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Esta dissertação visa identificar as variáveis que possuem maior influência sobre os resultados de campanhas de publicidade digital. Para levantar possíveis variáveis que interferem na taxa de cliques (click-through rate) nos anúncios online, inicialmente foi realizada uma revisão da literatura disponível sobre o tema. Para tanto, utilizou-se como estrutura conceitual o modelo da Teoria da Informação para categorização dos fatores encontrados. A partir dessa categorização, foram selecionados fatores para um projeto de experimento fatorial utilizando análise de variância (ANOVA). Os fatores escolhidos foram a segmentação do público-alvo por gênero, o segmento econômico do anunciante e características do anúncio: cor, presença de animação e frase de chamada para ação (call to action). O experimento concluiu que a ausência de frase de chamada para ação (call to action), imagens estáticas sem animação e a aderência do público-alvo a ser atingido pela campanha ao publico do produto anunciante são as características que apresentam uma performance significativa para taxas de cliques. As conclusões do estudo apontam direcionamentos úteis para as empresas que investem em mídia digital e elaboram campanhas online de publicidade. Do ponto de vista acadêmico, a revisão da literatura e o projeto de experimento deste estudo fornecem evidências para o entendimento das principais variáveis de influência sobre este tipo de projeto. / This master thesis aims to identify factors that influence on the results of digital advertising campaigns. To understand what can increase the digital click-through rate in these campaings, the first part of this research addressed a literature review about academic and professional studies about the influencing factors of these campaigns. The identified factors were organized in three main categories from the information-processing theory: source, message and recipient dimensions. These factors were then analyzed by means of a factorial experiment project using analysis of variance (ANOVA). The factors chosen were target gender, the advertiser’s economic segment and the advertisment characteristics: color and presence of animation and call to action. The experiment concluded that some factors were meaningful for the increase of the click-through rate. The fit between advertising campaign and the advertiser’s product target, absence of call to action phrase and non-animated banners presented meaningful increases in the performances of the banners click-through rates. The conclusions of this study point useful directions for digital media advertisers. From academic point of view, the literature revision and the analysis of variance in this research provide evidences for the understanding the main influence factors in this kind of projects.

<p>Attention to Advertising</p><p>Carl Patrik Nilsson, Umeå School of Business, Umeå University SE-901 87 Umeå, Sweden</p><p>Abstract</p><p>In advertising, capturing consumers’ attention is imperative. Yet, how attention to advertising works in a World Wide Web context has not been researched extensively. This area is the main focus of this research.</p><p>The World Wide Web is an interactive medium which has characteristics that deviate from traditional media channels. Considering the unique properties of the World Wide Web it was deemed important to study how attention to advertising is affected by various contexts as well as attention getting techniques.</p><p>The study was conducted in order to develop an understanding of how advertisements in different Web task environments are being attended to as well as how attention to advertisements varies between different attention getting techniques that are being used in Web advertising. Furthermore, a model which describes the relationship between context, attention getting techniques and attention to advertising was developed and tested. In connection to this it was tested whether click-through or click-rate is indeed an adequate method when measuring advertising effect and thereby to what extent the pay per click pricing strategy is appropriate.</p><p>In order to address the research issues a theoretical framework was assembled. Nine hypotheses were formulated deriving from the framework. To test the hypotheses and the model, an experimental research design was employed. Three experiments were designed to study the hypotheses formulated. A total of 702 individual experiments were conducted.</p><p>The conclusions from the study reveal that Web task environments indeed have an impact on attention to advertising. Increased complexity or a more difficult task environment demands more cognitive resources which in turn produces lower attention levels to the advertising stimulus. Reduced complexity, on the other hand, releases cognitive resources that can be spent elsewhere. Thus, a higher attention level to the advertising stimulus was recorded. This also confirmed the properties of the proposed model; namely that the permeability of a filtering mechanism is dependent on for instance level of goal orientation and complexity of the physical task environment i.e. the complexity of the Web site. The study revealed that attention getting techniques such as pop-up advertisements increase the attention to advertising. However, it was found that pop-up advertisements are effective, not mainly because of their abrupt presentation, but because of the distinct properties of the frame. It was found that the frame has a negative meaning for Web users and when the frame comes into the visual field it will attract their attention. At the same time attention will also be distributed towards the advertisement itself. This is recorded as an increase in attention towards the advertising message.</p><p>The results show that the click-through measure is not an appropriate method when measuring advertising effect. The click-through measure may severely underestimate the advertising effect. Consequently, using click-through frequencies as a basis for pricing is inappropriate, unless the effects at play have been well understood and taken into consideration.</p><p>Key words: Attention to advertising, attention getting techniques, Web advertising, Web environment, click-through</p><p>Studies in Business Administration, B series, No 60.</p><p>ISSN 0346-8291, ISBN 91-7264-189-4</p><p>Umeå School of Business - Sweden 2006</p>

Attention to Advertising Carl Patrik Nilsson, Umeå School of Business, Umeå University SE-901 87 Umeå, Sweden Abstract In advertising, capturing consumers’ attention is imperative. Yet, how attention to advertising works in a World Wide Web context has not been researched extensively. This area is the main focus of this research. The World Wide Web is an interactive medium which has characteristics that deviate from traditional media channels. Considering the unique properties of the World Wide Web it was deemed important to study how attention to advertising is affected by various contexts as well as attention getting techniques. The study was conducted in order to develop an understanding of how advertisements in different Web task environments are being attended to as well as how attention to advertisements varies between different attention getting techniques that are being used in Web advertising. Furthermore, a model which describes the relationship between context, attention getting techniques and attention to advertising was developed and tested. In connection to this it was tested whether click-through or click-rate is indeed an adequate method when measuring advertising effect and thereby to what extent the pay per click pricing strategy is appropriate. In order to address the research issues a theoretical framework was assembled. Nine hypotheses were formulated deriving from the framework. To test the hypotheses and the model, an experimental research design was employed. Three experiments were designed to study the hypotheses formulated. A total of 702 individual experiments were conducted. The conclusions from the study reveal that Web task environments indeed have an impact on attention to advertising. Increased complexity or a more difficult task environment demands more cognitive resources which in turn produces lower attention levels to the advertising stimulus. Reduced complexity, on the other hand, releases cognitive resources that can be spent elsewhere. Thus, a higher attention level to the advertising stimulus was recorded. This also confirmed the properties of the proposed model; namely that the permeability of a filtering mechanism is dependent on for instance level of goal orientation and complexity of the physical task environment i.e. the complexity of the Web site. The study revealed that attention getting techniques such as pop-up advertisements increase the attention to advertising. However, it was found that pop-up advertisements are effective, not mainly because of their abrupt presentation, but because of the distinct properties of the frame. It was found that the frame has a negative meaning for Web users and when the frame comes into the visual field it will attract their attention. At the same time attention will also be distributed towards the advertisement itself. This is recorded as an increase in attention towards the advertising message. The results show that the click-through measure is not an appropriate method when measuring advertising effect. The click-through measure may severely underestimate the advertising effect. Consequently, using click-through frequencies as a basis for pricing is inappropriate, unless the effects at play have been well understood and taken into consideration. Key words: Attention to advertising, attention getting techniques, Web advertising, Web environment, click-through Studies in Business Administration, B series, No 60. ISSN 0346-8291, ISBN 91-7264-189-4 Umeå School of Business - Sweden 2006

Esta dissertação visa identificar as variáveis que possuem maior influência sobre os resultados de campanhas de publicidade digital. Para levantar possíveis variáveis que interferem na taxa de cliques (click-through rate) nos anúncios online, inicialmente foi realizada uma revisão da literatura disponível sobre o tema. Para tanto, utilizou-se como estrutura conceitual o modelo da Teoria da Informação para categorização dos fatores encontrados. A partir dessa categorização, foram selecionados fatores para um projeto de experimento fatorial utilizando análise de variância (ANOVA). Os fatores escolhidos foram a segmentação do público-alvo por gênero, o segmento econômico do anunciante e características do anúncio: cor, presença de animação e frase de chamada para ação (call to action). O experimento concluiu que a ausência de frase de chamada para ação (call to action), imagens estáticas sem animação e a aderência do público-alvo a ser atingido pela campanha ao publico do produto anunciante são as características que apresentam uma performance significativa para taxas de cliques. As conclusões do estudo apontam direcionamentos úteis para as empresas que investem em mídia digital e elaboram campanhas online de publicidade. Do ponto de vista acadêmico, a revisão da literatura e o projeto de experimento deste estudo fornecem evidências para o entendimento das principais variáveis de influência sobre este tipo de projeto. / This master thesis aims to identify factors that influence on the results of digital advertising campaigns. To understand what can increase the digital click-through rate in these campaings, the first part of this research addressed a literature review about academic and professional studies about the influencing factors of these campaigns. The identified factors were organized in three main categories from the information-processing theory: source, message and recipient dimensions. These factors were then analyzed by means of a factorial experiment project using analysis of variance (ANOVA). The factors chosen were target gender, the advertiser’s economic segment and the advertisment characteristics: color and presence of animation and call to action. The experiment concluded that some factors were meaningful for the increase of the click-through rate. The fit between advertising campaign and the advertiser’s product target, absence of call to action phrase and non-animated banners presented meaningful increases in the performances of the banners click-through rates. The conclusions of this study point useful directions for digital media advertisers. From academic point of view, the literature revision and the analysis of variance in this research provide evidences for the understanding the main influence factors in this kind of projects.

Esta dissertação visa identificar as variáveis que possuem maior influência sobre os resultados de campanhas de publicidade digital. Para levantar possíveis variáveis que interferem na taxa de cliques (click-through rate) nos anúncios online, inicialmente foi realizada uma revisão da literatura disponível sobre o tema. Para tanto, utilizou-se como estrutura conceitual o modelo da Teoria da Informação para categorização dos fatores encontrados. A partir dessa categorização, foram selecionados fatores para um projeto de experimento fatorial utilizando análise de variância (ANOVA). Os fatores escolhidos foram a segmentação do público-alvo por gênero, o segmento econômico do anunciante e características do anúncio: cor, presença de animação e frase de chamada para ação (call to action). O experimento concluiu que a ausência de frase de chamada para ação (call to action), imagens estáticas sem animação e a aderência do público-alvo a ser atingido pela campanha ao publico do produto anunciante são as características que apresentam uma performance significativa para taxas de cliques. As conclusões do estudo apontam direcionamentos úteis para as empresas que investem em mídia digital e elaboram campanhas online de publicidade. Do ponto de vista acadêmico, a revisão da literatura e o projeto de experimento deste estudo fornecem evidências para o entendimento das principais variáveis de influência sobre este tipo de projeto. / This master thesis aims to identify factors that influence on the results of digital advertising campaigns. To understand what can increase the digital click-through rate in these campaings, the first part of this research addressed a literature review about academic and professional studies about the influencing factors of these campaigns. The identified factors were organized in three main categories from the information-processing theory: source, message and recipient dimensions. These factors were then analyzed by means of a factorial experiment project using analysis of variance (ANOVA). The factors chosen were target gender, the advertiser’s economic segment and the advertisment characteristics: color and presence of animation and call to action. The experiment concluded that some factors were meaningful for the increase of the click-through rate. The fit between advertising campaign and the advertiser’s product target, absence of call to action phrase and non-animated banners presented meaningful increases in the performances of the banners click-through rates. The conclusions of this study point useful directions for digital media advertisers. From academic point of view, the literature revision and the analysis of variance in this research provide evidences for the understanding the main influence factors in this kind of projects.

Det har uppmärksammats en intensifiering av den digitala tekniken, som under senare år tilltagit mer än någonsin (Bassiouni &amp; Hackley, 2014, s. 116). 2017 var det första året då internet utgjorde en övervägande del av alla medieinvesteringar (Larsén, 2018). I följd av internet och sociala mediers utveckling, då digitaliseringen är mer integrerad i samhället än tidigare, finns det fler möjligheter för företag att nå ut till konsumenter. Marknadsföringsverktyget influencer marketing har i takt med digitaliseringens utveckling expanderat, och omsatte 650 miljoner kronor på den svenska marknaden 2017 (Bränström, 2018). Vid användning av influencers lämnar företag över ansvaret till en extern person och företaget har således inte lika stor kontroll över den information och marknadsföring som sker. Det nya medielandskapet är därför mer oförutsägbart (Zahoor &amp; Qureshi, 2017, s. 47). En social plattform är YouTube och är den populäraste videotjänsten för svenskar (Davidsson et al., 2018, s. 74). Influencer marketing har ökat och företag samarbetar med influencers inom YouTube där budskap om produkter sprids genom videoklipp av influencern. Fenomenet kan återkopplas till produktplacering, vilket enligt Russel och Belch (2005, s. 74) handlar om att införliva ett varumärke eller produkt i ett underhållningssammanhang och inte uttryckligen vara en annonsering. I följd marknadsföringslagen är det inte möjligt att helt undvika att nämna att det rör sig om reklam, men det är nära sammankopplat. Produktplacering har tidigare undersökts i stor utsträckning i form av TV (Van Reijmersdal et al., 2009, s. 430) men Eagle och Dahl (2015, s. 614–615) uppmanar forskare att fokusera på produktplacering inom sociala medier och i videos. Zhang och Mao (2016, s. 155) som menar att attityder mot reklamvärdet på sociala medier är ett ständigt utvecklande ämne. Studien har kvalitativt angreppssätt, för att generera en djupare förståelse för vad det är som gör att en viss produktplacering gällande betalda samarbeten på YouTube tas emot med en mer positiv attityd än andra, givet kvinnor i generation Z. Det har i samband med insamling av empiri genomförts åtta intervjuer med kvinnor i generation Z. Den analysmetod som används i studien är teoridriven tematisk analys. Analysdelen är indelad i fem olika teman; informativitet, underhållning, irritation, trovärdighet och reklamens värde vilka härstammar från Ducoffe (1996) där trovärdighet är en variabel som framkommit genom senare studier. I samband med bearbetning av insamlad empiri identifierats ett antal betydelsefulla underteman; Influencerns tydlighet, Ny information, Samarbetets anpassning till videons helhet, Influencerns engagemang, Överdrivna övertalningsförsök, Influencerns faktiska arbete, Konsumentens och influencerns egna erfarenheter, Parasocial relation,Kontinuitet samt Samarbetets produktplacering. Avslutningsvis har den aktuella studien bidragit till en djupare förståelse för kvinnor inom generation Z och deras attityder mot produktplacering inom betalda samarbeten på plattformen YouTube och vilka faktorer som påverkar kvinnornas attityder.

The end of third-party cookies has driven the advertising market to seek new solutions. Third-party cookies were widely used to track users’ online activities across websites. However, the growing concern for privacy has led web browsers to put an end to this practice. In this thesis, we explore two potential solutions for private attribution reporting - Multi-Party Computation (MPC) and Trusted Execution Environment (TEE). Attribution reporting is used by advertisers to measure the effectiveness of a marketing campaign. The underlying process requires identifying which advertisement led to a conversion. To test and compare these two technologies, we used the Interoperable Private Attribution (IPA) research prototype developed by Benjamin Case et al. for MPC, and developed our own models for TEE using Intel-SGX. Our TEE models have two distinct approaches: the first model uses EdgelessDB, a SQL database stored inside a secure enclave, which offers a high level of abstraction and flexibility for advertisers. The second model employs Gramine, a library that enables the compilation and execution of code inside a secure enclave. In this solution, the code is written in C and the input data is stored in an encrypted file. We compared the time performance and the security of these models. According to our results, the Gramine model is faster than the other models. Additionally, the security provided by IntelSGX, although dependent on a high level of trust in Intel services, is better than the security offered by an MPC protocol. Based on our tests, TEE is a better solution for attribution reporting. Nevertheless, MPC is a rapidly evolving technology, and new algorithms have been developed our tests. Further testing with a new implementation of MPC could be a potential avenue for future work. / Slutet på third-party cookies har tvingat annonsmarknaden att söka nya lösningar. Third-party cookies användes ofta för att spåra användares aktiviteter på olika webbplatser. Dock har den ökande oro för privatliv ledt webbläsare att avsluta denna praxis. I denna rapport utforskar vi två potentiella lösningar på problemet med attributrapportering - MultiParty Computation (MPC) och Trusted Execution Environment (TEE). Attributrapportering används av annonsörer för att mäta effektiviteten av en marknadsföringskampanj. Underliggande process kräver att identifiera vilken annons som ledde till en konvertering. För att testa och jämföra dessa två teknologier använde vi en Interoperable Private Attribution (IPA) forskningsprototyp utvecklad av Benjamin Case och al. för MPC och utvecklade våra egna modeller för TEE med Intel-SGX. Våra TEE-modeller har två distinkta tillvägagångssätt: den första modellen använder EdgelessDB, en SQL-databas som lagras inuti en säker miljö, vilket erbjuder en hög nivå av abstraktion och flexibilitet för annonsörer. Den andra modellen använder Gramine, en bibliotek som möjliggör kompilering och körning av kod inuti en säker miljö. I denna lösning är koden skriven i C och indata lagras i en krypterad fil. Vi jämförde prestanda och säkerhet för dessa modeller. Enligt våra resultat är Gramine-modellen snabbare än de andra modellerna. Dessutom är säkerheten som tillhandahålls av Intel-SGX, även om den är beroende av en hög nivå av förtroende för Intel-tjänster, bättre än säkerheten som erbjuds av en MPC-protokoll. Baserat på våra tester är TEE en bättre lösning för attributrapportering. Trots detta är MPC en snabbt utvecklande teknologi, och nya algoritmer har ut.

This study examines the response of Generation Z females in Sweden to fast fashion web advertisements incorporating six linguistic persuasion strategies. The aim is to identify which of these strategies can be effectively employed in this context to persuade the targeted demographic. An online survey consisting of twelve fast fashion web advertisements was distributed over the social media platforms Instagram, Facebook, and LinkedIn. The respondents' objective was to choose a preferred advertisement from two options, one featuring a linguistic strategy of persuasion and another where the linguistic strategy had been changed or removed, while the respondents had to consider questions related to the linguistic strategies’ persuasive aims. The result from 44 target respondents revealed that the strategies of reader pronouns, directives, and the subject position effectively reached their persuasive aims, while the results for boosters, rhetorical questions, and engagement markers were inconclusive. Still, open-ended non-mandatory answers indicated that the three strategies that got inconclusive results also received negative reactions from the demographic and therefore likely failed at their persuasive aims.

[EN] The object of this study is the design of a cybermetric methodology whose objectives are to measure the success of the content published in an online media and the possible prediction of the selected success variables. Framed in the field of digital journalism, it responds to the need to analyze the success of web content so that it can help in the decision-making of the editorial team of a digital medium. A line of research focused on the content itself, providing an innovative vision to that of previous research, and a methodology that serves as a basis for future scientific advances. It is about the contribution of valuable information, either from the statistical analysis of the data or from the possible prediction of the success indicators of greatest interest to the environment. In this way, it could be integrated as a feedback into the content strategy and thus favor its iterative optimization. The main objective, therefore, is the design of a cybermetric methodology for calculating the success of an online publication, having as specific objectives: to research the concept of success in digital journalism, the social network Twitter, web analytics and web advertising; design the methodology and determine what tools and reports are needed; extract and process data for statistical analysis; perform regressions that allow to obtain prediction equations of the selected success variables; and validate the prediction equations with test data and obtain their precision, serving this as a degree of confidence in the prediction. The design of the methodology has served to observe a significant over-dispersion in the data, as well as to demonstrate that the success of a web content has a strongly multifactorial nature, which causes a decrease in the variability calculated using the indicators proposed by previous research. This thesis serves, then, as the basis for a very interesting research framework both at an academic and business level: the prediction of the success of digital content. / [ES] El objetivo de estudio es el diseño de una metodología cibermétrica para medir el éxito de los contenidos publicados en un medio de comunicación online y su posible predicción, de manera que se pueda orientar la optimización de los futuros contenidos publicados por el medio. Enmarcada en el ámbito del periodismo digital, responde a la necesidad de analizar el éxito de los contenidos web de manera que se pueda ayudar en la toma de decisiones del equipo editorial. Para ello, se ha realizado un extenso estudio de las publicaciones académicas versadas en las diferentes disciplinas que tienen lugar en esta tesis: la comunicación de contenidos digitales, Twitter, la difusión de las noticias en Twitter, la analítica web, la cibermetría, la analítica en Twitter, el análisis de tendencias en Twitter y la publicidad web. Con dicho marco, se ha obtenido información valiosa para la optimización futura de los contenidos digitales, ya sea procedente del análisis estadístico de los datos o de la posible predicción de los indicadores de éxito de mayor interés para el medio. De esta manera, se podría integrar de manera retroalimentada en la estrategia de contenidos y favorecer así su optimización iterativamente. Para ello, se han tenido en cuenta los siguientes objetivos específicos: investigar el concepto de éxito en el periodismo digital, la red social Twitter, la analítica web y la publicidad en la web; diseñar la metodología y determinar qué herramientas y reportes son necesarios; extraer y procesar los datos para su análisis estadístico; realizar regresiones que permitan obtener ecuaciones de predicción de las variables de éxito seleccionadas; y validar las ecuaciones de predicción con datos de test y obtener su precisión, sirviendo esta como grado de confianza en la predicción. El diseño de la metodología ha servido para observar una sobre dispersión significativa en los datos, así como demostrar que el éxito de un contenido web tiene un carácter fuertemente multifactorial, lo cual provoca una disminución en la variabilidad calculada mediante los indicadores propuestos por investigaciones previas. Esta tesis sirve, entonces, como base para una línea de investigación sobre la optimización de contenido digital basándose en la predicción estadística de su éxito. / [CAT] L'objectiu d'estudi és el disseny d'una metodologia cibermètrica per a mesurar l'èxit dels continguts publicats en un mitjà de comunicació en línia i la seua possible predicció, de manera que es puga orientar l'optimització dels futurs continguts publicats pel mitjà. Emmarcada en l'àmbit del periodisme digital, respon a la necessitat d'analitzar l'èxit dels continguts web de manera que es puga ajudar en la presa de decisions de l'equip editorial. Per a això, s'ha realitzat un extens estudi de les publicacions acadèmiques versades en les diferents disciplines que tenen lloc en aquesta tesi: la comunicació de continguts digitals, Twitter, la difusió de les notícies en Twitter, l'analítica web, la cibermetría, l'analítica en Twitter, l'anàlisi de tendències en Twitter i la publicitat web. Amb aquest marc, s'ha obtingut informació valuosa per a l'optimització futura dels continguts digitals, ja siga procedent de l'anàlisi estadística de les dades o de la possible predicció dels indicadors d'èxit de major interés per al mitjà. D'aquesta manera, es podria integrar de manera retroalimentada en l'estratègia de continguts i afavorir així la seua optimització iterativament. Per a això, s'han tingut en compte els següents objectius específics: investigar el concepte d'èxit en el periodisme digital, la xarxa social Twitter, l'analítica web i la publicitat en la web; dissenyar la metodologia i determinar quines eines i reportes són necessaris; extraure i processar les dades per a la seua anàlisi estadística; realitzar regressions que permeten obtindre equacions de predicció de les variables d'èxit seleccionades; i validar les equacions de predicció amb dades de test i obtindre la seua precisió, servint aquesta com a grau de confiança en la predicció. El disseny de la metodologia ha servit per a observar una sobre dispersió significativa en les dades, així com demostrar que l'èxit d'un contingut web té un caràcter fortament multifactorial, la qual cosa provoca una disminució en la variabilitat calculada mitjançant els indicadors proposats per investigacions prèvies. Aquesta tesi serveix, llavors, com a base per a una línia d'investigació sobre l'optimització de contingut digital basant-se en la predicció estadística del seu èxit. / Yeste Moreno, VM. (2021). Diseño de una metodología cibermétrica de cálculo del éxito para la optimización de contenidos web [Tesis doctoral]. Universitat Politècnica de València. https://doi.org/10.4995/Thesis/10251/176009