Aziz, Sadia; Ghani, Usman; Niazi, Abdullah

Article
Impact of celebrity credibility on advertising
effectiveness

Pakistan Journal of Commerce and Social Sciences (PJCSS)

Provided in Cooperation with:

Johar Education Society, Pakistan (JESPK)

Suggested Citation: Aziz, Sadia; Ghani, Usman; Niazi, Abdullah (2013) : Impact of celebrity
credibility on advertising effectiveness, Pakistan Journal of Commerce and Social Sciences
(PJCSS), ISSN 2309-8619, Johar Education Society, Pakistan (JESPK), Lahore, Vol. 7, Iss. 1,
pp. 107-127

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http://hdl.handle.net/10419/188078

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Pak J Commer Soc Sci
Pakistan Journal of Commerce and Social Sciences
2013, Vol. 7 (1), 107-127

Impact of Celebrity Credibility on Advertising Effectiveness

Sadia Aziz (Corresponding Author)

Ph.D Scholar, Institute of Management Sciences, Hayatabad, Peshawar, Pakistan
E-mail: [email protected]

Usman Ghani
Assistant professor, Institute of Management Sciences, Hayatabad, Peshawar, Pakistan
E-mail: [email protected]

Abdullah Niazi
Ph.D Scholar, Institute of Management Sciences, Hayatabad, Peshawar, Pakistan
E-mail: [email protected]

Abstract
Advertisers often make use of endorsers or representatives as trustworthy sources of
persuasion for consumers' attitudes. Promotion of products through celebrities is a trendy
advertising practice around the world. The present study judged the impact of celebrity
credibility on advertising effectiveness in terms of consumer’s attitude towards the
advertisement, attitude towards the brand and their purchase intention. This study also
explored the differences of respondent’s responses towards the advertisements of brand
through famous celebrities as well as unknown celebrities. Different TV advertisements
were used for the experiment. Several statistical tools were applied to test the hypotheses
and identify significant differences & the proposed relationships among the variables.
Overall findings suggests that the respondents considered the famous celebrities of the
brand as the most credible celebrities, having positive impact on consumers attitude
towards the advertisement, attitude to the brand and their favorable purchase intentions as
compare to the unknown celebrity with less credibility.
Keywords: Celebrity credibility, advertisement, attitude toward advertisement, attitude
toward brand, purchase intention.
1. Introduction
Endorser or representative credibility has established significant consideration in the
scholarly literature (Goldberg and hartwick, 1990; Aronson et al., 1963; Bochner and
Insko, 1966; Bergin, 1962; Sternthal et al., 1978).Today one of the main common types
of trade promotion is all the way through use of spokesperson support. In reality,
superstar supporters are being employed in about 25 percent of every small screen
commercials for the purpose to endorse products (Baker et al., 2001).
Celebrities build up a particular reflection or identity over the time as a result of their
 Impact of Celebrity Credibility on Advertising Effectiveness

actions. An essential job for marketer is to opt for a celebrity whose image best fit to the
sense that the company desires to correspond for its product and which of the celebrity
personality in particular should be used that celebrity features in promotion campaign.
Knowledge is derived from understanding of the area under discussion, and credibility
shows the truthfulness and authenticity of the resource (McGinnies and Ward, 1980).The
purpose being put together a message that advocates correspondence between the
preferred elements of the celebrity’s image and the product, such that the chosen
distinctiveness of the endorsers is transferred to the product (Canning and West, 2005).
Credibility is coupled to information, and can therefore be illustrated as a message trend.
Promotional message can be explained as some category of message among a provider
and a consumer that happens with the purpose of influencing profitable shifts (Shimp,
2000). A business or its administration is the starting place, while the end user is the
recipient of the communication (Eisend, 2006).
The theories of credibility have been and will be of significance to researchers and
practitioners within the field of promotion and advertising. In this framework, credibility
is the degree to which the source is supposed as having capabilities pertinent to the
message subject matter and it can be expected to offer an ideal view on the issue (Belch
and Belch, 1994; Ohanian, 1990).
Credibility is a perceptive idea. The intellectual inspection of the thought of credibility is
as old as the debate of rhetoric itself, having originated with the prehistoric Greeks. Its
innate value obscures its core density. The descriptions and conception of reliability are
diversified, as is the effort that has been assumes to recognize its significance
(McCroskey and Young, 1981 and Self; 1996).
Credibility means an individual's observation of the certainty of a part of information. It
is a multidimensional idea so as to offer as a resource on behalf of the recipient of the
knowledge to pace the cause or source of the message relative to the information. These
evaluations show a relationship among the readiness of the recipient to attribute
legitimacy and essence to the information (Hovland et al, 1953).
Marketers spend enormous amount of capital in contract with spokesperson endorsers
every year; in reality they consider that superstars affect the course of advertising of their
brands or products (Katyal, 2008). While charisma of celebrity endorsers influence
buying choice of customers optimistically, manufacturers and sellers have constantly
favored to employ celebrity support to sell their goods (Erdogan, 1999; Kamins, 1990).
Marketers are mainly fascinated by customer’s behavior to the commercial and product.
Basically, feelings are our inclination to look upon the things. An attitude gives you an
idea about whether we are fond of something or not. Thoughts comprise of three
elementary mechanisms: sentimental, cognitive and behavioral. Sentimental is associated
to an individual love or mind-set regarding an entity. Cognitive identify a viewpoint
concerning an entity and behavioral element consider measures we acquire about that
thing (Severin and Tankard, 2001).Approach to the commercial is a well-read trend to
react in a constantly attractive otherwise unattractive manners in the direction of
promotion in common. Furthermore, feelings towards the commercial are in a way that
the customer is fond of an advertisement or hates it (Haghirian, 2004).
Agarwal and Malhotra (2005) have identified product approach as customers’ shared
evaluative findings of a product, founded on product values. Such values show brand-

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 Aziz et al

related characteristics, similar to realistic as well as investigational settlement. A

booming endorser is capable to develop targets and inclination to the brands
straightforwardly or not. An endorser who has most important foundation features of
reliability (like capability, trustworthiness and efficiency) is capable to make an impact
on purchase plan of the consumer considerably (Liu et al., 2007).
1.1. Rationale of Study
The main idea of this research is to identify the impact of celebrity integrity on
consumer’s mind-set to the advertisement, feelings towards the brand and their purchase
intention. Thus, we conducted this research to identify the impact of using celebrities in
different ads of the cola drinks on the consumer’s attitude to the advertisement, brand and
their buying intentions. Particularly, the respondent’s feedback to advertisement shall be
considered in the subsequent manners.
1) Attitude of consumers to the celebrity credibility in the advertisement.
2) Investigate the influence of celebrity credibility on consumer’s feelings
towards the commercial and the brand.
3) To identify the buying intention of consumers towards that advertised
brand.
2. Literature Review
Advertisers regularly practice the strategies intended to attract customer’s interest to their
message and to differentiate their offerings from rival products with the anticipation of
influencing buying behavior of the customer. In today’s competitive world, a quality is
positioned on an approach which can accomplish these objectives. One challenge at such
a plan includes the use of a celebrity representative. According to Atkin and Block
(1983), there are numerous bases as to why a famous endorser may be dominant. First,
such a representative attracts consideration toward the commercials into the messy flow
of communication. In addition, celebrities are conventionally observed as being greatly
active individuals with eye-catching and likeable traits (Kamins et al, 1989).
The use of famous persons in promotions is traced back to nineteenth century and these
general promotional practices have revealed a large quantity of intellectual as well as
realistic considerations. Mainly academic analysis of celebrity support encompasses the
sphere of spokesperson credibility and charismatic representatives, and recommends that
famous persons exercise their impact on customers through apparent traits (Ohanian
1990, 1991).
A number of research studies reveal that use of eye-catching celebrity serve as a
foundation to enhance feelings towards the ads. This mind-set to the commercials is
identified as psychological circumstances that be exercised by persons to systematize the
manner, how to recognize the surroundings as well as organize the manner a person react
towards it (Haghirian, 2004).
Today the mass media are flooded through descriptions of along with information
concerning superstars, and because of a consequence, celebrities have high repute,
distinctive traits, and fascinating descriptions according to the community’s opinion
(Giles, 2000., McCracken, 1989).
Celebrities regularly emerge in promotions in connection among customer goods or
services. By means of skill to pierce the hectic mess of publicity, portray customer

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 Impact of Celebrity Credibility on Advertising Effectiveness

consideration, produce high memory rates, generate as well as distinguish brand

descriptions thus, create trade and income, superstar endorsement have demonstrated to
be a helpful approach. No doubt dealer spends huge amount of capital in utilizing
superstars to sponsor their brands (Agrawal and Wagner, 1995; Erdogan, 1999., Kaikati,
1987; Mathur et al., 1997; Gabor et al., 1987).
Use of a famous person in advertising provides grounds to persuade product attitude
along with buying plan of customers in an optimistic manner. Spokesperson endorsement
has a well-built consequence on customer’s recall and knowledge approach as well. The
majority customers are not in the buying condition while they come across with
importance of the product. Salespersons use celebrity support to facilitate improved
storage of information in consumer’s mentality which can be simply considered in buying
condition (Schultz and Brens, 1995).
McCracken (1998) proposes that superstar is considered like memorial, entertainer or
representative of the business organization. Investigation has established that
spokesperson endorsement influence consumers’ mind-set in common and it may change
the feelings of customers towards the commercial and products as well. This may perhaps
effect in improvement of acquisition plan and as an outcome in increase of trade.
Researchers have intended for extensive concentration to consumer’s mind-set to the
commercial as a sentimental creation and intervening influence on brand attitudes and
acquiring intentions (Lutz et al., 1983; Lutz et al., 1986; Mitchell and Olson, 1981;
Shimp, 1981).
Friedman and Friedman (1979) establish pragmatic indication that, in the advertising of
products that are high in emotional and/or social risk, use of a famous person endorser
would direct to superior reliability, a further encouraging assessment of the merchandise
and commercial, and considerably more encouraging buying intention than
advertisements by means of an expert or distinctive customer endorser. The usefulness of
celebrity promotion has been associated by some authors, to the development of
collective manipulation.
Deutsch and Gerard (1955) distinguished two kinds of social impacts. The first, named
informational societal impact, refers to persuasion to acknowledge the information
acquired from another as indication about authenticity. The second, normative social
impact refers to the influence to match to another individual or group. Kelman (1961)
was the first to recognize the progression of societal influence. He recommended that
there are three such methods which, when practiced, assist the prospective that a person
will acknowledge influence from another personality or group: observance, recognition
and internalization.
Ranjbarian, Shekarchizade, Momeni (2009) conducted the study to investigate the
famous persons endorser impact on consumers approach to the commercials and the
products. They presented a framework linking approach to the superstar endorser,
feelings toward ad and mind-set toward product which has been practiced and certified
with a sample size of 193 scholars in education academy. The results demonstrate that
approach to personality endorser can have impact on mind-set toward product in a
straight line or in some other way.
Goldsmith et al., (2000) advocate that the advertisers usually use endorsers or
representative as persuasive basis to influence customers’ feelings and buying objectives.

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In their study, they evaluated the influence of endorser and business integrity on feelings-
to-the-ad, toward-the-products, along with buying objectives. They identified the
integrity of the advertisements endorser, the integrity of the business, plus approach-to-
the-advertisement, mind-set-to-the-product, and buying objectives. Their conclusion
proposes to the company that integrity plays an essential task in customer’s response to
promotions and products, free of the evenly vital position of endorser trustworthiness.
Their results advocate that endorser integrity helps simply in the course of its influence
on Ad, in addition to advertisement’s impacts on further variables.
The thought that attitude toward an advertisement affects the possibility of a buying
assessment is expressed in a representation by Mitchell and Olson (1981). They
recognize a consumer’s approach-toward-advertisement: a construct manipulating
approach toward the brand, as well as feelings to the buying and using the brand. Their
study set out to check the effect of ideas about four brands of a product on attitude toward
each brand. They identified that they could better forecast brand attitude and behavioral
objectives if they took feelings toward the ad into account, along with ideas about
product characteristics linked with each brand.
In a country like Pakistan, there is a lack of research in this area. This study, therefore,
endeavors to investigate the influence of celebrity credibility on consumer thoughts about
advertisements, sensation to the brands and their buying plans.
3. Hypotheses
Prior research studies illustrate that so much is acknowledged regarding spokesperson
credibility, we initiate through this building block to place a general base furthermore to
present a counterpoint in support of how celebrity trustworthiness is expected to support
in publicity usefulness (Goldsmith et al., 2000).
After locating the study in light of the previous studies on consumer’s approach to the
advertisement and the results by Lafferty and Goldsmith (1999) provided a base for
proposing and testing a model of celebrity credibility’s influence on consumer’s feelings-
to the-advertisement, approach toward-the-brand and its impact on their buying
objectives.
Particular hypotheses were experienced practically for the influence of celebrity integrity
on mind-set and buying objectives. Broad investigation has been carried out on the
impact of celebrity reliability on advertising effectiveness.
A convincing endorser can provide an essential predecessor in assessment of
commercials along with product. Specially, a trustworthy endorser has been exposed to
encompass an encouraging impact on customers feelings to-the-advertisement along with
consumers approach-to-the- product (Atkin and Block, 1983; Goldberg and Hartwick,
1990; Fishbein and Ajzen, 1975; Mitchell and Olson, 1981).Different studies indicate that
celebrity credibility is in fact positively associated to mind-set toward the advertisement
Consequently, it is assumed that:
HI: Advertisements using credible celebrities will achieve more positive attitude towards
the advertisement than the advertisements using less credible celebrities.
Lafferty and Goldsmith (1999) furthermore signify that the correlation of celebrity
credibility to attitude to-the-brand is reconciled by approach to-the advertisement.
Celebrity impact have conventionally be related by the mode to manner modification plus

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 Impact of Celebrity Credibility on Advertising Effectiveness

this in turn is connected with attitude toward the advertisement, which further change the
consumer’s response to the brand. Therefore, it is expected that:
H2: Brands having a higher positive attitude towards their advertisements will achieve
higher positive attitude towards them. .
Brown, Stayman (1992) and MacKenzie et al. (1986) illustrate a constant guide of
approach to the-advertisement leads to consumer’s attitude-to-the-brand and buying
objectives, which structured a sequence of dependent variables. The fundamental series
of approaches resulting in buying objectives is a significant determinant of ad
effectiveness. Thus we hypothesized that:
H3: Brand having a higher positive attitude towards them will achieve more preferences.
4. Methodology
4.1. Sampling and procedure.
The population for the research study included the MBA students of different universities
of Peshawar city. List of universities were taken from Higher Education Commission and
from each university one whole class of under graduate students were randomly selected.
Data was. A whole sample of 145 members was attained. The sample consisted of both
male and female students. A cluster sampling procedure was used and thus the
participants within each cluster were randomly selected. The age of the participants
varied from 25 to 30 years.
Statistical procedure for calculating sample size is given below.
Z = 1.960 with Confidence Level of 95% S = n / [1 + (n / population). By putting values
we get s =145
4.2. Product and Stimuli
Different brands were chosen from the identical product category that is, cold drink. As
the student subjects contributed in the research investigation, the product chosen for the
research must preferably characterize a group that was very much recognizable,
reasonable, gender unbiased (Singh, Balasubramanian, ChakrabortyS, 2000).Five TV
advertisements were chosen with the well recognized celebrities of different credibility.
Unknown brand names were used in all the advertisements to the study participant in
order to eliminate the influence of earlier brand familiarity, preferences, and usage
experience (Gardner, 1985).
Along with the five advertisements, one commercial was selected having no famous
celebrity to observe that whether it is helpful to use convincing celebrity to enhance the
expressiveness of messages or not. We manipulated the real brand name with the
different names including Catch Cola, Chinsung Cola, Zenny Cola, Stim Cola and Limca
Cola in all the advertisements. So all the advertisement become unknown to the study
members so that this examination would eliminate their preceding preferences and
familiarity for these brands (Goldsmith et al., 2000).
4.3. Experimental Procedure
A tentative plan was exercised to investigate the effective role of celebrity credibility on
advertising effectiveness. Previous experiments advocate that superstars support can
enhance recall and use consideration of the brands in specific circumstances (Clark and
Horstman, 2003).

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One hundred and forty five students contributed in the research, both male and female.
Upon entering the class room, participants were seated in front of the multimedia. They
were then shown six television advertisements of different cola drinks one by one.
After watching the advertisements, the respondents were invited to fill all the three
sections of questionnaires. The first section was filled by the participants to recognize the
celebrity credibility, secondly to identify the respondents’ attitude towards ads and brands
and the final portion was filled to know their purchase intention towards the specific
brand.
4.4. Variables
4.4.1. Advertising Effectiveness
We expected to find the impact of celebrity credibility on advertising effectiveness. We
judged the advertising effectiveness with three dimensions including feelings toward the
advertisement linked with thoughts toward the brand, which is then connected to buying
intentions of consumer.
4.4.2. Celebrity Credibility
A general study has been accomplished on the impact of endorser credibility on
promotion usefulness. A convincing supporter can provide as an essential predecessor in
assessment of commercials and Products. A particular variable measuring celebrity
reliability was worked out by combining the three celebrity trustworthiness subscales.
Research studies have considered the procedure by which a celebrity visible
attractiveness, trustworthiness, and expertise arbitrate rapid and delayed attitude change
and affiliation (Anderson and Clevenger, 1963; Baker and Churchill, Jr. 1977; Hovland
and Weiss, 1951; Johnson et al., 1968; Kelman and Hovland, 1953; Patzer 1983; Simon,
Berkowitz and Moyer, 1970; Whittaker and Meade, 1968).
4.5. Measurement Scales
The advertising effectiveness was measured through consumers’ attitude towards the ad,
attitude towards the brand and purchase intention (Ohanian and Roobina ,1990). The
scales have been used in several studies (Muehling and Laczniak, 1988; Grossman and
Till, 1998) and therefore they have greater validity. To further, ensure that the measures
were relevant in the Pakistani context face validity was assessed through experts in the
field of marketing and they found that items have strong face validity. Questioner was
adopted from and researcher found items to have stronger content validity (Muehling and
Laczniak, 1988; Grossman and Till, 1998; Ohanian and Roobina ,1990).
Convergent validity was analyzed through the correlation and items for each variable
were highly correlated. Convergent validity for celebrity credibility was analyzed through
correlation and minimum correlation among the fourteen items was 0.87 which is
resonabbly high. For attitude toward advertisement, among six items minimum
correlation was 0.89. Minimum correlation among the three items for attitude toward
brand was 0.91. which shows the higher level of convergent validity.
Discriminant Validity as also analyzed through the results of correlation. Twenty four
measures (each is an item on a scale) were included for analyzing discriminant validity.
Here, however, fourteen of the items were thought to reflect the construct of celebrity
credibility. While six items were thought to reflect attitude toward advertisement. Further

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 Impact of Celebrity Credibility on Advertising Effectiveness

three items are thought to reflect the construct of attitude toward brand and finally one
item was used to reflect the construct of purchase intention. The results of correlation
indicate correlations between measures that reflect different constructs. These twenty
four cross-construct correlations are very low (i.e., near zero).
4.5.1. Attitude towards advertisement
Seven items were used for the measurement of consumers’ attitude towards
advertisements. These items included attractive, good, appealing, pleasant, refreshing,
and enjoyable (Muehlingand Laczniak, 1988). The reported reliability of the scale was
0.82 The reliability of the items in this study was also assessed through Cronbach’s alpha
and it was found to be 0.89, which is above the minimum threshold of 0.70 recommended
by Nunnally(1978).
4.5.2. Attitude towards Brand
For attitude towards brand, three items good, favorable and positive were adopted from
the previous research studies (Muehling and Laczniak, 1988). The reported reliability of
the scale was 0.89. The reliability of the item in this study was also assessed through
Cronbach’s alpha and it was found to be 0.86, which is above the threshold of 0.70
recommended by Nunnally (1978).
4.5.3. Purchase Intention
To measure purchase intentions, the scale “all things considered, if you were to purchase
cola drink on one of your next trips to store, what are the chances that you would
purchase the desired cola if it were available was used (Grossman and Till, 1998).The
responses were collected on Five points scale (1=Definitely Will not Buy to 5= Definitely
Will Buy).
4.5.4. Celebrity credibility
Celebrity credibility is measured through three dimension including trustworthiness,
attractiveness and expertise. The reported reliability of scale measured was 0.85. The
reliability of the item in this study was also accessed by Cronbach’s coefficient- alpha
and it was found to be .817, which is above the threshold of .70 recommended by
nunnally(1978).
Trustworthiness
Trustworthiness in statement is the spectator’s extent of assurance and intensity of
identification of the spokesperson as well as the communication. Some studies hold up
the impact of trustworthiness on thoughts alter (Miller and Baseheart, 1969).To measure
the trustworthiness aspect of the celebrity credibility five items(Dependable—
Undependable, Honest—Dishonest, Reliable—Unreliable, Sincere—Insincere,
Trustworthy—Untrustworthy) scale from the prior research studies was adopted (Lafferty
and Goldsmith, 1999 and Ohanian, 1990).
Attractiveness
Evaluations of the different research studies signify that the building block of charisma
does not have only one dimension and to facilitate here are several explanations that were
used to categorize charisma. The building block has been described together in terms of
facial and substantial charm (Baker and Churchill 1977; Patzer 1983).Four items
(Attractive—Unattractive, Stylish--Not Stylish, Beautiful-Ugly, Elegant—Plain) scale

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 Aziz et al

were used for this study (Lafferty and Goldsmith, 1999 and Ohanian, 1990).
Expertise
This aspect is known as dependability (McCroskey 1966), capability, expertise or
requirement. Adjectives like "trained-untrained, informed-uninformed, educated-
uneducated usually have been exercised to evaluate this element. We assumed five items
scale (Expert--Not an expert Experienced--Inexperienced Knowledgeable--
Unknowledgeable Qualified--Unqualified Skilled—Unskilled) for determining capability
of the celebrity (Lafferty and Goldsmith, 1999 and Ohanian, 1990
5. Results and Analysis
Different statistical tools were applied to test the hypotheses and identify significant
differences and the proposed relationships among the variables. As the variances among
the variables were not equal across the groups, so the Robust test having the Welch and
Brown Forsythe statistics were used as alternative for F test.
Table: 1 Oneway ANOVA Test for Celebrity Credibility
Brown
N Mean Std. Deviation F Welch
Brands Forsyth
Catch Cola 145 3.8291 0.56553
Stim Cola 145 3.9537 0.73538
Limca Cola 145 2.7557 0.68598
Chusing Cola 145 3.5414 0.67147
Zenny Cola 145 3.7158 0.66871
Test Values 73.091 69.951 73.091
Significant 0.00 0.00 0.00
Total 725 3.5591 0.78957

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 Impact of Celebrity Credibility on Advertising Effectiveness

Table: 2 Multiple Comparisons of Celebrity credibility

(I) Celebrity (J) Celebrity Mean
Credibility Credibility Difference (I-J) Std. Error Sig.
Catch Cola Stim Cola -.12463 .07704 .677
Limca Cola 1.07340(*) .07383 .000
Chusinng Cola .28768(*) .07290 .001
Zenny Cola .11330 .07273 .723
Stim Cola Catch Cola .12463 .07704 .677
Limca Cola 1.19803(*) .08352 .000
Chusing Cola .41232(*) .08270 .000
Zenny Cola .23793(*) .08254 .042
Limca Cola Catch Cola -1.07340(*) .07383 .000
Stim Cola -1.19803(*) .08352 .000
Chusing Cola -.78571(*) .07972 .000
Zenny Cola -.96010(*) .07956 .000
Chusing Cola Catch Cola -.28768(*) .07290 .001
Stim Cola -.41232(*) .08270 .000
Limca Cola .78571(*) .07972 .000
Zenny Cola -.17438 .07870 .243
Zenny Cola Catch Cola -.11330 .07273 .723
Stim Cola -.23793(*) .08254 .042
Limca Cola .96010(*) .07956 .000
Chusing Cola .17438 .07870 .243
(Tamhane)
* The mean difference is significant at the .05 level.
The results from the above table for the advertisements of all the five brands provide
basis for the extent of celebrity credibility. The overall mean differences in the above
table indicate that the respondents considered the celebrity of Stim Cola as the top most
credible celebrity. There are no more significant differences between the Stim Cola and
Catch Cola celebrity credibility. They are almost the same. Similarly, the credibility of
the celebrities in the advertisements of Zenny Cola and Chinsung Cola were ranked as
third and fourth respectively by the respondents. Whereas, on the other hand the
unknown endorser in the advertisement of Limca Cola was considered as the least
credible celebrity.
It is also clear from the above table of multiple comparisons that the third brand having
the unknown celebrity has significant differences with all the four brands. According to
the respondent’s response the unknown celebrity in Limca Cola is not credible celebrity.

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Table: 3 Oneway ANOVA Test for Attitude towards Advertisement

Standard Welch Brown
Brands N Mean Deviation F Forsythe
Catch Cola 145 3.74 0.56713
Stim Cola 145 3.893 0.65705
Limca Cola 145 3.12 0.75000
Chusing Cola 145 3.46 0.65735
Zenny Cola 145 3.67 0.65162
Test Values 31.634 27.76 31.63
Significant 0.00 0.00 0.00
Total 725 3.590 0.71278

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 Impact of Celebrity Credibility on Advertising Effectiveness

Table: 4 Multiple Comparisons of Attitude towards Advertisement

(I) Attitude (J) Attitude Mean
towards Ad towards Ad Difference (I-J) Std. Error Sig.

Catch Cola Stim Cola -.18522 .07208 .102

Limca Cola .62069(*) .07809 .000
Chusing Cola .27882(*) .07210 .001
Zenny Cola .06995 .07174 .982
Stim Cola Catch Cola .18522 .07208 .102
Limca Cola .80591(*) .08280 .000
Chusing Cola .46404(*) .07718 .000
Zenny Cola .25517(*) .07685 .010
Limca Cola Catch Cola -.62069(*) .07809 .000
Stim Cola -.80591(*) .08280 .000
Chusing Cola -.34187(*) .08282 .000
Zenny Cola -.55074(*) .08251 .000
Chusing Cola Catch Cola -.27882(*) .07210 .001
Stim Cola -.46404(*) .07718 .000
Limca Cola .34187(*) .08282 .000
Zenny Cola -.20887 .07687 .068
Zenny Cola Catch Cola -.06995 .07174 .982
Stim Cola -.25517(*) .07685 .010
Limca Cola .55074(*) .08251 .000
Chusing Cola .20887 .07687 .068
* The mean difference is significant at the .05 level
The value of mean differences in the above tables shows that there are significant
variations among the consumers attitude towards the advertisements of Limca Cola and
the advertisement of other brands. Among the five endorsers in the advertisements,
celebrities in ad 2(Stim Cola) and 1(Catch Cola) are more credible with a little
differences than ad 4(Chusing Cola) and 5(Zenny Cola) celebrities. The results of
multiple comparison tables also indicate that respondent shows more favorable attitude
towards the advertisement of most credible celebrity. The significant variations of Limca
Cola brand with all the four brands show that respondents have unfavorable attitude
towards advertisement of unknown celebrity.

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 Aziz et al

Table: 5 Oneway ANOVA Test for Attitude towards Brand

Standard Welch Brown
Brands N Mean Deviation F Forsythe
Catch Cola 145 3.7770 .60611
Stim Cola 145 3.8851 .80256
Limca Cola 145 2.6598 .97616
Chusing Cola 145 3.5126 .68157
Zenny Cola 145 3.6184 .85344
Test Values 54.23 41.468 54.23
Significant 0.00 0.00 0.00
Total 725 3.4906 .90397

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Table : 6 Multiple Comparison of Brand Attitude

(I) Brand (J) Brand Mean
Attitude Attitude Difference (I-J) Std. Error Sig.

Catch Cola Stim Cola -.10805 .08352 .888

Limca Cola 1.11724(*) .09542 .000
Chusing Cola .26437(*) .07574 .006
Zenny Cola .15862 .08693 .512
Stim Cola Catch Cola .10805 .08352 .888
Limca Cola 1.22529(*) .10495 .000
Chusing Cola .37241(*) .08744 .000
Zenny Cola .26667 .09729 .063
Limca Cola Catch Cola -1.11724(*) .09542 .000
Stim Cola -1.22529(*) .10495 .000
Chusing Cola -.85287(*) .09887 .000
Zenny Cola -.95862(*) .10768 .000
Chusing Cola Catch Cola -.26437(*) .07574 .006
Stim Cola -.37241(*) .08744 .000
Limca Cola .85287(*) .09887 .000
Zenny Cola -.10575 .09070 .940
Zenny Cola Catch Cola -.15862 .08693 .512
Stim Cola -.26667 .09729 .063
Limca Cola .95862(*) .10768 .000
Chusing Cola .10575 .09070 .940
* The mean difference is significant at the .05 level.
The mean values in above table shows that there is not such a significant differences
among the consumers attitude towards the brands of the credible celebrities. Among the
five brands in the advertisements, respondent’s attitude is more favorable to the brands of
Stim Cola, Catch Cola, Chusing Cola and Zenny Cola respectively. The significant
variations of unknown celebrity brand in the above table shows the unfavorable
consumers response towards the brand of Limca Cola.

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Table: 7 Oneway ANOVA Test for Attitude towards Purchase Intention

Standard Welch Brown
Brands N Mean Deviation F Forsythe
Catch Cola 145 3.78 .731
Stim Cola 145 3.89 .883
Limca Cola 145 2.58 1.045
Chusing Cola 145 3.48 .834
Zenny Cola 145 3.63 .896
Test values 50.695 40.573 50.69
Significant 0.00 0.00 0.00
Total 725 3.47 .998

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Table: 8 Multiple Comparisons of Attitude towards Purchase Intention

(I) Purchase (J) Purchase Mean Standard
Sig.
Intension Intension Difference (I-J) Error

Catch Cola Stim Cola -.110 .095 .942

Limca Cola 1.200(*) .106 .000
Chusing Cola .303(*) .092 .011
Zenny Cola .145 .096 .759
Stim Cola Catch Cola .110 .095 .942
Limca Cola 1.310(*) .114 .000
Chusing Cola .414(*) .101 .001
Zenny Cola .255 .104 .142
Limca Cola Catch Cola -1.200(*) .106 .000
Stim Cola -1.310(*) .114 .000
Chusing Cola -.897(*) .111 .000
Zenny Cola -1.055(*) .114 .000
Chusing
Catch Cola -.303(*) .092 .011
Cola
Stim Cola -.414(*) .101 .001
Limca Cola .897(*) .111 .000
Zenny Cola -.159 .102 .721
Zenny Cola Catch Cola -.145 .096 .759
Stim Cola -.255 .104 .142
Limca Cola 1.055(*) .114 .000
Chusing Cola .159 .102 .721
* The mean difference is significant at the .05 level.
The value of mean variations in the above table illustrates that there are considerable
differences among the consumers attitude towards the purchase intention of credible
celebrities brands than those with the incredible personalities. Among the five
advertisements there is a little variation in the consumer’s favorable response towards the
brands having credible celebrities and thus the brands having more positive attitude
towards them will get more preferences from the consumers. The results specified that
respondent having more favorable attitude towards the advertisement of most credible
celebrity, will favor the brand and thus make positive purchase intention whereas, the
significant differences of unknown celebrity brand will have negative purchase intentions
from consumers.

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6. Discussion and Suggestions

6.1. Discussion
The core idea of this research was to observe the impact of famous person’s credibility
and consumer’s mind-set to the commercial, the brand and finally their purchase
intentions towards the specific brand. It was also to compare the respondents response
towards the brand advertisements of famous celebrities and brand promotion having
unknown celebrities. The consequences of this research are hopeful as it signifies the
effectiveness of celebrity credibility for advertisements. The overall statistical results
demonstrate the positive relationship between celebrity credibility, consumer’s feelings to
the advertisement, to the product and their buying intentions. The advertisers anticipate
the associative bond among the brand and the celebrity, to transmit the optimistic
approach about the celebrity to the endorsed brands.
The results of this study also indicate the significant mean differences among the
variables. The respondents considered the celebrity of the Stim Cola brand as the most
credible celebrity. In the same way the credibility of the celebrities in the advertisements
of Catch Cola, Zenny Cola and Chinsung Cola are categorized as second, third and fourth
correspondingly with the very little differences. While, on the other hand the unknown
endorser in the advertisement of Limca Cola is considered as the least credible endorser.
The outcomes of this research are consistent with the pragmatic consequences of prior
studies. (Goldsmith et al., 2000).It shows that the most credible celebrity have the greater
influence on the consumer’s attitude towards the advertisement. Thus, on the basis of the
above statistical results we accept the alternative hypothesis that Advertisements using
credible celebrities will achieve further positive approach towards the ad than the
advertisements using less credible celebrities.
If an individual has optimistic feelings toward advertisement it generates positive
sensation for the brand, which finally directs to a positive purchase intention. The table of
multiple comparisons indicates identical variations in customer’s feelings towards the
product of unknown celebrity and their buying intentions towards them and the unknown
endorser is considered as the least credible endorser having very low impact on
consumer’s mind-set towards the ad, their feelings to the product and buying intentions of
the customers. Therefore, we accept both the alternative hypothesis that is brands having
a higher encouraging attitude towards their advertisements will achieve higher positive
attitude towards them and Brand having a higher positive attitude towards them will
achieve more preferences.
6.2. Advertising Implications
Advertising is an influential tool which can convince customers and convey information
to the market. In order to further enhance the convincing appeal of promotion,
producers have come to rely greatly on the use of celebrities and well- known persons
as endorsers of their products. Our results offer insights to the firms considering the use
of celebrity endorsers. An imperative suggestion of these results meant for marketer is
to reveal the importance of upholding a extremely convincing celebrity illustration
since the impact it has on customer approach to the brand. Marketers must
struggle to decide which process they can take to make a well-built integrity repute
along with customers.

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A celebrity in fact is a spokesperson of the business firms, so credible celebrity not only
persuades optimistically on product but also on the organization as well which is called
corporate credibility. If celebrity is credible it actually enhances the reputation of Whole
Corporation. The results also have crucial implementation for promotion theory. They
recommended that celebrities of promotion outcome essential element of the
overall consumer response to advertising.
Advertisements with the credible celebrity generate more trustworthiness toward the
brand and customer repurchases the brand again and again. It also makes relationship
with the brand and brand is considered as the credible brand because of its credible
celebrity.
Advertising having credible celebrity is mainly excellent at reducing price sensitivity and
customer think beyond the price, consequently leads to huge profit for organization.
Celebrity having high credibility generates a continuing sense of differentiation for the
brand. So customer distinguishes brands on the basis of its endorser. Customers recognize
brand as a trustworthy brand if its spokesperson is trustworthy, so the credible celebrity
used in the advertisement can leads to credible brand.
A reliable celebrity also helps in brand identification and brand recall. A brand having
trust worthy celebrity can be easily recognized among different brands and could be
easily recovered from the memory in term of brand recall. Credible celebrity gives share
of mind for the brand and brand resides in top of the mind place.
6.3 Limitations
This research has several limitations. Identifying these must be of assistance to improve
upcoming research work. The most important constraint of this research is the
generalizability of findings. The research sample was limited to the university graduates
only and thus, this confines our outcome to be generalized, too.
Another limitation is the use of laboratory setting for the experiment. Responses to the
advertisements and products might be diverse in further natural surroundings. With view
toward the stimulus, the results are restricted to the famous stars, means and product
category. Further examination could investigate the generalizability of the results by
means of further celebrity endorsers, standards, and brands. We employed a distinguished
celebrity, a television ad, and only a single product type.

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