Using sex in advertising sends consumers running for soap

Paige Murphy
By Paige Murphy | 30 May 2019
 

Highly sexualised imagery in advertising causes some consumers to feel "physically dirty" and motivates them to buy toothpaste, soap and face wash, according to the latest research from Monash University.

An international three-part study with more than 1600 participants found that reminders of casual sex, perpetuated through advertisements for merchandise such as perfume and lingerie, might have an unintended effect of turning people to buy personal hygiene products.

Monash Business School department of marketing senior lecturer Dr Eugene Chan says the study had broader implications for marketers who might not be creating effective advertisements with overly sexualised content.

“If you’re an advertiser who is using sexualised images to sell your products, what we’ve found is that these images may actually lead people to buy different items than originally intended,” Chan says.

“Our research shows that if a consumer sees a sexualised advertisement – say, for lingerie or perfume – it can actually make certain consumers head out to buy products like soap and face wash. Consumers’ physical experiences can really shape their judgement and choices.”

In the first study, participants were asked to visualise either having casual sex or being in a committed relationship, and rate their liking for products such as toothpaste, soap and face wash.

Another study involved participants being shown an image of a plain soap bar after visualising a casual sex encounter. They then expressed how much they wanted to take a walk, go shopping or take a shower.

Finally, participants were measured on their willingness to pay for a non-branded face wash compared to branded highlighters. The aim of this was to see whether participants were more drawn to brands or products after being influenced by casual sex cues.

“In the three studies, we obtained evidence that because of everyday sayings associating casual sex with contamination, impurity or dirt can lead to one feeling physically dirtier. This motivates them to seek out consumer products that would help themselves get physically clean,” Chan says.

“We also highlighted that brands were irrelevant in the decision-making process. The behavioural desire by people to rid themselves of impurity was the prevailing factor.”

This study also extends Chan’s research into the concept of disgust, and how it drives behaviour. His previous work looked at how mindfulness affected an individual’s willingness to eat insects.

“Disgust is an emotion that is so powerful – human behaviour is guided to avoid those feelings at all costs,” Dr Chan said.

“For example, research shows that if chocolate is in the shape of a cockroach, people are less likely to eat it. Feeling physically unclean is a similar psychological experience.

“I hope that this work will not only document a new type of embodiment, but also suggest intriguing implications for research and practice at the intersection of sex, sexuality and marketing.”

The use of sex in advertising has long been controversial. In line with changing societal views, the Australian Association of National Advertisers' (AANA) Code of Ethics introduced a new code last year ensuring advertising could no longer use sexual appeal in a way that is exploitative or degrading.

The Advertising Standards Bureau (ASB) said that from its own research and complaints received from the public, there was "community concern" when it came to ads portraying sexualised imagery. Coca Cola, Ultra Tune and Bonds have all come under fire before.

 

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