Audience Involvement in Advertising: Four Levels

Abstract

The effectiveness of advertising messages is widely believed to be moderated by audience involvement. In this paper, psychological theories of attention and levels of processing are used to establish a framework that can accommodate the major consumer behavior theories of audience involvement. Four levels of involvement are identified (in order from low to high) as preattention, focal attention, comprehension, and elaboration. These levels allocate increasing attentional capacity to a message source, as needed for analysis of the message by increasingly abstract—and qualitatively distinct—representational systems. Lower levels use relatively little capacity and extract information needed to determine whether higher levels will be invoked. The higher levels require greater capacity and result in increasingly durable cognitive and attitudinal effects.