Destination marketing aims to elicit positive emotions in the target audience, such as interest, anticipation, and excitement about the place. Measuring emotions has long relied on the self-reports of study participants; however, the neuromarketing methods that capture the physiological responses to advertisements have been gradually expanding their applications. Given the rapid growth of online influencer marketing and its relevance for tourism destinations, understanding the neurophysiological reactions of viewers to influencer-created marketing materials is both important and timely. In a laboratory setting, we examined the heart rate variability (HRV) in viewers watching an influencer deliver a promotion of a staged attraction. We compared several HRV measures with the self-reported emotions. Viewers were classified according to their attitudes toward the importance of tourism attractions being objectively authentic as realists, constructivists, and postmodernists. The study found correlations between physiological and self-reported measures and discusses implications for destination marketing using online influencers.

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Capturing Physiological and Self-Reported Response to Destination Promotion: A Neuromarketing Approach

  • Svetlana Stepchenkova,
  • Andrei P. Kirilenko,
  • Yeonseo Jo

摘要

Destination marketing aims to elicit positive emotions in the target audience, such as interest, anticipation, and excitement about the place. Measuring emotions has long relied on the self-reports of study participants; however, the neuromarketing methods that capture the physiological responses to advertisements have been gradually expanding their applications. Given the rapid growth of online influencer marketing and its relevance for tourism destinations, understanding the neurophysiological reactions of viewers to influencer-created marketing materials is both important and timely. In a laboratory setting, we examined the heart rate variability (HRV) in viewers watching an influencer deliver a promotion of a staged attraction. We compared several HRV measures with the self-reported emotions. Viewers were classified according to their attitudes toward the importance of tourism attractions being objectively authentic as realists, constructivists, and postmodernists. The study found correlations between physiological and self-reported measures and discusses implications for destination marketing using online influencers.