Behavioral concepts in advertising video: application of techniques that describe the persuasive message

Abstract

Individuals are frequently exposed to marketing videos. They can illustrate consumption situations and persuade viewers to adopt behaviors on behalf of the message sender. But the functional understanding of the persuasive message in behavioral terms is scarce in the literature. The research aims to demonstrate behavioral concepts present in an advertising video broadcasted in mass media. It used methods to describe moving images. The research employed categorical analysis, classifying scenes, and rhetorical analysis, with demonstration of stasis and persuasive canons. The results show that there are 11 behavioral concepts in the advertising, but there are only two kinds of rhetorical stasis with five canons. The categories show that there is presence of reinforcement and punishment in a chain precurrent/current and the rhetorical analysis shows that there are mands and distorted tacts. The results show that behavior analysts can use these techniques to investigate the influence of movie content in consumer markets.