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Abstract

Many advertising and marketing communication creative executions imply that the brand can act as a doorway into a new identity, and hence, a new and more satisfying life, but this type of appeal has not hitherto been adequately studied or theorised. In order to address this gap this paper draws on anthropological theory to establish a new category of advertising and brand marketing appeal, the liminoid appeal. Liminoid experiences are those in which constraints on personal and social identity are temporarily suspended and identity is opened up to transformational possibilities. Unlike the more widely noted liminal experiences, liminoid experiences are not dependent on ritual process and can be indulged in voluntarily, repeatedly, and for fun. The paper integrates a theoretical review with a selection of case exemplars to illustrate the novelty, salience and contribution of the liminoid appeal. We add the cautionary note that, while the liminoid appeal resonates powerfully with consumers because of its ostensibly liberatory and self-actualising potential, on a social level the proliferation of such appeals could contribute to rising social disharmony and psychological distress. The paper concludes with implications for practice, research and policy.
Imaginary Futures:
Liminoid Advertising and Consumer Identity
“Your life is a story: change it. With Dulux”
UK TV paint brand ad1
Journal of Marketing
Communications 
 !" #$%&
!'() *#$%&
+* ()#$&'

 !'(),+*--.)'/
%)$') -Journal of Marketing
Communications -+0./-12345556356

/22""")2"7$8%9%):9.
Imaginary Futures:
Liminoid Advertising and Consumer Identity
“Your life is a story: change it. With Dulux”
UK TV paint brand ad2
Abstract
;$')'))$<)
""  ")' 
9.'
 "  '     " ' $'
 )'   )  %) <    "
)
  )  #  ) "  ) <
)<'$
   = '  $" "  
<)$ )>
    "  )   " " )
      '    $ 
')'
=") 
Introduction
/22""")2"7$8%9%):9.
:) '    '   ' $)   )
 ' $  <  $   ?  
< " $      )  ) 
= 46/1' <)<($'@
)0A '
)<$'')'
     ) < .   "   '  
""'$')'
)$' ""$')'
)))<)9
=$')$<"
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)   
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D'3:<) $))
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 !3    E) CF   '   "
'<$"
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 $ )') 3 '%' 4
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"'@))05
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<)0A  )$$$
"))$')'))
))$' "
)0<)""
6
/“Your life is a story: change it. With Dulux”. ('
<))')$'

+<@JD%A@)'<)
""$'$""?
)'+<)
      ")'"' )
"' ">'
)J"@ "')
>)))$'
"'=@1"%)))
= 54')"
" )$
%)<)''
 )" 
  )  = $         " $
    ''   = 1  "'  
$)'$$)"$
>"))"=
<=@1$' )
'$'=$"$
$'<')'$'$
)< "$)  $
)  '     )  ))  ) @  
 =        '   
3
$'  '      )  ?  )
)  ) <   $' : "   
)))<
) <  )  )  $  "   
) $<<= "
")')  )
1 "  ) )  '   
 $   ' <    )
:K 3
*" "   ' ' =@ 54 
)'")'
)') .  "          
$'  = $"  )$   ")   
):"' $<)
$')'<))$):
"      )     )
$' > ''  $' $' $')
 " ' )$ $' ) )  
)'$'"$ "''
9)"')
)<

5
Literature review
Victor Turner: Liminal and Liminoid Experiences
=""=54""KL@5
'.) )')
) $L5$'=)'
)$/)')'
" "
: )'"
""=@"54/5/
46/1)' )' <
)'$L 5))
$)
=54)')J@'
"$")')')<E%)
  ))'$'
")MF= 15 6=)"
$")"
.) =1)))
<>)< <
<))) 
$))%)<
= 1<
"/E0") )F33%)
4
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)<))/E=)))) 
)) " )F= 133
 =1<)<)<.
 "'')'))
)')." 
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" )')>''$'
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Liminal consumption and consumer identity
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$?)';B
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 4/ /HNH NA N=
3/A) ; H NC$ 1
=@54/5/46/1"))
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1
 "HCHC/5'
')))<
 %"*6/5"
)" @@)
''           
N 3 $<) '
)'C'"<)"
' ) $'   A  =)
  3    $  )  ' 
%)$'
)<) '=
5/ =   4  <)  '   )
<'=)* /=) 5
)')') 5N)G .
) )' 1$
'') "
'"'
)'$$"C
Liminality and communitas in social research
("$ ')"?"
 <  ' )   $  $  )
$<  '): K
3 =   )      ))  )
$)$<"'
' $'"'ACC /$
NA 3N= 5N* 1 
<)'$)2'A3
')))'"E
 M"$FA
3 35"$ =5')))
 ))/    $ )    )) < J 
@30<))''
))'' )$"
$
A))$' ')) ))
   <)  *  $'      ))
" '  AC)'   1N L    ( ) 
)) )         *   4 . 
<)        ) <  "
 )) "  '  "  )   =
5)J<))@)
'    ) ) <  $ )/
E= $ <  )     )  )
$     )'  < )) $   
      $ )   F 35 >
''    ) <   $ 
$)?))<))$
)

Liminality in Advertising 
($ $')')))$
) '9$'
"'$'''$)
)))$%3$9
$'))""$ $=15
';4) )  $'
  )     A ) 
$    $ ' E )  " '  
'MF= 156($' "''
      $$   $  
')"$')
A ' )        '
<)  "    "  $' $'  
 "'   "'
   J( B" D@  J=) D %@  ) )) 
$' ?)'>
<'')')
$) $))
))$'
%) <   '  ' )   $
<  '  ' ))   " ) 
") "$
 )  "  "  "    ' 
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)"'  '<
< " . ) " $)   )   '  
)  '  ) )    
$?<%)<
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 $'' ) '
'))'
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<") )'$'<0
  ) "    )   =    ?
$')
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' )' ( )     )'   )'   
)        ) '  )
"$   $  )     '  ' "
  "       "   J 
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      ' ) ))    
' "" .
"'')"''")
  <)  )    )'  )
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'<)=)
$  $) '$$ )' " $$ 
'B"$'?
))=))$)
") $A)
=1)<) 
'')) $')
)""$")$
3/22""")2"7$8:9$)'04.
6
=)$''G<)
)$'  " : <)  G'   =K
$' )))<>
'J(%@ J>)@5J$
@4 )')"
')))EF)$
 ) " " ) ""
< )$
=<)") 
)$')''<))))
)")D  
"" $*;> $;K") "
R)K $+ "L ) B!* =
G) ;A=)$' "
''  ' $)
(''))$'"  "''
))"0A
$')
Discussion
Socio-cultural and practitioner implications of liminiod advertising
5/22"""'))22*?<P027)Q8'QQ,'8?69'3

4/22""")2"7$8+$PO>1,8
3
> $   $ ))   <)  ) $'
"'"<$')'
($"$" ))<$
)))$$
)')  )' ' '  
')'  ") ) )' $') 
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$''0 5/%A$ 5>
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)' )) ' > ''     '
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5
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       $ $   
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 )    ))  ' G< ) 
)'<     )$)   ))   ) 
' ))' @(''' 
')$).A.A "''$"
=)$)  )
 " $   
    (  )     $    
   "    " '  ) 
$=))$
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4
="))
<)))A$
)'$))''
)'' ) 
)   ) '    ) ) 
* / :  K 3N/ L$   3 >   )
 '  <)' ) "    '
')7* "")$''
  ) ) " )   "
))  $<
<) '))'
))<7>$
) '') "' )) '
   )       9  )'
)$$$))7.
)'' $')
'  )'$')
)''7>)
)"9)')
<$)7
L'))")$'
')'$' ))$<)
$$)$''
")$')A$     ) 
1
''<) <)''<
)$ )))=)* 
''=4 )A 
$'1))G  "
$ )'  <) )   )
   )        )  
)) ?$""   = $ 
)$')')))
<$'$'' )
B"'))
)'" )$'
))))' <'")$'
))='$)$;"
6       $  <) "  ; 
B 15=)')))
$')))$'
))   "      )$) 
"=) 5
Concluding comments
=    "   $' )' )) 
)')"$'
    "   =@ 54 "  
)A   <

))<$'
)'))>$))
'))')')
  '    $'  )'  ))  =
)")<)$'
""$"))<)= 
     $' "    $ 
 )  $'   ) $'  :  
    " ) ) '  )    
) 1"))
'   $'<
)=) 5
:)')$'
 $ ' ' ) '   ' ( 
9$ $') ) <  "   
))'. "        ')@  
")$') <))'
)$'$)$'))
$''
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"/=)')-Journal
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* + 5JK')'@$$'
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)/(%!$"@Rournal of Consumer Behaviour
2 -+0.//22'2526436O6644613
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A) 51
* --()$' -International Journal of
Advertising -/ - -+0./-1253614641
* +R :C) L;  =%:C) LR 4$/
*) !" %AJournal of Consumer
Research 663 6/22'22?2<3
 H- UE*="""F/<')'')
))U -Young Consumers KB 16
-/22'21246455651
 H%" H 0/G<'))
'   $ / 4426436Marketing Theory,
R $  41
 LThe Discourse of Advertising!' %
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 +4!/)A');')
)*; -Journal of Consumer Research K)66 . 
04 '336T31 -/22'22?2<6
G !>" H1*A)!
.International Journal of Advertising  66
: (: K (3%))!)
)Journal of Consumer Research  /152661
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-Journal of Consumer Psychology -25 353
L  *'" (   ; >AC)' .JJG$)
..)V/%))
'V'$@Sociology62 634644
  *" A !(=O:G')/A)"
;CG<%) Marketing Theory26 6365
  *'" ( L  ; > AC)' .   S
=" !(  D'( J*'@+'/ ( *(
Journal of Marketing ManagementK .41 6
  *'" ( L  AC)' . ; >  !(
3='$ +'   %) $ (
;' Journal of Business Research52??3512
3
" H   + 4J* *'/ ))C 
''@ The British Journal of Sociology 3164635
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L$  %)   B'=) G)@ The British Journal of
Sociology, 3644
 ;*  ) G  1 = G<(  )/
): :':Journal of Consumer Research 26
$ ( =) *>  ./%)
' International Political Anthropology/?
! U='$/%) !) 
AL)RU Advances in Consumer
ResearchK)5 GR(%;A $ #=/(
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'  >R O  , >' A 1 (  ) -Annals of Tourism
Research -70 
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*" A (  (  G< G<
Journal of Business Research 52 54
/22'252??51
) HG L;)+ -Journal of Consumer
Research K)63 .5 ( '65
/22'22?264
HC !K)'=/(G<-JCR- -Journal of
Consumer Research  C6 -/22'22?2C6
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A *6 U%'U Journal of Consumer Research, K
B 53154
HC !  (() !5B"+/"='
.) Journal of Consumer Research K)6 .3 
:4 '53T51 -/22'22?2"5
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J)'@) Marketing Theory52 51
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4 26 546
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; B 15A$American Psychologist A) 62
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... This notes how these websites are used by recruiters to attract students. Focussing on these sites as advertising vehicles allows us to explore how these sites have adopted aspects similar to what Hackley et al. (2019) describe as 'liminoid advertising'. This is when brands use advertising to imply that their products can act 'as a doorway into a new identity, and hence, a new and more satisfying life' (2019, p. 1). ...
... This liminal experience we have been discussing is seen in this context as rhetoric employed by recruiters to communicate to students. This positions career in consumptive terms which explains why the language employed takes on similar focus as contemporary advertising does, focussing on issues of self (Hackley et al., 2019) and transformation. ...
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This article provides a critical discourse analysis of how career is discussed on elite graduate recruitment websites. Building on previous work from Handley (2018, https://doi.org/10.1177/0950017016686031 ) and Ingram and Allen (2019, https://doi.org/10.1177/0038026118790949 ) this article draws attention to how career is constructed, first, as something which graduates consume and, second, as a ‘liminal experience’ which transforms the graduates' identities and allows them to gain access to a new authentic self, now able to progress towards their personal goals. This ideological reading of careers information is different to traditional understandings of careers information in Higher Education research which focuses on the objective nature of information which can be used to support the rational decision making. Focussing on the ideology of career draws attention to the need for careers delivery, in Higher Education and beyond, to engage with more critical pedagogical approaches.
... flagstone houses) and nostalgic atmosphere, which offers an authentic scenario for tourists. This might enhance tourists' imagination about the trip and their aboriginal cultural identity (Hackley et al., 2021). In contrast to Paiwan tjuvecekadan, the Rukai's wutai flagstone house settlement can be regarded as one of the most representative tourism developments of aboriginal tribes in Taiwan, with planned tourism facilities and commercial activities such as alleys, churches, B&B accommodations, and traditional Rukai handicrafts or cuisine experiences. ...
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This study aims to examine the relationships among cognitive, affective, and conative images and aboriginal cultural identity among tourists who visit tjuvecekadan and wutai flagstone houses. The analytical results indicate that tourists’ post-visiting cognitive, affective, and conative images and perceptions of aboriginal cultural identity were significantly higher than their pre-visiting values. For both tjuvecekadan and wutai, tourists’ cognitive image was positively and significantly related to their affective image, and their affective image was positively and significantly related to their conative image. Tourists’ cognitive image was positively and significantly related to aboriginal cultural identity for tjuvecekadan but not wutai. Tourists’ affective image was positively and significantly related to aboriginal identity for wutai but not tjuvecekadan. Tourists’ conative image was positively and significantly related to aboriginal cultural identity for both tjuvecekadan and wutai. The theoretical and managerial implications are discussed, providing valuable contributions for current issues in tourism.
... Liminality, not unlike nostalgia, has latterly attracted a lot of attention from social scientists in general and consumer researchers in particular (Hackley, 2020;Hackley et al., 2020). Rather than attempt to summarise this compendious corpus, it is sufficient to note that Hollister is a liminal brand. ...
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Many brands have been obliterated by the ‘death of the high street’ and many more have had near-death experiences. This paper applies Derrida’s ‘hauntology’ to Hollister, a high-flying fashion brand that fell from grace. Although it remains in the land of the living, selling impossible dreams of So-Cal’s beachside lifestyle, Hollister is a ghost of its former self. An interpretive empirical investigation reveals that the brand’s hauntology comprises four phantomic components: mortality, anxiety, liminality and retroactivity. A spectral ‘model’ of bump-in-the-night brands also makes its presence felt. At a time when the spectre of pandemic is stalking retail branding, this paper considers Derrida’s incongruous, possibly prescient, claim that ‘the future belongs to ghosts’. With the aid of interpretive empirical research, we investigate this haunting hypothesis. And although the findings don’t confirm Derrida’s contention that the dead can often be more powerful than the living, they show how the spectral side of branding gives ghosts a chance to shine.
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Although past research has shown that anthropomorphism enhances consumers' attraction to a brand when social-connectedness or effectance motives are active, the current research demonstrates that anthropomorphizing a brand becomes a detrimental marketing strategy when consumers' distinctiveness motives are salient. Four studies show that anthropomorphizing a brand positioned to be distinctive diminishes consumers' sense of agency in identity expression. As a result, when distinctiveness goals are salient, consumers are less likely to evaluate anthropomorphized (vs. nonanthropomorphized) brands favorably and are less likely to choose them to express distinctiveness. This negative effect of brand anthropomorphism, however, is contingent on the brand's positioning strategy-brand-assupporter (supporting consumers' desires to be different) versus brand-as-agent (communicating unique brand features instead of focusing on consumers' needs) versus brand-as-controller (limiting consumers' freedom in expressing distinctiveness). Our results demonstrate that an anthropomorphized brand-as-supporter enhances consumers' sense of agency in identity expression, compared to both an anthropomorphized brand-as-agent and an anthropomorphized brand-ascontroller. In turn, enhancing or thwarting consumers' sense of agency in expressing their differences from others drives the differential impact of anthropomorphizing a brand positioned to be distinctive. © The Author(s) 2018. Published by Oxford University Press on behalf of Journal of Consumer Research, Inc. All rights reserved.
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Summer camps provide a special time and space for youth growth and transformation. This growth is possible, in part, due to the physical and social isolation that contribute to the liminality of traditional residential camps. Camps act as a sort of ‘bubble’ in which alternative realities, norms and identities emerge. For many campers and camp counsellors, the community and personal relationships that develop at camp produce feelings of acceptance and belonging. Positive camp experiences do not occur by happenstance and as such, youthful camp counsellors often feel immense pressure to deliver on the promises that camps offer. This article explores the challenges faced by counsellors as they seek to create and maintain this liminal space. This paper discusses camp counsellors’ own reflections on their personal struggles with social isolation and the need to be accepted, effects of gossip in the close-knit community of camp, a lack of private time or space, and the emotional demands of caring for campers. The article concludes by suggesting how we might reconsider camp counsellor experiences and offers strategies to support counsellors as they navigate and negotiate camp experiences for both themselves and their campers.
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People increasingly seek out opportunities to escape from a sped-up pace of life by engaging in slow forms of consumption. Drawing from the theory of social acceleration, we explore how consumers can experience and achieve a sloweddown experience of time through consumption. To do so, we ethnographically study the Camino de Santiago pilgrimage in Spain and introduce the concept of consumer deceleration. Consumer deceleration is a perception of a slowed-down temporal experience achieved via a decrease in certain quantities (traveled distance, use of technology, experienced episodes) per unit of time through altering, adopting, or eschewing forms of consumption. Consumers decelerate in three ways: embodied, technological, and episodic. Each is enabled by consumer practices and market characteristics, rules, and norms, and results in time being experienced as passing more slowly and as being an abundant resource. Achieving deceleration is challenging, as it requires resynchronization to a different temporal logic and the ability to manage intrusions from acceleration. Conceptualizing consumer deceleration allows us to enhance our understanding of temporality and consumption, embodied consumption, extraordinary experiences, and the theory of social acceleration. Overall, this study contributes to consumer research by illuminating the role of speed and rhythm in consumer culture. © 2018 The Author(s). Published by Oxford University Press on behalf of Journal of Consumer Research, Inc. All rights reserved.
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More than a mere transport facility, airports serve as a multifunctional space for social interactions and individual/personal experiences that break geographical boundaries and secular distinctions. This study explores the liminal nature of airports as a micro-destination and presents a phenomenology of passenger experience in accordance to their familiarity with the space. The nature of airports as a liminal space ranges from touristic experience of first-timers to consumer rituals of frequent visitors. Liminality is derived from passenger watching and assistance offering to strangers, whereby a sense of communitas is felt in a secure and often facilitating environment. For frequent flyers, airports are utilized as mobile office space or “free time”, indicative of contemporary travelers’ need for slow life and quality alone-time.
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Advertising nudges consumers along several steps to purchase, and each step necessitates that advertisers set different objectives and message strategy. This study offers a framework for the appropriate choice of advertising appeals based on advertisers’ objectives and target group demographics. Using data from German magazine publishers, the study differentiates magazine advertisements’ effects for five marketing objectives along the hierarchy-of-effects model, while accounting for the moderating effects of age and gender. Results show that emotional appeals were superior to informational appeals for most marketing objectives but not for achieving integration into the evoked set, a group of relevant brands that a prospective consumer is favorably familiar with when thinking about making a purchase. Consumers’ age and gender significantly influenced the effects of advertising appeals and revealed interaction effects. © 2018, World Advertising Research Center. All rights reserved.