of</strong> <strong>the</strong> research c<strong>on</strong>vinced<br />
that <strong>the</strong> c<strong>on</strong>sumers seek variety <strong>of</strong> aspects like credibility,<br />
likeability, fit between <strong>the</strong> brand and <strong>the</strong> <strong>celebrity</strong>. The<br />
research also c<strong>on</strong>cluded that from <strong>the</strong> viewpoint <strong>of</strong> <strong>the</strong><br />
<strong>celebrity</strong>, it is not <strong>on</strong>ly <strong>the</strong> financial gains that matters but<br />
also <strong>the</strong> impact that <strong>the</strong> endorsement might do to <strong>the</strong>ir<br />
image. The research findings also laid stress <strong>on</strong> <strong>the</strong> fact<br />
that <strong>the</strong> associati<strong>on</strong> <strong>of</strong> <strong>the</strong> <strong>celebrity</strong> with any type <strong>of</strong><br />
c<strong>on</strong>troversy or ill- behaviour did have a negative impact<br />
<strong>on</strong> <strong>the</strong> endorsement. (Byrne el al., 2003), his <str<strong>on</strong>g>study</str<strong>on</strong>g><br />
analyzed that <strong>the</strong> <strong>celebrity</strong> endorser <strong>influence</strong> <strong>on</strong> attitude<br />
toward advertisements and brands. Informati<strong>on</strong> was<br />
obtained from randomly selected resp<strong>on</strong>dents through<br />
Pughazhendi and Ravindran 91<br />
survey questi<strong>on</strong>naires. All questi<strong>on</strong>naires were selfadministered<br />
by <strong>the</strong> participants without interference from<br />
researchers. This paper provides a model c<strong>on</strong>necting<br />
attitude toward <strong>celebrity</strong> endorser, attitude toward<br />
advertisement and attitude toward brand that has been<br />
examined and validated <strong>using</strong> resp<strong>on</strong>dents. The findings<br />
show that attitude toward <strong>celebrity</strong> endorser can <strong>influence</strong><br />
<strong>on</strong> attitude toward brand directly or indirectly. In indirectly<br />
approach, attitude toward advertisement is as a mediator<br />
between attitude toward <strong>celebrity</strong> endorser and attitude<br />
toward brand.The <strong>celebrity</strong> inclusi<strong>on</strong> <strong>on</strong> c<strong>on</strong>diti<strong>on</strong>s that<br />
those factors were absent did not fur<strong>the</strong>r encourage <strong>the</strong><br />
purchase <strong>of</strong> <strong>the</strong> product. C<strong>on</strong>sumers feel that <strong>the</strong>re is no<br />
difference between <strong>the</strong> <strong>celebrity</strong> endorser and <strong>the</strong> n<strong>on</strong><strong>celebrity</strong><br />
endorser in terms <strong>of</strong> experience. It is shown by<br />
research and experience that c<strong>on</strong>sumers are highly ready<br />
to spend and more comfortable, when products that<br />
relate to <strong>the</strong>ir desired image is endorsed by celebrities. A<br />
stream <strong>of</strong> studies identifies <strong>the</strong> attributes such<br />
trustworthiness, similarity, likableness, expertise that<br />
cause a <strong>celebrity</strong> to stand as a persuasive source which<br />
in turn creates a sense <strong>of</strong> certainty. The survey, titled<br />
“Impact <strong>of</strong> Celebrity Endorsement <strong>on</strong> Buying Behaviour <strong>of</strong><br />
Customers” <strong>the</strong> focus was laid <strong>on</strong> <strong>the</strong> risks and returns<br />
involved in <strong>using</strong> <strong>celebrity</strong> endorsements to <strong>influence</strong> <strong>the</strong><br />
purchase behaviour <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers. The outcome <strong>of</strong><br />
<strong>the</strong> research was that, it substantiated <strong>the</strong> fact that<br />
<strong>celebrity</strong> endorsements do have an impact in <strong>the</strong> Indian<br />
scenario.Mustafa, (2005). The critical analysis <strong>of</strong> <strong>the</strong><br />
research c<strong>on</strong>vinced that <strong>the</strong> c<strong>on</strong>sumers seek variety <strong>of</strong><br />
aspects like credibility, likeability, fit between <strong>the</strong> brand<br />
and <strong>the</strong> <strong>celebrity</strong>. C<strong>on</strong>sumers were more likely to<br />
purchase expensive and/or complex products which were<br />
endorsed by expert celebrities ra<strong>the</strong>r than typical<br />
customers. If <strong>the</strong> <strong>celebrity</strong> is seen as trustworthy, similar,<br />
and credible <strong>the</strong>n that effect may be transferred over to<br />
<strong>the</strong> willingness to buy. The <strong>celebrity</strong> status by itself will<br />
not <strong>influence</strong> <strong>the</strong> purchase intenti<strong>on</strong> <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers<br />
(Friedman and Friedman, 1979).<br />
RESEARCH METHODOLOGY<br />
<strong>Research</strong> Design is Exploratory and descriptive methods<br />
were used for this <str<strong>on</strong>g>study</str<strong>on</strong>g>. Bearing in mind <strong>the</strong> objective <strong>of</strong><br />
<strong>the</strong> <str<strong>on</strong>g>study</str<strong>on</strong>g> and sec<strong>on</strong>dary data analysis, <strong>the</strong> research was<br />
carried out <strong>using</strong> a structured questi<strong>on</strong>naire. The survey<br />
was c<strong>on</strong>ducted in Coimbatore city and <strong>the</strong> sample was<br />
chosen from <strong>the</strong> students in different college.The sample<br />
size for this <str<strong>on</strong>g>study</str<strong>on</strong>g> was two hundred resp<strong>on</strong>dents. From<br />
<strong>the</strong> total resp<strong>on</strong>dents 113 are male and 87 are female<br />
and <strong>the</strong>ir age groups between 19 to 25.The most <strong>of</strong> <strong>the</strong><br />
resp<strong>on</strong>dents have menti<strong>on</strong>ed <strong>the</strong>ir annual family income<br />
between less than <strong>on</strong>e lakes. The resp<strong>on</strong>dents are<br />
selected by simple stratified sampling method. The data<br />
was collected day time, evening and weekends during<br />
three m<strong>on</strong>ths period. Data collecti<strong>on</strong> comprises <strong>of</strong>
92 J. Res. Int. Bus. Manag.<br />
primary data and sec<strong>on</strong>dary data. The primary data has<br />
been collected through questi<strong>on</strong>naires and sec<strong>on</strong>dary<br />
data from related journals and publicati<strong>on</strong>s. The<br />
questi<strong>on</strong>naire was based <strong>on</strong> <strong>the</strong> initial research model<br />
and propositi<strong>on</strong>s. Primary data were collected through<br />
questi<strong>on</strong>naire survey.<br />
ANALYSIS & DISCUSSION<br />
To evaluate <strong>the</strong> feasibility <strong>of</strong> <strong>the</strong> research proposal, a<br />
survey was c<strong>on</strong>ducted through distributi<strong>on</strong> <strong>of</strong><br />
questi<strong>on</strong>naires to a select group <strong>of</strong> student c<strong>on</strong>sumers.<br />
The sample size was 200 resp<strong>on</strong>dents. Based <strong>on</strong> <strong>the</strong><br />
informati<strong>on</strong> and data provided by <strong>the</strong> c<strong>on</strong>sumers, <strong>the</strong><br />
questi<strong>on</strong>naires were analysed <strong>using</strong> statistical tools for<br />
<strong>the</strong> <str<strong>on</strong>g>study</str<strong>on</strong>g>.<br />
Influence <strong>of</strong> Celebrity Endorsement<br />
The presence <strong>of</strong> a <strong>celebrity</strong> in an advertisement is likely<br />
to be influential in <strong>the</strong> purchase <strong>of</strong> a product. To this<br />
extent, a favourable <strong>celebrity</strong>’s presence and c<strong>on</strong>vincing<br />
value ir<strong>on</strong>ical given by such a <strong>celebrity</strong> may persuade <strong>the</strong><br />
c<strong>on</strong>sumer to purchase <strong>the</strong> product.<br />
From <strong>the</strong> table-1 it is referred that <strong>the</strong> resp<strong>on</strong>dent <strong>on</strong><br />
<strong>the</strong> factor 8 with high significant <strong>of</strong> mean value 3.81<br />
where <strong>the</strong> <strong>celebrity</strong> endorsed advertisements increases<br />
<strong>the</strong> awareness <strong>of</strong> <strong>the</strong> product and <strong>the</strong> brand name. The<br />
factors 1, 2, 6 and 9 are having <strong>the</strong> next higher most<br />
significant <strong>of</strong> mean values 3.62, 3.50, 3.60 and 3.65<br />
which have <strong>the</strong> t-values 13.227, 10.306, 11.869 and<br />
13.729 respectively. So <strong>the</strong> <strong>celebrity</strong> endorsed advertised<br />
<strong>influence</strong>s <strong>the</strong> c<strong>on</strong>sumer buying behavior in various<br />
ways. The <strong>celebrity</strong> endorsed advertisement attracts <strong>the</strong><br />
c<strong>on</strong>sumers more and it motivate <strong>the</strong> c<strong>on</strong>sumers and it<br />
increases <strong>the</strong>ir possibility <strong>of</strong> purchasing <strong>the</strong> product and<br />
<strong>the</strong> presence <strong>of</strong> <strong>celebrity</strong> motivates for <strong>the</strong> purchase<br />
intenti<strong>on</strong> <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers.<br />
The third highest significant values from <strong>the</strong> above<br />
table includes factors 1,2 and 8 which has <strong>the</strong> T-values<br />
10.880, 10.189 and 10.821, which tells that <strong>the</strong><br />
c<strong>on</strong>sumers gets more awareness about <strong>the</strong> product and<br />
<strong>the</strong> advertisements endorsed by celebrities creates<br />
enough interests <strong>on</strong> c<strong>on</strong>sumers and it holds <strong>the</strong>ir<br />
attenti<strong>on</strong> to view <strong>the</strong> advertisement. When multiple<br />
celebrities are endorsed in a single brand or a product, it<br />
also <strong>influence</strong>s <strong>the</strong> c<strong>on</strong>sumer buying behavior.<br />
The factor 5 has a moderate significant value <strong>of</strong> 8.270<br />
which also haves a positive result where in certain cases<br />
<strong>the</strong> c<strong>on</strong>sumers prefer <strong>using</strong> <strong>the</strong> products when seeing<br />
celebrities as a dynamic, social and active <strong>on</strong> <strong>the</strong>ir<br />
endorsed products.<br />
From <strong>the</strong> table-2 it is referred that <strong>the</strong> mean values are<br />
same as <strong>the</strong> table-2 and all <strong>the</strong> factors are having<br />
positive significant values <strong>on</strong> both mean and T-value.<br />
When comparing <strong>the</strong> t-values <strong>the</strong> factor 7 has <strong>the</strong> highest<br />
significant value 16.144 where <strong>the</strong> <strong>influence</strong> <strong>of</strong> <strong>celebrity</strong><br />
endorsed advertisement makes <strong>the</strong> brand product more<br />
memorable <strong>on</strong> <strong>the</strong> c<strong>on</strong>sumer minds for a period <strong>of</strong> time.<br />
When <strong>the</strong> c<strong>on</strong>sumer goes for purchasing <strong>the</strong>ir desired<br />
product it <strong>influence</strong>s more and increases <strong>the</strong>ir intenti<strong>on</strong> to<br />
purchase <strong>the</strong> product.<br />
The factor 1 has <strong>the</strong> sec<strong>on</strong>d highest significant <strong>of</strong> Tvalue<br />
15.245 where <strong>the</strong> celebrities used in <strong>the</strong><br />
advertisement <strong>influence</strong>s positively <strong>on</strong> c<strong>on</strong>sumers buying<br />
preferences and <strong>the</strong> possibility level <strong>of</strong> purchasing <strong>the</strong><br />
product in which <strong>the</strong> celebrities endorsed <strong>on</strong> <strong>the</strong> product.<br />
From <strong>the</strong> table-3 it is referred that <strong>the</strong> mean values <strong>of</strong><br />
all <strong>the</strong> factors are same as <strong>the</strong> above tables. And all <strong>the</strong><br />
T-values are having <strong>the</strong> positive values which tell that all<br />
<strong>the</strong> factors <strong>influence</strong>s <strong>on</strong> <strong>the</strong> c<strong>on</strong>sumer buying behavior<br />
while c<strong>on</strong>sidering <strong>the</strong> independent variable family<br />
income. By analyzing <strong>the</strong> T-values <strong>on</strong> <strong>the</strong> above table <strong>the</strong><br />
factors 9 and 2 are having <strong>the</strong> highest significant Tvalues<br />
22.971 and 20.227 where <strong>the</strong> <strong>celebrity</strong> endorsed<br />
advertisement makes <strong>the</strong> product more memorable <strong>on</strong><br />
<strong>the</strong> c<strong>on</strong>sumers and <strong>the</strong> presence <strong>of</strong> celebrities <strong>influence</strong>s<br />
more <strong>on</strong> <strong>the</strong> possibility <strong>of</strong> purchasing <strong>the</strong> product.<br />
The factors 1 and 8 are having <strong>the</strong> next highest<br />
significant T-values <strong>of</strong> 19.848 and 18.203 respectively<br />
where <strong>the</strong> presence <strong>of</strong> <strong>celebrity</strong> creates more awareness<br />
<strong>on</strong> <strong>the</strong> brand products towards <strong>the</strong> c<strong>on</strong>sumers and it<br />
<strong>influence</strong>s more <strong>on</strong> <strong>the</strong> purchasing decisi<strong>on</strong> taken by <strong>the</strong><br />
c<strong>on</strong>sumers. The factors 4,6, and 7 are having <strong>the</strong><br />
significant T-values 16.204,16.998 and 17.062 where <strong>the</strong><br />
c<strong>on</strong>sumers are attracted more by <strong>the</strong> well known<br />
celebrities than <strong>the</strong> n<strong>on</strong> celebrities like lay endorsers and<br />
experts. So <strong>the</strong> celebrities endorsed brand has more<br />
<strong>influence</strong> than <strong>the</strong> n<strong>on</strong> celebrities endorsed brand or<br />
product. And <strong>the</strong> celebrities used in <strong>the</strong> advertisement<br />
helps <strong>the</strong> familiar products or brand to get and retains its<br />
brand image <strong>on</strong> <strong>the</strong> market place as well as <strong>on</strong> <strong>the</strong><br />
c<strong>on</strong>sumers.<br />
The multiple celebrities are used in advertising <strong>the</strong><br />
single product to attract more c<strong>on</strong>sumers and to reach<br />
broadly as well as to fill <strong>the</strong> gap in <strong>the</strong> advertisement<br />
effect. The c<strong>on</strong>sumers are also <strong>influence</strong>d by this kind <strong>of</strong><br />
advertisements advertisement and sometimes it c<strong>on</strong>fuses<br />
<strong>the</strong> c<strong>on</strong>sumers as well. Overall it has a positive impact <strong>on</strong><br />
<strong>the</strong> buying preferences <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers. The factors 3<br />
and 5 are having <strong>the</strong> less significant T-values 14.380 and<br />
13.834 which is also attractive where <strong>the</strong> <strong>celebrity</strong><br />
endorsed advertisement gains <strong>the</strong> interest and attenti<strong>on</strong><br />
to view <strong>the</strong> advertisement and at some extent when<br />
c<strong>on</strong>sumers seeing <strong>the</strong> celebrities as a dynamic, social<br />
and active which also <strong>influence</strong>s <strong>on</strong> <strong>the</strong> c<strong>on</strong>sumer to<br />
prefer <strong>using</strong> those products.<br />
FINDINGS<br />
The result <strong>of</strong> this <str<strong>on</strong>g>study</str<strong>on</strong>g> indicated that <strong>the</strong> c<strong>on</strong>sumer has<br />
an overall positive attitude towards <strong>celebrity</strong><br />
endorsements, and it increases <strong>the</strong> awareness <strong>of</strong> <strong>the</strong>
Pughazhendi and Ravindran 93<br />
Table 1. Influence <strong>of</strong> <strong>using</strong> <strong>celebrity</strong> endorsement <strong>on</strong> c<strong>on</strong>sumers buying behaviour <strong>on</strong> gender-<strong>on</strong>e sample<br />
Influencing factors N Mean<br />
Celebrity Advertisement increases<br />
<strong>the</strong> possibility <strong>of</strong> purchasing <strong>the</strong><br />
product<br />
Influences <strong>the</strong> purchase decisi<strong>on</strong><br />
Advertisement creates enough<br />
interest to hold your attenti<strong>on</strong><br />
Influence <strong>of</strong> multiple celebrities<br />
endorsement<br />
Using products by seeing<br />
celebrities as dynamic, social and<br />
active<br />
Celebrity helps <strong>the</strong> familiar<br />
products to get and retain <strong>the</strong><br />
brand image<br />
Influence <strong>of</strong> <strong>celebrity</strong> vs. n<strong>on</strong><br />
<strong>celebrity</strong> models<br />
Celebrities increases <strong>the</strong><br />
awareness <strong>of</strong> <strong>the</strong> desired product<br />
Celebrities makes <strong>the</strong> desired<br />
product more memorable<br />
Source: from <strong>the</strong> survey<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
3.62<br />
3.50<br />
3.18<br />
2.99<br />
2.80<br />
3.60<br />
3.49<br />
3.81<br />
3.65<br />
Standardized<br />
beta co-efficient<br />
4.067<br />
3.529<br />
3.923<br />
3.548<br />
3.115<br />
4.230<br />
4.019<br />
3.858<br />
4.114<br />
Std. Error<br />
mean<br />
1.013<br />
1.115<br />
1.250<br />
1.150<br />
1.231<br />
1.181<br />
1.168<br />
1.161<br />
989<br />
T-value Significance<br />
13.227<br />
10.306<br />
10.440<br />
10.187<br />
8.270<br />
11.869<br />
11.345<br />
10.821<br />
13.729<br />
Table 2.Influence <strong>of</strong> <strong>using</strong> <strong>celebrity</strong> endorsement <strong>on</strong> c<strong>on</strong>sumer buying behaviour <strong>on</strong> age-<strong>on</strong>e sample statistics<br />
Influencing factors N Mean Standardized<br />
beta<br />
Celebrity Advertisement<br />
increases <strong>the</strong> possibility <strong>of</strong><br />
purchasing <strong>the</strong> product<br />
Presence <strong>of</strong> <strong>celebrity</strong> <strong>influence</strong>s<br />
<strong>the</strong> purchase decisi<strong>on</strong><br />
Advertisement creates enough<br />
interest to hold your attenti<strong>on</strong><br />
Influence <strong>of</strong> multiple celebrities<br />
endorsement<br />
Preference <strong>of</strong> <strong>using</strong> products by<br />
seeing celebrities as dynamic,<br />
social and active<br />
Celebrity helps <strong>the</strong> familiar<br />
products to get and retain <strong>the</strong><br />
brand image<br />
Influence <strong>of</strong> <strong>celebrity</strong> vs. n<strong>on</strong><br />
<strong>celebrity</strong> models<br />
Celebrities increases <strong>the</strong><br />
reness <strong>of</strong> <strong>the</strong> desired product<br />
Celebrities makes <strong>the</strong> desired<br />
product more memorable<br />
Source: from <strong>the</strong> survey<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
3.62<br />
3.50<br />
3.18<br />
2.99<br />
2.80<br />
3.60<br />
3.49<br />
3.81<br />
3.65<br />
co-efficient<br />
4.028<br />
3.668<br />
3.169<br />
3.065<br />
2.827<br />
3.654<br />
3.633<br />
3.964<br />
4.135<br />
Std. Error<br />
mean<br />
1.013<br />
1.115<br />
1.250<br />
1.150<br />
1.231<br />
1.181<br />
1.168<br />
1.161<br />
.989<br />
T-Value Significance<br />
15.245<br />
12.463<br />
9.580<br />
10.076<br />
8.681<br />
11.699<br />
11.774<br />
12.925<br />
16.144<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.<br />
000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000
94 J. Res. Int. Bus. Manag.<br />
Table 3. Influence <strong>of</strong> <strong>using</strong> <strong>celebrity</strong> endorsement <strong>on</strong> c<strong>on</strong>sumers buying behaviour <strong>on</strong> family income-<strong>on</strong>e sample<br />
statistics<br />
Influencing factors N Mean Standardized<br />
beta<br />
co-efficient<br />
Celebrity Advertisement<br />
increases <strong>the</strong> possibility <strong>of</strong><br />
purchasing <strong>the</strong> product<br />
Presence <strong>of</strong> <strong>celebrity</strong> <strong>influence</strong>s<br />
<strong>the</strong> purchase decisi<strong>on</strong><br />
Advertisement creates enough<br />
interest to hold your attenti<strong>on</strong><br />
Influence <strong>of</strong> multiple celebrities<br />
endorsement<br />
Preference <strong>of</strong> <strong>using</strong> products by<br />
seeing celebrities as dynamic,<br />
social and active<br />
Celebrity helps <strong>the</strong> familiar<br />
products to get and retain <strong>the</strong><br />
brand image<br />
Influence <strong>of</strong> <strong>celebrity</strong> vs. n<strong>on</strong><br />
<strong>celebrity</strong> models<br />
Celebrities increases <strong>the</strong><br />
awareness <strong>of</strong> <strong>the</strong> desired product<br />
Celebrities makes <strong>the</strong> desired<br />
product more memorable<br />
Source: from <strong>the</strong> survey<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
200<br />
3.62<br />
3.50<br />
3.18<br />
2.99<br />
2.80<br />
3.60<br />
3.49<br />
3.81<br />
3.65<br />
product and it makes <strong>the</strong> brand product more memorable.<br />
The demographic factors like age, gender and family<br />
income has not much impact <strong>on</strong> <strong>the</strong> c<strong>on</strong>sumer buying<br />
behaviour for <strong>the</strong> <strong>celebrity</strong> endorsed advertisements. it is<br />
found that <strong>the</strong> <strong>celebrity</strong> endorsement is an effective tool<br />
to affect positively <strong>the</strong> c<strong>on</strong>sumer’s purchase decisi<strong>on</strong><br />
towards a product, and <strong>the</strong> well known celebrities have<br />
more attractive than <strong>the</strong> n<strong>on</strong> <strong>celebrity</strong> models like experts<br />
and lay endorsers.<br />
This <str<strong>on</strong>g>study</str<strong>on</strong>g> has found that <strong>celebrity</strong> endorsement<br />
enhances product informati<strong>on</strong> and creates awareness<br />
am<strong>on</strong>g c<strong>on</strong>sumers. It helps <strong>the</strong>m to recall <strong>the</strong> brands<br />
which <strong>the</strong>y endorse. The purchase attitude is <strong>influence</strong>d<br />
by <strong>the</strong> <strong>celebrity</strong> endorsement factors, product evaluati<strong>on</strong><br />
and brand recogniti<strong>on</strong>. It retains <strong>the</strong> brand image <strong>on</strong> <strong>the</strong><br />
c<strong>on</strong>sumers. Only a less number <strong>of</strong> c<strong>on</strong>sumers prefer<br />
<strong>using</strong> products by seeing celebrities as a social, dynamic<br />
and actives. It increases <strong>the</strong> c<strong>on</strong>sumer’s interest and<br />
holds <strong>the</strong>ir attenti<strong>on</strong> towards <strong>the</strong> advertisement. The<br />
c<strong>on</strong>sumers buying behaviour was also <strong>influence</strong>d by <strong>the</strong><br />
multiple celebrities endorsed a single brand and same<br />
time <strong>the</strong> purchase intenti<strong>on</strong>s <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers were<br />
increased when multiple celebrities endorsed a single<br />
brand or a product. Finally <strong>the</strong> <strong>celebrity</strong> endorsers have<br />
4.028<br />
3.668<br />
3.169<br />
3.065<br />
2.827<br />
3.654<br />
3.633<br />
3.964<br />
4.135<br />
Std. error<br />
mean<br />
1.013<br />
1.115<br />
1.250<br />
1.150<br />
1.231<br />
1.181<br />
1.168<br />
1.161<br />
.989<br />
T-Value Significance<br />
19.848<br />
20.227<br />
14.380<br />
16.204<br />
13.834<br />
16.998<br />
17.062<br />
18.202<br />
22.978<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
.000<br />
<strong>the</strong> direct positive effect towards <strong>the</strong> advertisement and<br />
<strong>the</strong> brand.<br />
Brands may carefully check <strong>the</strong> possibilities <strong>of</strong> <strong>the</strong><br />
success <strong>of</strong> celebrities towards endorsing <strong>the</strong> product. It<br />
will be <strong>the</strong> best strategy to match <strong>the</strong> type <strong>of</strong> product with<br />
<strong>the</strong> field <strong>of</strong> <strong>the</strong> probable <strong>celebrity</strong>. The Multiple celebrities<br />
used in <strong>the</strong> advertisement sometimes c<strong>on</strong>fuse <strong>the</strong><br />
c<strong>on</strong>sumers and gives negative impact. So <strong>the</strong><br />
organizati<strong>on</strong> must be careful in selecting when to use<br />
multiple celebrities. The main criteria’s for <strong>the</strong> selecti<strong>on</strong> <strong>of</strong><br />
Celebrity Endorsement are: Credibility, Attractiveness<br />
and match up, which are most important for <strong>the</strong><br />
successful advertisement. Celebrity endorsements would<br />
be more effective if <strong>the</strong>y are c<strong>on</strong>sistently used over time<br />
to create <strong>the</strong> link between <strong>the</strong> brand and <strong>the</strong> <strong>celebrity</strong>.<br />
They would be more effective when <strong>using</strong> a <strong>celebrity</strong> who<br />
is not str<strong>on</strong>gly associated with ano<strong>the</strong>r product or service.<br />
CONCLUSION<br />
The research results revealed that c<strong>on</strong>sumers hold<br />
favourable attitude towards <strong>celebrity</strong> endorsements. The<br />
favourable percepti<strong>on</strong> <strong>of</strong> <strong>the</strong> <strong>celebrity</strong> endorsement does
not necessarily extend to buy <strong>the</strong> endorsed product.<br />
Fulfilling <strong>the</strong> requirement <strong>of</strong> <strong>the</strong> c<strong>on</strong>sumers is most<br />
important in advertising .The goal was to indicate <strong>the</strong><br />
<strong>influence</strong> <strong>of</strong> <strong>using</strong> <strong>celebrity</strong> endorsement <strong>on</strong> c<strong>on</strong>sumer<br />
buying behaviour. The result <strong>of</strong> this <str<strong>on</strong>g>study</str<strong>on</strong>g> showed that<br />
<strong>the</strong> positive and significant relati<strong>on</strong>ship between attitude<br />
toward <strong>celebrity</strong> endorser and attitude toward<br />
advertisements and brands. Celebrity endorsement<br />
positively gives more visibility to <strong>the</strong> product endorsed.<br />
Celebrities have always been <strong>the</strong> easiest way to attract<br />
<strong>the</strong> customers because <strong>of</strong> <strong>the</strong>ir mass appeal. But<br />
<strong>celebrity</strong> endorsement sometimes creates overexposure,<br />
overshadowing <strong>the</strong> brand, negative publicity <strong>of</strong> <strong>the</strong><br />
endorser etc. All <strong>the</strong> <strong>celebrity</strong> endorsers d<strong>on</strong>’t have<br />
significant effect <strong>on</strong> <strong>the</strong> c<strong>on</strong>sumer buying behaviour. The<br />
mismatch between <strong>the</strong> <strong>celebrity</strong> and <strong>the</strong> product affects<br />
<strong>the</strong> effectiveness <strong>of</strong> <strong>the</strong> advertisements. The image<br />
portrayed by <strong>the</strong> celebrities in <strong>the</strong> public as well as in<br />
<strong>the</strong>ir pers<strong>on</strong>al lifestyle <strong>influence</strong>s <strong>the</strong> effectiveness <strong>of</strong> <strong>the</strong><br />
<strong>celebrity</strong> endorsed advertisements. Finally result<br />
indicated that str<strong>on</strong>g attachment to a <strong>celebrity</strong><br />
encourages positive attitude towards <strong>the</strong> advertisement<br />
and brand regardless <strong>of</strong> <strong>the</strong> number <strong>of</strong> endorsements. A<br />
significant interacti<strong>on</strong> effect is found for purchase<br />
intenti<strong>on</strong>, suggesting that both attachment and <strong>the</strong><br />
number <strong>of</strong> endorsements <strong>influence</strong> likelihood <strong>of</strong><br />
purchase. When c<strong>on</strong>sumers are more attached to a<br />
<strong>celebrity</strong> and view that <strong>celebrity</strong> endorsing multiple<br />
brands,<br />
LIMITATIONS AND SCOPE FOR FUTURE RESEARCH<br />
The research <str<strong>on</strong>g>study</str<strong>on</strong>g> is focused <strong>on</strong>ly <strong>on</strong> <strong>the</strong> Coimbatore<br />
city. The sample size for c<strong>on</strong>ducting <strong>the</strong> survey is limited<br />
to two hundred samples. The resp<strong>on</strong>dents are chosen<br />
<strong>on</strong>ly from <strong>the</strong> students which c<strong>on</strong>sist <strong>of</strong> both male and<br />
female. The time period <strong>of</strong> this <str<strong>on</strong>g>study</str<strong>on</strong>g> 2 m<strong>on</strong>ths was a<br />
major c<strong>on</strong>straint to get used to <strong>the</strong> various surface <strong>of</strong> <strong>the</strong><br />
research <str<strong>on</strong>g>study</str<strong>on</strong>g>. The result <strong>of</strong> analysis made in <strong>the</strong> <str<strong>on</strong>g>study</str<strong>on</strong>g><br />
depends fully <strong>on</strong> <strong>the</strong> accuracy; reliability <strong>of</strong> informati<strong>on</strong>’s<br />
given by resp<strong>on</strong>dents. Brands may carefully check <strong>the</strong><br />
possibilities <strong>of</strong> <strong>the</strong> success <strong>of</strong> celebrities towards<br />
endorsing <strong>the</strong> product. It will be <strong>the</strong> best strategy to<br />
match <strong>the</strong> type <strong>of</strong> product with <strong>the</strong> field <strong>of</strong> <strong>the</strong> probable<br />
<strong>celebrity</strong>.<br />
The Multiple celebrities used in <strong>the</strong> advertisement<br />
sometimes c<strong>on</strong>fuse <strong>the</strong> c<strong>on</strong>sumers and gives negative<br />
impact. So <strong>the</strong> organizati<strong>on</strong> must be careful in selecting<br />
when to use multiple celebrities. The main criteria’s for<br />
<strong>the</strong> selecti<strong>on</strong> <strong>of</strong> Celebrity Endorsement are: Credibility,<br />
Attractiveness and match up, which are most important<br />
for <strong>the</strong> successful advertisement. Celebrity endorsements<br />
would be more effective if <strong>the</strong>y are c<strong>on</strong>sistently used over<br />
time to create <strong>the</strong> link between <strong>the</strong> brand and <strong>the</strong><br />
<strong>celebrity</strong>. They would be more effective when <strong>using</strong> a<br />
<strong>celebrity</strong> who is not str<strong>on</strong>gly associated with ano<strong>the</strong>r<br />
product or service.<br />
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