CONGRUENCE BETWEEN SPOKESPERSON AND PRODUCT TYPE - A MATCHUP HYPOTHESIS PERSPECTIVE

This study tested the matchup hypothesis regarding choice of celebrity spokesperson by examining the fit or congruence between image type and the product advertised from an Identification and Internalization viewpoint (Kelman, 1961). Spokesperson type (celebrity versus noncelebrity) was varied, along with congruence between spokesperson image and product (higher versus lower congruence) in a 2x2 factorial design. Results showed that increased congruence for the spokesperson/product combination resulted in the perception of higher believability and attractiveness of the spokesperson and a more favorable product attitude. The implications of these and other findings for advertising and marketing strategy are discussed. (C) 1994 John Wiley & Sons, Inc.