Ralf Terlutter

Ralf Terlutter
Alpen-Adria-Universität Klagenfurt · Department of Marketing and International Management

Professor of Marketing and International Management

About

127
Publications
36,953
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2,255
Citations

Publications

Publications (127)
Article
Full-text available
Objective: Social media fitness influencers are evolving into a new digital form of health communicators whom consumers might turn to for assistance with more physical activity and exercise at home, especially in the current COVID-19 crisis. Drawing from source credibility theory, social cognitive theory, protection motivation theory and literature...
Article
Objective This systematic review aims (a) to analyze the message design of mediated advance care planning (ACP) interventions targeted at adults from a social marketing and health communication perspective, (b) to identify associations between message design and ACP outcomes, and (c) to illuminate gaps in the literature and highlight needs for futu...
Article
Information and communication technologies (ICTs) evolve rapidly, and employees perceive ICTs as both resources and demands. Based on the job-demands-resources model, we develop an ICT demands-resources model to analyze how employees’ perceptions of ICTs impact burnout, work-family balance and job satisfaction. Three surveys of employees were condu...
Article
Full-text available
Based on culture identity theory and schema theory, we investigate how model ethnicity influences the perception and effectiveness of potentially offensive nudity advertising in Asia and Western Europe. Study 1 with 5,193 ad evaluations by 1,731 subjects from two countries shows that the overall perceived offensiveness in nudity advertising was hig...
Article
Full-text available
Purpose To investigate the prevalence of advance directives, healthcare proxies, and legal representatives in Austrian intensive care units (ICUs), and to explore barriers faced by adults engaged in the contemplation and documentation phase of the advance care planning process. Methods Two studies were conducted: (1) A 4-week multicenter study cov...
Article
The topic of gender‐role portrayals in advertising has received considerable academic interest and has been subject to much debate—increasingly also from a cross‐cultural perspective. An aspect that has repeatedly been taken up concerns gender stereotyping, stressing certain beliefs that are found to be attributable especially to men or women. Aspe...
Article
Full-text available
Recent literature describes “greenhushing” as the deliberate managerial undercommunicating of corporate social responsibility (CSR) efforts for fear of negative customer opinions and responses. Based on social psychological theory of tourism motivation and cognitive dissonance theory, this research tries to seek evidence that justifies such a pract...
Chapter
Worldwide, companies should give due care to managing stakeholders’ perceptions and reactions to business practices pertaining to Corporate Social Responsibility (CSR). A basic belief underlying this sea change in corporate action and thinking is that if done right, CSR can generate “win–win opportunities” for companies, the environment, and stakeh...
Article
Purpose The purpose of this paper is to analyze message features of fear appeals in current British road safety campaigns directed against mobile phone use while driving and to discuss barriers to explicit theory use in campaign message design. Design/methodology/approach This message-centred research takes a qualitative content analytical approac...
Article
Full-text available
Background Literature shows mixed evidence about the power of mobile phone applications to foster physical activity. A systematic integration that offers insights into which mobile phone application techniques can or cannot foster physical activity is lacking, as is a theoretical integration of current research. Objectives We performed a systemati...
Article
Based on persuasion knowledge theory, attribution theory, and a qualitative investigation of authenticity, this study investigates employees' CSR authenticity evaluation in four CSR domains (customer-, employee-, environment-, and philanthropy-oriented). Four antecedents of employees' CSR authenticity evaluation are examined: the evaluation of CSR...
Conference Paper
We examine how gender of social media fitness influencers impacts males’ versus females’ intentions to perform the promoted physical activity. Drawing from source effects research, social cognitive theory, and literature on gender, we develop a conceptual model that analyzes the impact of social media fitness influencers’ trustworthiness, expertise...
Chapter
Der Aufbau von erfolgreichen Marken-Erlebniswelten wird vor dem Hintergrund der heutigen Markt- und Kommunikationsbedingungen immer wichtiger, um die Marke eindeutig und nachhaltig in der Gefühls- und Erfahrungswelt der KonsumentInnen zu positionieren. Zuerst erfolgt eine Beschreibung der Bestandteile, Funktionen und Wirkungen von Erlebniswelten. I...
Article
Full-text available
Drawing on signaling and social identity theories, we analyze how liking of the company’s CSR advertisements, message credibility, and cause-company fit influence employees’ evaluation of their organization’s CSR engagement and how this relates to employees’ job satisfaction, organizational pride, and word-of-mouth about CSR. CSR is analyzed in fou...
Preprint
BACKGROUND Customer-oriented health-care management and patient satisfaction have become important for physicians to attract patients in an increasingly competitive environment. Satisfaction influences patients’ choice of the physician and leads to higher patient retention and higher willingness to engage in positive word-of-mouth. In addition, hig...
Article
Background Customer-oriented health care management and patient satisfaction have become important for physicians to attract patients in an increasingly competitive environment. Satisfaction influences patients’ choice of physician and leads to higher patient retention and higher willingness to engage in positive word of mouth. In addition, higher...
Article
We explored the use of different advertising appeals in breast cancer detection messages. We analyzed the extent to which emotional appeals were applied in advertisements that promoted two forms of breast cancer detection behaviors: breast self-examination (BSE) and mammographic screening. Findings of a content analysis of 456 breast cancer-related...
Article
This investigation seeks to explore the role of Humane Orientation (HO) – one of the cultural dimensions outlined in the GLOBE framework – in responses to advertisements containing corporate social responsibility (CSR) messages among consumers in Japan and the U.S. The academic literature examining Japanese consumer responses to CSR messages in mar...
Article
Full-text available
Video game technology is changing from 2D to 3D and virtual reality (VR) graphics. In this research, we analyze how an identical video game that is either played in a 2D, stereoscopic 3D or Head-Mounted-Display (HMD) VR version is experienced by the players, and how brands that are placed in the video game are affected. The game related variables,...
Data
Questions and justification of items. (PDF)
Data
Experimental design. (PDF)
Data
Supplementary figures and tables. (PDF)
Data
Data set of the main study. (SAV)
Data
Data set of the post hoc study. (SAV)
Chapter
Um nachhaltige kommunikative Erlebnisse in der Marketingkommunikation zu erzeugen, bietet sich der Aufbau einer Markenerlebniswelt an. Der Aufbau von erfolgreichen Erlebniswelten mit dem Ziel, Marken langfristig in der Gefühls- und Erfahrungswelt der Konsumenten zu verankern und einen signifikanten Beitrag zur Lebensqualität der Konsumenten zu leis...
Presentation
Based on signaling and social identity theory, we analyze the impact of CSR communication, especially the liking of the company’s CSR advertisements, their message credibility, as well as their cause-company-fit, on employees´ evaluation of the perceived organizational CSR engagement and how this relates to employees´ word-of-mouth about CSR. Emplo...
Chapter
Whereas corporate social responsibility (CSR) has been an established concept in the world of business and academia for several decades, in the hotel industry, CSR has become a subject of more intensified research only recently. Consumer perceptions about CSR and the communication thereof as well as the inclusion of such matters in their hotel onli...
Article
Full-text available
This paper examines how corporate social responsibility (CSR)-certified hotels communicate CSR on their websites, how guests comment on hotels' CSR engagement in online reviews and how hotels respond to online reviews. The CSR communication strategies of stakeholder information, response and involvement of Morsing and Schultz (2006) were used as co...
Chapter
Due to the increased life expectancy and the adoption of unhealthy lifestyles in developed countries, cancer incidences are on the rise. Breast cancer is the most common cancer in women. Breast cancer mortality can be reduced if the disease is detected and treated early.
Chapter
We analyze recall and recognition of subtle and prominent brand placements that are placed in 2D, 3D, and 4D movie clips. In the 4D movie clip, the 3D film is enhanced with a product related ambient scent that is dispensed synchronized with the appearance of a prominent brand placement. Based on two cognitive theoretical approaches (limited cogniti...
Chapter
Der Aufbau von erfolgreichen Marken-Erlebniswelten wird vor dem Hintergrund der heutigen Markt- und Kommunikationsbedingungen immer wichtiger, um die Marke eindeutig und nachhaltig in der Gefühls- und Erfahrungswelt der KonsumentInnen zu positionieren. Zuerst erfolgt eine Beschreibung der Bestandteile, Funktionen und Wirkungen von Erlebniswelten. I...
Book
This handbook pursues an integrated communication approach. Drawing on the various fields of organizational communication and their relevance for CSR, it addresses innovative topics such as big data, social media, and the convergence of communication channels, as well as the roles they play in a successfully integrated CSR communication program. Fu...
Chapter
Corporate Social Responsibility (CSR) is becoming ever more important in today’s business world. For consumers, the knowledge that a company engages in CSR is increasingly a crucial factor in their decision-making. However, for consumers to know about CSR activities, it requires that companies communicate about their engagement to their stakeholder...
Article
This paper's purpose is to analyze how persuasion mechanisms are applied in current advergames. The study's rationale is that brand position and integration, the autonomy of the brand message in the game and the game-goal–message-goal overlap, entertainment as well as word-of-mouth and social integration are essential persuasive mechanisms of adver...
Article
Brand placements in movies are common throughout the world. Within the last few years, 3D movie technology has experienced substantial growth in both cinemas and home entertainment. Furthermore, advanced cinemas also offer 4D experiences by adding scent, airflow or tactile stimuli to the 3D film. Based on the limited capacity model of information p...
Article
Full-text available
Background: Substantial research has focused on patients' health information-seeking behavior on the Internet, but little is known about the variables that may predict patients' willingness to undergo online treatment and willingness to pay additionally for online treatment. Objective: This study analyzed sociodemographic variables, psychosocial...
Chapter
Fiske and Taylor (1991, p. 21) note that sex ranks alongside age as a “universal dimension for differentiating people.” Differentiation of the sexes occurs by assigning differing and non-overlapping traits and roles to the two genders. Perhaps nothing has transformed women’s lives in the last century more than the gender revolution. The empowerment...
Chapter
Um nachhaltige kommunikative Erlebnisse in der Marketingkommunikation zu erzeugen, bietet sich der Aufbau einer Markenerlebniswelt an. Der Aufbau von erfolgreichen, attraktiven Erlebniswelten mit dem Ziel, Marken langfristig in der Gefühls- und Erfahrungswelt der Konsumenten und Konsumentinnen zu verankern und einen signifikanten Beitrag zur Lebens...
Chapter
From A (Absolute Vodka) to V (Visa), marketers are increasingly launching global campaigns to promote their products and services to consumers in every corner of the planet (PR Newswire, 2007; corporate.visa.com, 2009). There appears to be ample evidence that standardized advertising is more feasible than ever before (Mueller and Taylor, 2011). The...
Article
Full-text available
Stress has become a mass phenomenon in the modern workplace. The use of information and communication technologies is beginning to receive greater attention in the context of occupational stress. An exploratory qualitative study was conducted to examine both stressors and benefits resulting from technologies among practitioners in the advertising,...
Chapter
This article directly compares the effects of emotional print advertisements and emotional Internet advertisements on consumers. In particular it analyses whether Internet advertising is able to convey emotions to the same degree as print ads. The study was carried out for two different perfume brands in Germany and France. The study shows that the...
Article
This article examines how consumer familiarity with product-concepts and functional ingredients as well as inferences about an advertiser’s manipulative intent affect ratings about the level of scientific support of health claims on food. Three claim conditions reflecting the sufficient levels of support within the WHO framework (“possible,” “proba...
Article
This paper addresses the research gap concerning country-of-origin (COO) effects in the context of functional foods and functional ingredients. The effectiveness of COO-positioning as an alternative managerial strategy for promoting functional foods with a COO-appeal is examined. An online survey has been administered to young consumers from thirte...
Article
Full-text available
Many studies have shown that women use the Internet more often for health-related information searches than men, but we have limited knowledge about the underlying reasons. We also do not know whether and how women and men differ in their current use of the Internet for communicating with their general practitioner (GP) and in their future intentio...
Article
This investigation contributes to the advancement of international advertising theory by developing a model of cross-cultural consumer responses to humane-oriented corporate social responsibility (CSR) appeals in advertising and by testing it using structural equation modelling with data from six countries (Germany, Switzerland, Austria, France, US...
Article
Full-text available
Purpose – This paper aims to examine the effects of qualifying language, functional ingredient, ingredient familiarity and inferences of manipulative intent (IMI) on the likelihood that consumers make stimulus-based inferences about the level of scientific support for health claims on food. Design/methodology/approach – An advertisement copy test...
Article
Full-text available
Background: Consumers are increasingly accessing health-related information via mobile devices. Recently, several apps to rate and locate physicians have been released in the United States and Germany. However, knowledge about what kinds of variables explain usage of mobile physician-rating apps is still lacking. Objective: This study analyzes f...
Article
Background The number of physician-rating websites (PRWs) is rising rapidly, but usage is still poor. So far, there has been little discussion about what kind of variables influence usage of PRWs. Objective We focused on sociodemographic variables, psychographic variables, and health status of PRW users and nonusers. Methods An online survey of 100...
Article
This study investigates the role of physical appearance (body mass index (BMI), body shape perception, self-esteem) and variables related to eating habits (food choice, critical attitude towards food, parents' attitude towards food) in the development of advertising literacy in children focusing on food advertising. Based on the concept of self-est...
Conference Paper
Full-text available
Lately, 3D is gaining momentum in cinemas and home environments. However, 2D and 3D video content only stimulates senses like hearing and seeing. In this paper we focus on a more enhanced level of entertainment by presenting a 4D multimedia player and a corresponding demonstration setup, which stimulates further senses such as haptics using the MPE...
Article
Across two studies, the authors investigate the extent to which children’s persuasion knowledge of an advertising tactic (advergame and TV commercial) and their level of engagement with the medium (presence) influence their identification of commercial content and persuasion outcomes. In line with theoretical predictions of the persuasion knowledge...
Chapter
The study examines the role of demographic factors (sex, age, education and children) on attitudes toward a print ad employing a humane-oriented appeal (CSR) in the United States, France, Germany and Switzerland. Results from a survey of 663 subjects in the four countries revealed that female consumers evaluated the ad significantly more favourably...
Article
The study presents a framework for the analysis of advertising in digital games. It reviews literature on in-game advertising, advergames and advertising in social network games. The framework distinguishes between stimulus characteristics of the game as well as of the advertising that lead to psychological responses toward the game and the brand a...
Chapter
Convergence and consumer behavior are closely related and impact each other. In particular, the TIME sectors, represented by companies belonging to the areas of technology, information, media, and entertainment, are affected by convergence and changes in consumer behavior. The chapter outlines the concepts of convergence and consumer behavior and s...
Chapter
Mit der Globalisierung der Märkte und der steigenden Mobilität der Konsumenten entstehen neue Perspektiven und Herausforderungen für das internationale Marketing. Entscheidend für die erfolgreiche Vermarktung von Gütern auf einem internationalen oder globalen Markt ist die gute Kenntnis des Konsumentenverhaltens. Um einen überblick über aktuelle Tr...
Article
Full-text available
Background: Physicians have differing motives for using the Internet and Internet-related services in their professional work. These motives may affect their evaluation of patients who bring with them health-related information from the Internet. Differing motives may also affect physician-patient communication and subsequent prescribing behavior....
Article
Full-text available
We investigate the extent to which the challenge of playing an advergame impacts children's brand attitudes. Results show that brand attitudes are highest for those optimally challenged (i.e. ‘in the flow’) and lowest for those who are underchallenged. However, such effects are qualified by the children's persuasion knowledge (PK) of the advergame;...
Article
The purpose of this study is to obtain more insight into the explanation and prognosis of consumer behavior in real and virtual museums. The analysis focuses on the influence of the museum environment on the museum patrons (rather than on the influence of the art objects). On the basis of the emotional approach to environmental psychology by Mehrab...
Chapter
“It’s Christmas time!” and every year millions of children eagerly await Christmas Eve. Beyond the spiritual aspect of the holiday, children are especially looking forward to getting their presents. Gift-giving is one of the most important rituals associated with this holiday all over the developed, Christian world (Schori, 2008; Storey, 2008; Wald...
Chapter
‘An organization has two important key factors: its brand and its employees. Both are not imitable and basically unique’. This quote by one of the interviewees in our study described in this paper (the CEO of a well-known international organization) clearly statesF the importance of organizational focus being on employees in order to succeed in a c...