Race, homophily, and purchase intentions and the Black consumer

• Published in: Psychology & marketing Vol. 17; no. 10; pp. 877 - 889
• Main Authors: Simpson, Eithel M., Snuggs, Thelma, Christiansen, Tim, Simples, Kelli E.
• Format: Journal Article
• Language: English
• Published: New York John Wiley & Sons, Inc 01.10.2000; Van Nostrand Reinhold; Wiley Periodicals Inc
• Subjects: Black people; Commercials; Consumer behavior; Effectiveness; Purchase intention; Regression analysis; Self image; Strategic planning; Studies; Target markets; United States > US
• ISSN: 0742-6046; 1520-6793
• DOI: 10.1002/1520-6793(200010)17:10<877::AID-MAR3>3.0.CO;2-K

Black consumers are an important market for advertisers to reach. However, designing effective communication strategies is difficult. This study examines the moderation effect of ethnic identification (strength of identity with other blacks) on the tie between advertising stimuli (with racially congruent or incongruent actors) and the subject's perceived homophily (similarity) toward actors featured in ads, and if perceived homophily influences purchase intentions regarding advertised products. ANOVA found a significant interaction between ethnic identity and racial congruity on the perceived level of homophily. In addition, a simple effect for racial congruity on perceived homophily was found. Regression analysis subsequently found a significant effect for the level of perceived homophily on the level of purchase intent. Strategic considerations for marketing advertisers and future research ideas are also presented. © 2000 John Wiley & Sons, Inc.