INTERNATIONAL JOURNAL ON ECONOMICS, FINANCE

AND SUSTAINABLE DEVELOPMENT

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Vol. 4 No. 8 | August 2022

Media Advertisement: Does it Really Influence the Purchase Intention?

Mubarak Kaldeen
Department of Marketing Management, South Eastern University of Sri Lanka
[email protected]
M. S. Ishar Ali
Department of Business and Management Studies, Trincomalee Campus, Eastern University, Sri Lanka

ABSTRACT ARTICLEINFO
Marketers use a variety of information channels to sway consumer behavior. Article history:
Every advertisement using different media has a unique mix that engages Received 19 jun 2022
consumers in a unique way. Consumer media habits have shifted as a result Received in revised form
of digitalization. As a result, a better understanding of advertisements on 18 Jul 2022
various media platforms and their implications for CB is required. The goal Accepted 17 Aug 2022
of this study is to check how advertisements affects consumer purchase
intentions in the Sri Lankan smart phone market. It reflects how people react Keywords:
to different types of advertisements. The study employed the survey method, Advertisement,
with data collected from 250 participants. The data was analyzed using
Consumer Behavior,
statistical tools such as Cronbach's alpha, correlation, and regression tests.
According to the R Square value, media advertisements accounts for 34% Communication
increase in purchase intention. Radio commercials, billboard advertisements, channels.
and newspaper advertisements, on the other hand, all have a negative
impact. The purchase intention of Smart phone is positively influenced by
TV, online and social media advertisements. Marketers must use social
media to promote their devices. Marketing managers can learn from this
study and engage in suitable media to achieve the objectivity of their
commercial advertisements.
_____________________
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Vol. 4 No. 8 | Aujust 2022 41

1. Introduction
In today's business world, mobile phones have become one of the most powerful devices. Companies
are attempting to attract a growing number of customers while also attempting to keep them on their
network for as long as possible. New customers benefit from better word-of-mouth recommendations
from existing customers. As a result, the operators provide more benefits to their current customers. In
general, advertising has the ability to influence consumer purchase intent in a variety of ways (Anjum et
al., 2015; Kumar & Raju, 2015). It has now become the most effective tool for attracting new customers
(Mishra & Vashiath, 2017). The goal of advertising media is to reach the intended audience. Companies
can use a variety of methods, but they must be powerful enough to influence consumer decisions. It
should persuade customers to switch from one product to another (Pongiannan & Chinnasamy, 2014).
Furthermore, in today's world, mobile phones have evolved into highly personalized devices. Other than
the owner, it is rarely used by anyone else. The advancement of technology allows for more advanced
features to be added to the devices. It will aid in the recruitment of new customers. The mobile phone
has evolved into a multipurpose device in recent years. Advertising gives you a better chance to get all
of your messages across to your customers (Ishar Ali & Siraji, 2021).
Consumer attitudes can be influenced by effective advertising. The ultimate goal of the advertisers is to
sell their goods. One of the most important factors in consumer decisions is the customer's environment.
Companies can use advertising to motivate customers (Ishar Ali & Siraji, 2021; Logan et al., 2012).
In comparison to other regional markets, Sri Lanka has the fastest penetration of smart phones, which is
growing around the world, according to global telecommunication officials. Customers in Sri Lanka
who have had 3G, 4G (and now 5G) for a long time know how to get the most out of their smartphones.
In Sri Lanka, approximately 63 percent of the population now owns a mobile phone. Despite being
higher than South Asia (42%) and the developing world (67%) in terms of mobile ownership, Sri Lanka
is still far behind mature markets, where rates of 60-80 percent are common. Subscriber growth in Sri
Lanka has been fueled by a combination of three factors over the last five years: rising household
incomes, rising GDP per capita, and rising consumer confidence. Expanded mobile network coverage,
with 2G networks now covering up to 90% of the population and 3G and 4G networks covering 70%-75
percent of the population, and increased competition between mobile operators, which has resulted in
lower prices for consumers.
People are more willing to purchase a brand new smart phone these days. However, there are more
competitive brands that offer a variety of smart phone options. The fact is that different people spend
different amounts of money on the same type of mobile phone. For example, both Huawei and Samsung
smart phones are made in China, and their quality is similar in most cases. People, on the other hand,
spend varying amounts on various smart phones.
In the mobile phone industry, Apple phones have a unique concept and approach. They are constantly
attempting to transform the mobile phone industry through new technology. Vivo, Redmi, and Xiaomi
use a variety of marketing strategies. As a result, there are some advertising influence factors to
consider. As a result, the researcher decided to investigate the advertising factors and their impact on
the Sri Lankan smart phone industry. The purpose of this study is to determine the impact of advertising
on consumer purchase intentions in the Sri Lankan smart phone industry. It reflects how consumers
respond to various types of mobile phone advertising.

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Vol. 4 No. 8 | Aujust 2022 42

2. Literature Review
2.1.Theories and models relevant with advertising
The communication process model was developed to demonstrate that communication is made up of
several different elements that are constantly in contact with one another (Rai, 2013; Tsui, 2012). The
sender, message, receiver, feedback, channel, context or setting, and noise or interference are said to be
the seven main elements in this process model. This group of seven is equally important in the
communication process, and without one of them, the process would be incomplete. Advertisers must
be aware of how their message may be received by customers on the market in order for advertising to
be effective (Tsui, 2012).
Academics and professionals have spent a long time trying to come up with theories and models that
can show how customers respond to the advertising they are exposed to in order to make this easier
(Tsui, 2012; Pongiannan & Chinnasamy, 2014). The advertiser can create a message that meets all
requirements and is thus effective by understanding the different behavioral levels that customers pass
through (Ishar Ali, 2020). The communication process can be linked to these models. The
communication process model was developed by Mc Guire (1999). Professionals in the advertising
industry are still searching for the ideal model that can be applied to the real market and its customers.
Models and theories are difficult to apply in real life at the moment. AIDA is a behavioral model
developed by Strong in 1925 with the goal of ensuring that an advertisement raises awareness,
stimulates interest, and leads the customer to desire and, eventually, action (Kumar & Raju, 2013).
Every day, more than 80% of Sri Lanka's population watches television. Advertisers need sophisticated
data on viewer habits and audience profiles to ensure their TV commercials reach the right people at the
right time, which has become more difficult due to the proliferation of channels.
Radio advertisements are transmitted through the air via radio waves from a transmitter to an antenna
and, ultimately, to a receiving device (Petersen, 2018). In exchange for airing the commercials, a station
or network sells airtime. Despite the fact that radio is limited to sound, proponents of radio advertising
often tout this as a benefit. Radio is a growing medium that can be found both on the air and online
(Petersen, 2018; Rai, 2013; Tsui, 2012).
Social network advertising, also known as social media targeting, is a term for various types of online
advertising that target social networking sites (Alalwan, 2018; Logan et al., 2012). One of the most
significant advantages of advertising on a social networking site (e.g., Facebook, WhatsApp, Instagram,
Myspace, Friendster, Bebo, Orkut, etc.) is that advertisers can use demographic information about users
to better target their ads (Ishar Ali, 2020; Lim et al., 2017; Logan et al., 2012).
Social media targeting combines existing targeting options (such as geotargeting, behavioral targeting,
socio-psychographic targeting, and so on) to allow for more precise target group identification (Lim et
al., 2017; Alalwan, 2018). Advertisements are distributed to users via social media targeting based on
information gathered from target group profiles. Advertising on social networks is not always the same
as advertising on social media. The method of optimizing social media advertising by using profile data
to deliver advertisements directly to individual users is known as social media targeting (Ishar Ali &
Siraji, 2021; Lim et al., 2017). The process of matching social network users to advertiser-specified
target groups is known as social media targeting.
Advertising in a printed medium, such as a newspaper, magazine, or trade journal, is known as press
advertising. This includes everything from widely circulated media, such as a major national newspaper
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Vol. 4 No. 8 | Aujust 2022 43

or magazine, to more narrowly focused publications, such as local newspapers and trade journals
covering highly specialized subjects (Mishra, & Vashiath, 2017). Classified advertising is a type of
press advertising that allows private individuals or businesses to buy a small, narrowly targeted ad for a
low cost to promote a product or service. Another type of press ad is the Display Ad, which is a larger
ad (with or without photographs) that typically appears in a newspaper's article section (Rai, 2013; Tsui,
2012). Newspaper advertising, magazine advertising, and in-flight magazine advertising are some of the
types of press advertising a firm can provide.
A billboard (also known as a hoarding) is a large outdoor advertising structure (a billing board) that is
commonly found in high-traffic areas like along busy roads. Passing pedestrians and drivers are
exposed to large advertisements on billboards (Hussain & Nizamani, 2011). Billboards are highly
visible in the top designated market areas, usually featuring large, ostensibly witty slogans and
distinctive visuals (Khan et al., 2016).
The largest standard-size billboards are bulletins. They have high-density consumer exposure because
they are primarily located on major highways, expressways, or main arterials (mostly to vehicular
traffic). Bulletins provide the best visibility, not only because of their size, but also because they allow
for creative "customizing" via extensions and embellishments. The other common type of billboard
advertising is posters, which are mostly found along primary and secondary arterial roads. Residents
and commuter traffic, with some pedestrian exposure, see posters, which are a smaller format than
bulletins.
2.2. Theoretical aspects of consumer Purchase intention
People think, feel, and act differently, according to Hofstede & Hofstede (2005). They've looked into
these psychological aspects. It's important to remember that certain groups or individuals may act
differently depending on their culture. Hofstede and Hofstede (Hofstede & Hofstede, 2005) The words
"global marketing," "technology," "consumers," and "communication" are all used interchangeably
around the world. Consumer behavior and advertising are also linked (Rai, 2013). Because the local
dimension of advertising differs from the international, advertising that is relevant to global businesses
acts as a cultural bridge. Coca-cola is an example of a common example. It is a globally recognized
brand, but when advertisers deliver messages to customers, it cannot be done in a standard manner.
There should be no disconnecting between the message and their values. (Mooij 2010, Mooij, Mooij,
Mooij Consumers' decision-making processes are influenced by cultural and subcultural factors. When
launching new products in different countries, marketers must exercise extreme caution. Acceptance of
the products is influenced by religion, nationalities, and regional groups, among other factors. Family,
role, and status are also influencing factors in consumer purchasing behavior. Consumer decision-
making is also influenced by some personal factors. Personal factors include a person's lifestyle,
income, age, and occupation. Aside from that, some psychological factors have an impact on consumer
behavior. Perception, attitudes, motivation, and belief are all part of it. (Evans & colleagues, 2006)
2.3. The influences of consumer decision making
According to previous studies of consumer purchasing behavior, there are three factors that have a
significant impact on the consumer decision-making process. External, internal, and marketing
influences are examples of these factors. Advertising can be classified as a marketing influence because
it has an impact on both internal and external factors. It went on to say that consumers' decision-making
is influenced by both emotional responses and the influence of audio, video, and text advertisements
(Abideen & Saleem 2011).
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Vol. 4 No. 8 | Aujust 2022 44

Figure 1.1: Conceptual Framework

Based on the above literature and conceptual framework, the following hypotheses have been
developed
H1: Television advertisemenmts have significant impact on consumer purchase intention towards
mobile phones
H2: Radio advertisements have significant impact on consumer purchase intention towards mobile
phones
H3: Online advertisements have significant impact on consumer purchase intention towards mobile
phones
H4: Social media advertisements have significant impact on consumer purchase intention towards
mobile phones
H5: Billboard advertisements have significant impact on consumer purchase intention towards mobile
phones
H6: Press advertisements have significant impact on consumer purchase intention towards mobile
phones
3. Research methodology
3.1. Research design
This research was conducted in order to find solutions to the problem at hand. It will also benefit from
previous research, models, and theories that are relevant to the chosen topic. Primary data will be
gathered, analyzed, and presented with the conclusion in accordance with the research design in order to
meet the study's objectives.
3.2. Unit of Analysis
According to (Sekaran, 2009), the study's unit of analysis is the level of aggregation of the data
collected during the subsequent data analysis stages (Sekaran, 2009). As a result, an individual is the
unit of analysis for this study. The individual can then be classified as a smart phone user who is
concerned about the device's use.

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3.3. Sample Design

Consumers who use a smart phone, both men and women, between the ages of 18 and 50, are included
in the study's population. A single member of the population under study can be defined as a sampling
element. The sampling element should be representative of In order to collect the data needed for the
study, a total of 250 respondents were chosen. In this study, the researcher uses a convenience sampling
method to collect primary data from respondents. The 250-person sample includes both male and
female participants of various ages and occupational categories with varying average monthly income
levels. The convenience sampling method is used to take into account the results of easy access to
respondents and the researcher's convenience.
3.4. Data Collection
Secondary data is information that has already been collected and is available for any other reason.
Although the purpose of gathering this information was different, we were still able to use it for our
research. Some data was incomplete and not in a satisfactory state. The primary benefit of secondary
data was its low price. At the same time, it had already been collected, and there was a high level of
availability. 2007 (Kotlar & Keller) The quality of the research was harmed when it relied on secondary
data. At the same time, the study's accuracy, completeness, and timeliness should be considered
(Saunders, 2009).
Primary data, according to Kotler, is information that is collected for the first time. Observation, focus
groups, surveys, behavioral data, and experiments were used to collect primary data. 2007 (Kotlar &
Keller) The use of a primary data collection method allowed us to collect only the information we
needed. It was narrowed in on a few key issues or findings. Those conclusions were drawn from the
original data. The most significant disadvantage of collecting primary data was the lack of time. It was
necessary to make additional arrangements for data collection ( Saunders, 2009). The most important
part of the study, primary data, was collected using a quantitative approach. A structured questionnaire
was used to collect data from 250 people who were interested in the topic.
3.5. Research Instrument
To collect data for measuring construct concepts, the researcher used a self-administered questionnaire.
The questionnaire was divided into three sections, each of which dealt with the operationalization of
key construct concepts. The questionnaire is divided into three sections, as shown below. The first
section of the questionnaire collects information about respondents' smart phones, including brand,
condition, and value. Four questions about the demographic information of the respondents In addition,
this section has been designed to identify respondents' demographic data, such as gender, age,
occupation category, and average income level.
The second section of the questionnaire covered the advertising media construct concepts, which were
operationalized using questions and used six dimensions. Furthermore, the second part of the
questionnaire is solely focused on determining the construct concept of) smart phone purchase
intention. To measure those dimensions of advertising media and purchase intention, the researcher
used a five-point Likert scale (strongly agree, agree, neither agree nor disagree, disagree, strongly
disagree).

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4. Data presentation and Analysis

4.1. Demographic Profile Analysis
The total number of people who took part in this study was 250. Female respondents outnumber male
respondents. Male respondents make up 40.7% of the total sample. Females make up the majority of the
sample that equates to 59.3% of the total sample size. The total number of people who took part in this
study was 250. The age range 18-25 respondents are higher than the other respondents, according
respondents in the 18-25 age range make up 66.7% of the total sample, respondents aged 26 to 35 is
23.3%. Respondents in the 46-56 age range account for 5.3%.
Monthly income range below 30,000 is the highest than the other respondents that represent 46.7%,
income range between 40,000-50.000 equal to 18% and income range between 50,000-60,000 and
60,000-70,000 equal to 22.7% & 8.7% of total respondents. When it comes to profession, private sector
represents 17.3%, Government sector 42.7%, self-employed 18% and the rest of the respondents were
undergraduates and students.
The Samsung brand was used by the greatest number of respondents which is 37.3% in this study.
Huawei is the second most popular brand, with 23.3% of respondents using it. The Apple brand is in
third place, with a 20% market share. Sony is the brand with the lowest number of respondents with just
1.3%.
According to the research data most of respondents use brand new mobilephones that represent the 86%
and 14% using the used mobile phones. However, most of the respondents are buy 20,000-30,000 cost
range mobile phones. That represents 34%. Secondly most of respondents are buying 30,000-50,000
cost range mobile phones which is 30%. 18% respondents are buying 10,000-20,000 cost range mobile
phones. 11.3% of the respondents use 50,000-100,000 wirth of moiles while minimum buying range is
abobe 100, 000 that represent 1.3% of the respondents.
4.2. Factor Analysis
This study employs factor analysis to reduce the number of variables in the data set. The suitability of
using factor analysis as a validation tool was checked by applying the Kaiser-Meyer- Olkin (KMO)
measure of sampling and Barlett‘s test of sphericity. The measurements are strived to measure the
KMO at > .70 and the Bartlett’ s significance < 0.05. The KMO measures is utilized to examine the
appropriateness of factor analysis. The Barlett test of sphericity is used to determine if each set
correlates perfectly with itself (r = 1) or has no correlation with other variables(r = 0). Accordingly,
Table 4.1: KMO and Bartlett Test
Variables KMO Bartlett Test (r)
TV Advertisements 0.762 .000
Radio Advertisements 0.783 .000
Online Advertisement 0.824 .000
Social Media Advertisement 0.766 .000
Billboard Advertisement 0.817 .000
Press Advertisement 0.731 .000

For all independent variables the KMO score is greater than 0.70 and the Bartletts score equally
satisfactory at 0.000. This means that the data is suitable for factor analysis

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4.3. Reliability of the study

Cavana et al., (2001) state that the research reliability test is performed in order to guarantee the
stability and consistency. Additionally, Hair et al., (2003) note that for a scale to be reliable,
measurements must be done multiple times, and the findings must be constant. The Cronbach alpha
reliability analysis test is a test that is used to analyze the dependability of different constructs for
consistency and reliability of items among constructs. If the value of Cronbach's alpha is larger than
0.70, then it is regarded as acceptable and good.
Table 4.2: Cronbach’s Alpha Coefficients
Cronbach’s Alpha
Television advertising .766
Radio advertising .838
Online Advertisement .728
Social media advertising .769
Billboard advertising .766
Press advertising .769
(Source; Survey Data)
The alpha coefficient all variables are greater than 0.70. It means that the data collected from the survey
is reliable.
4.4. Dimensions of Smart phone purchase intention
Based on the values shown in Table 4.2, the mean scores for each independent variable is recorded are
greater than 3. TV advertisements, Radio advertisement, online advertisements, social media
advertisments, billboard advertismeents and press advertisements were recorded with the values of 3.93,
4.18, 3.62, 4.21, 3.12 and 3.17 respectively. Among them, the social media advertisements have higher
impact as it records the highest mean value. Based on the figures received, billboard advertisment is the
least recorded trait which records a 3.12 mean value.
Table 4.3: Descriptive Statistics
Independent Variable Mean Value Sd
Television Advertisement 3.93 1.097
Radio Advertisement 4.18 0.977
Online Advetisement 3.62 1.026
Social Media Advertisement 4.21 1.116
Billboard Advertisement 3.12 0.850
Press Advertisement 3.17 0.982

4.5. Correlation Analysis of Relationship Between Variables

The degree and direction of correlations between the studied variables were examined using a
correlation analysis. Strength describes how closely the variables are related—the bigger the absolute
value of the coefficient, the stronger the association. The direction of a relationship is indicated by the
sign of the coefficient, whereas a value of 0 denotes the lack of a link. The coefficient is positive if
there is a tendency for the variables to rise or fall together. The coefficient is negative if one variable
tends to increase while the other tends to decline. Convergent validity was demonstrated using Pearson
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correlation analysis. General principles, if correlations between 0.10 and 0.30 are regarded as weak,
those between 0.30 and 0.70 as moderate, and those between 0.70 and 0.90 as strong. Correlation
analysis was conducted to examine the suggested relationship between variables.
Since the person correlation is 0.438, between TV advertisement and Smart phone Purchase intention,
0.121 between radio advertisement and purchase intention. 0.520 between online advertisement and
purchase intention, 0.738, between social media advertising and purchase intent, 0.123 between
billboard advertisements and purchase intentention and 0.212. Between press release and purchase
intention. Hence, it is found that there was a strong positive relationship between social media and
purchase intention, moderate positive relationship between television advertisement and online
advertisement with purchase intention, while, the relationship between bill board and press
advertisement with purchase intention was positive week.
4.6. Regression Analysis and Hypotheses Testing
Prior to running the analysis, regression assumptions were checked to ensure the normality, auto
correlation and multicollinearity using appropriate tests.
4.6.1. Durbin-Watson statistics for Auto Correlation
The Durbin Watson statistic is a test statistic used to detect autocorrelation in the residuals of a
regression study. The Durbin Watson statistics here is 2.13 which is between two critical values of
1.5<d<2.5. Therefore, there is no first order auto-correlation in our multiple regression data.
4.6.2. Multicollinearity Analysis
It is the condition of extremely strong inters association between independent variables. It is therefore a
sort of data disturbance, and if it is present, conclusions drawn from the data may not be trustworthy.
Table: 4.4: Multicollinearity Statistics
Model Collinearity Statistics
Tolerance VIF
TV Advertisemetn 0.275 2.471
Radio Advertisement 0.361 2.114
Online Advertisement 0.622 1.524
Social Media Advertisement 0.531 1.296
Billboard Advertisement 0.753 1.237
Press Advertisement 0.631 2.483

The statistics showed that each variable had a tolerance value of > 0.1 and a VIF < 10, hence
multicollinearity would not interfere the outcome of multiple regression analysis.
To examine the impact of media advertising on purchase intention of Smart phone in Sri Lanka,
multiple linear regression analysis was employed. The regression model presents how much of the
variance in the measure of consumers purchase intention is explained by the underlying media
advertisement elements

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Table 4.5 Model Summary

Model R R Square Adjusted R Square
Std. Error of the
Estimate
1 .483a .341 .000 2.235
a. Predictors: (Constant), Press release, Billboard, Online, Radio, social media
The coefficient of R square is 0.341, it means 34% of purchase intention is explained by media
advertisements while the remaining 64% explained by other factors that influence the smart phone
purchase intention of customers..
Table 4.6: ANOVA
Model Sum of df Mean F Sig.
Squares Square
Regression 24.950 5 4.990 72.436 .021b
1 Residual 719.243 144 4.995
Total 744.193 149

According to ANOVA table, F value is 72.436 and p- value significant value is 0.021 < 0.05, hence, the
model is significant.
Table 4.5: Coefficients

Model Unstandardized Standardized t Sig.

Coefficients Coefficients
B Std. Error Beta
(Constant) 3.310 1.314 2.519 .013
Television .316 .921 .117 1.343 .032
Radio .029 .322 .011 2.089 .069
Online .962 1.089 .268 2.884 .018
Social media .109 .661 .360 1.165 .009
Billboard .531 .463 .142 1.146 .054
Press release .623 .561 .151 .751 .071
According to the coefficient table, not all the independent variables contributes significantly for the
regression model as p – value is > 0.5 for radio, bill board and press advertisements. Thus it supports
only H1, H3, and H4. Further, this study reveals that social media advertisments are the most influential
factors followed by online and television advertisements.
5. Conclusion and Recommendations
The purpose of the study was to determine the impact of advertising media on the Sri Lankan smart
phone industry. According to the R Square value, 34 percent of purchase intention is explained by
advertising media. However, Only TV, Online and Social media advertisements have found to be very
influential while radio, billboard and press were not influencing the purchase intention of consumers
when it comes to the smart phone purchase intention of customers. According to the smart phone
industry, marketers must use social media advertising as a means of promoting their devices. People can
easily assess for online advertisement as soon as they need it, which is one of the main reasons for
choosing social media.
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Vol. 4 No. 8 | Aujust 2022 50

6. Recommendations for further research

Basically, the focus of this research is on the impact of advertising media on purchase intent in the Sri
Lankan smart phone industry. As a result of time limitation this research is only focusing to collecting
data from small number of participants, the findings cannot be generalized to entire country and the
respondents were selected from the major cities, therefore, further research can be guided with covering
large sample and rural areas to measure the impact of media advertisements in broader context.
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