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So Funny?
“What’s So Funny?”
Holly Elko
SCOM 341
Literature Review
What’s So Funny?
Persuasion Experts and Researchers Still Struggle to Determine:
“What’s So Funny?”
Since 4th century B.C, Aristotle’s Rhetoric has been used as a framework to
explain various modes of persuasion (Cooper, 1932). Ethos, logos, and pathos are all
terms used to classify the speaker’s different appeals to the audience. By appealing to the
audience’s emotions, pathos serves as one of the most powerful methods (Cooper, 1932).
Over time, many researchers have studied the effect of motivational persuasion,
many factors, such as context of the message, it appears many persuasive messages
involve humor. This topic of humorous appeals is important to study further because of
the prevalence of them, the variety of theories they can be incorporated into, and the
simple fact that, in the right context, humorous appeals work; they’re very persuasive!
Researchers have studied and debated on how many persuasive messages the
average person is exposed to per day. Some believe we are potentially exposed to 3,000
advertising messages per day (Dupont, 1999), while others agree with that potential, their
estimates are more conservative between 300 to 1,500 advertising messages (Jones,
2004). Regardless of the volume of messages, humorous appeals account for anywhere
from 21-48% of all advertisements (Toncar, 2001). Similarly, some comedians and
television personalities serve as advertisements alone. People like Ellen DeGeneres hold
major influential power with a fan base, media attention, and a platform to share ideas. If
the average person is inevitably bombarded with messages throughout the day, the ones
that make them laugh are surely more memorable (Eisend, 2009).
What’s So Funny?
In addition to them being unavoidable, humorous appeals are important to study
further because they can be implemented in various persuasion theories and methods. For
example, Cacioppo and Petty (1986a) developed one of the most widely cited persuasion
and ability to process information, they will either engage in central or peripheral
processing (Cacioppo & Petty, 1986a). Humorous appeals mainly function in a peripheral
route by focusing the audience on cues not directly related to the message. Similarly,
members might experience (Festinger, 1957). Humor has been known to reduce and
2008). Persuasion theories that involve distractions, emotion, deception, and other
Lastly, and most importantly, humorous appeals must be discussed and studied
more, simply because of their effectiveness. Advertising practioners agree, 94% of them
see humor as an effective way to gain attention. More than half of advertising research
experts believe advertisements that use humor are more successful in gaining attention
compared to the ones that don’t (Madden, Weinberger, 1984). Another study shows
humor enhancing measure of persuasion such as: attitudes towards a brand and purchase
they also have an effect on source credibility. Although Eisend (2009) discovered humor
can reduce credibility, when used in the right contexts and in the right ways, humor can
actually increase the speaker’s likability. A study done by Graham, Papa, and Brooks
Literature Review
Attention Gaining
Over time, many researchers have studied how humor affects attention gaining in
a particular advertisement (Duncan, 1979; Madden & Weinberger, 1984; Speck, 1987;
Sternthal & Craig, 1973; Strick, Holland, van Baaren, van Knippenberg, & Dijksterhuis,
2013; Weinberger & Gulas, 1992). Although other elements of humorous appeals, such
attention appears to be something most researchers agree on. Despite the fact that
adequate information regarding this topic exists, the relevancy of that information today
over the past century in America. His review shows attention grabbing as a main effect of
humorous ads in the early 1900’s, throughout the ‘20s, and onto the post 9/11 time
period. Beard (2005) suggests the concept of humor attracting attention was referenced
their perceptions of the effectiveness of humor appeals. When executives were asked if
they see humor as an effective way to gain attention, 94% of them said yes. As mentioned
appeals, regarding attention gaining. Speck (1987) tested this difference between
humorous and non-humorous ads and their effect on attention. Under the four different
What’s So Funny?
attention measures: initial attention, sustained attention, projected attention, and overall
attention, Speck (1987) studied 182 undergraduates. The results showed humor ads out
advertising, using more current data. Included in this study was a table of previous
academic reviews on humorous appeals, and several outcome variables, such as cognitive
responses and purchases intentions. For each study he included, the outcome variable for
gaining attention, shared a positive correlation with humor. This means all of the studies
mentioned, indicate that humor enhances the attention of the audience (Duncan, 1979;
Madden & Weinberger, 1984; Speck, 1987; Sternthal & Craig, 1973; Weinberger &
Gulas, 1992).
Eisend (2009) found that 15 years after the most recent publication, these effects
remained the same. He gathered empirical evidence from over 50 manuscripts of various
keyword searches, and gathering all of the data, the results show that correlations
throughout many studies reveal humorous appeals still having a positive impact on
gaining attention. Another study found that humor can also increase motivation to
process ads, possibly by its ability to gain attention (Zhand & Zinkham, 2006). To
Credibility
What’s So Funny?
Unlike attention gaining, the idea of humor increasing source credibility is
constantly debated. Researchers such as Charles Gruner (1967), believe humor can have a
speeches, with similar information, one completely serious, and one with appropriate
humor placed in the “right” contexts. The results support the assumption that speakers
who use humor are considered to have more character, thus being liked more by their
audience (Gruner, 1967). Another study conducted by Speck (1987), found that certain
examples to assert their claim that overall, humor tends to enhance source credibility
Although some studies support the notion of humorous appeals enhancing source
credibility, others do not. Madden and Weinberger (1984) surveyed vice presidents and
directs of research and directors of creative services on their opinions about the
only 10% of respondents thought this to be true (Madden & Weinberger, 1984). In
addition, the study mentioned that increased trustworthiness, also showed results of
humorous ads decreasing perceived knowledgableness of the source. Similarly, the meta-
analysis done by Eisend (2009) claims humor significantly reduces source credibility.
Its fair to say the findings of humor and its effect on source credibility, are
generally mixed. Just like any motivational appeals, there are many factors to consider
What’s So Funny?
when discussing the best methods to use. For example, Weinberger and Gulas (1992)
believe the things like the nature of the source and the nature of the humor itself, are
explanations for mixed results. While in certain contexts humor would increase
credibility (Derks, Kalland, & Etgen, 1995). Similar to other persuasion methods, humor
appeals and its effect on source credibility can be best described with the motto: it
depends.
researchers seem to agree that humor can increase the liking of a source, thereby
enhancing persuasion (Speck, 1987; Sternthal & Craig, 1973; Weinberger & Gulas 1992)
Weinberger and Gulas (1992) explain that source credibility speaks of truth and
expertise, which are cognitive aspects, while source-liking involves non-cognitive affects.
Their literature review found that in both advertising and non-advertising studies, overall
humor had a positive impact on the liking of the source (Speck, 1987; Sternthal & Craig,
1973). One review in particular claimed, “a humorous context may increase liking for the
source and create a positive mood. This may increase the persuasive effect of the
message (Strenthal & Craig, 1973, p. 17). Similarly, Speck’s (1987) experiment found
four out of five types of humor significantly increased likability of the source, compared
Papa, and Brooks (1992). Their results found poking fun at oneself can increase the
audience’s perception of him/her, and being able to laugh at yourself shows you are
in increasing likeness for the product or brand itself (Gelb & Picket, 1983). As Biel and
Bridgewater (1990) claimed individuals who liked a commercial a lot were twice as
likely to be persuaded by it, compared to those who felt neutral. Brooker (1981) tested
this concept against fear appeals. He found the use of mild humor, compare to mild fear,
was more effective in increasing likeness for both products, the toothbrush and the
vaccine. Also, Eisend (2009) suggest humor enhances attitudes toward and brand, and
purchase intentions. Research indicates that, overall, when humor is used in the right
enhances persuasion.
discussing humorous appeals, it’s essential to know two things: when they work, and
when they don’t. The difficulty with measuring persuasive effectiveness of humor, is that
there are many forms of it, and some are simply better than other (Eisend, 2009). Madden
and Weinberger (1984) believe its naïve to expect humor to work the same under all
circumstances, which is why they gathered data on the most effective mediums, products,
and audiences, to use humor on. In terms of media, respondents said radio and television
are best suited for humor, whereas newspaper and direct mail are seen as least suited.
Regarding products, executives felt as if humor was best suited for consumer nondurables
and business services, and less suited for corporate advertising. Finally, when asked of
the best suited audience for humorous appeals, results indicated those who’re youthful,
when it’s not appropriate the use them. For example, while 88% of executives agree
humor works best when related to a product, 87 of them mentioned in an open ended
question, not to use humor with serious goods, services, or issues (Madden &
Weinberger, 1984). Additionally, Weinberger and Gulas (1992) explain how related
humor, when it is relevant to the content, is more persuasively effective than unrelated
humor. On the other hand, one study found humor actually distracted participants from
brands, which negatively affects brand recall and recognition (Strick, Holland, van
Baaren, van Knippenberg, & Dijksterhuis, 2013). In order to do it right, researchers give
the advice of not to over-do a humorous appeal (Nabi, Moyer-Guse, & Byrne, 2007.) If
the audience doesn’t believe you’re serious about a message, why should they be?
Negative effects could be the audience discounting your message as a mere joke.
Is it Persuasive?
Over the years, many research has been conducted to study motivational appeals
humor can increase attention, source credibility, and likeness of a course, but is it
persuasive? All of these elements are known to enhance levels of persuasion; overall
research is inconclusive on if humor appeals are truly persuasive. While liking the
attitude change is what persuasion is all about. For example, Speck’s (1987) study found
three out of 5 humor treatements to increased the perceived product quality and increased
intent to use to the product. In this case, humor was effective in persuading. However,
with repeated pairing of a brand with a humorous appeal, results led to a direct implicit
attitude change (Strick, Holland, van Baaren, van Knippenberg, & Dijksterhuis, 2013).
Additionally, some researchers support other appeals more, for instance Verma’s (2009)
study claims although humor can be effective, other appeals such as fear and pride, are
found to be superior.
Limitations
Upon reviewing various forms of literature on this topic, it’s fair to state that not
enough certainty exists among researchers. For example, some studies suggest that the
best target audience for humorous appeals is young white males (Madden & Weinberger,
1982). For this reason, many studies conducted in this field are done on this
demographic. These studies include: Duncan and Nelson (1985) on 157 male
undergraduates and Gruner’s (1967) study on 128 male undergraduates. Due to this idea,
women, uneducated people, and lower class individuals are underrepresented in research.
It’s important more research be done on other demographics, due to the wide range of
products and services that are offered to them. Humorous appeals need to be tested in
is defined as and what constitutes humor still remain. Because of its subjectivity, humor
can take many forms, hence why researchers study a variety of types (Brooker, 1981,
Speck, 1987). Nonetheless, once more research is done, and on more people, reaching
consensus about certain elements will be possible. For instance, many studies suggest
humor increase liking of a source (Speck, 1987; Sternthal & Craig, 1973); however, not
What’s So Funny?
many confirm that this increased likely, leads to effective persuasion. In conclusion, only
current and reliable studies. Throughout most of the literature, a recurring theme amongst
them was the mentioning of a few extensive and popular studies within that field. For
example, Madden and Weinberger’s (1982) study was used for reference in almost all of
the reviews synthesized here. Additionally, Sternthal and Craig (1973) findings of source
credibility and likeness of the source were mentioned throughout various articles. These
these popular articles are recognizable throughout fields of persuasion and they’re
sufficient in their depth, they might not be all that generalizable. New developments in
communication research and changes in society in general call for far more recent
research in humor appeals. Approaches that worked well in the 80’s might not be
applicable in 2017. In other words, people change and what people find funny changes as
well.
demographics, specifically, middle class, white, educated people. In order to gather data
that fairly represents the population, various groups of people must be studied. Many
but 18-23 year old students might share far different humor than the rest of the
prevalence and the circumstances under which they are persuasive. In the future, more
What’s So Funny?
researchers should spend time comparing various motivational appeals. Hopefully one
Brooker, George (1981), "A Comparison of the Persuasive Effects of Mild Humor and
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Bryant, Jennings, Dan Brown, Alan R. Silverberg and Scott M. Elliott (1981), "Effects of
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Derks, P., Kalland, S., & Etgen, M. (1995). The effect of joke type and audience response
Dupont, L., (1999). Images That Sell: 500 Ways to Create Great Ads. Sainte-Foy,
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What’s So Funny?
Eisend, M., (2009). A meta-analysis of humor in advertising. Journal of the Academy of
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Jones, J.P., (2004). Fables, Fashions, and Facts about Advertising. Thousand Oaks, CA:
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