How to optimize sales flyers – novel experiment design. Issue 2 (3rd April 2018)

• Record Type: Journal Article
• Authors: Pentus, Kristian; Ploom, Kerli; Kuusik, Andres; Mehine, Tanel
• Is Part Of: Baltic journal of management. Volume 13:Issue 2(2018)
• Page Start: 191
• Page End: 208
• Publication Date: 2018-04-03
• Subjects: Eye tracking -- Direct mail design principles -- Measurement of emotions -- Sales flyers; Management -- Baltic States -- Periodicals; 658.009485
• DOI: 10.1108/BJM-05-2017-0132
• Languages: English
• ISSNs: 1746-5265

Abstract

Abstract : Purpose: The purpose of this paper is to show how analysing sales flyers with a combination of eye tracking, measurement of emotions, interview and content analysis can give an in-depth understanding on how different design aspects influence sales flyers' effectiveness as a communication tool. The paper shows the relationship between different sales flyer design principles and a person's preference towards it, as well as the intent to read it. Design/methodology/approach: The paper chose for pilot study using eye tracking and emotions measurement to analyse retail sales flyers. In addition, interviews and content analysis were conducted to fully understand which aspects of sales flyer design influenced consumers. Findings: The paper's main findings are that sales flyers that evoke more positive emotions are prone to be chosen, and the attention and the view time of content pages is related to the number of elements on the page, page coherence and the location of the offers. Research limitations/implications: This research uses eye tracking were sales flyers are shown on screen, which is not a natural way to read sales flyers. Future research should aim to test this methodology and prepositions in the natural environment. Practical implications: The paper includes implications for designing better sales flyers. Originality/value: To the authors' knowledge, sales flyers have never been studied with a research design combining eye tracking, measurement of emotions, interview, content analysis and preferences.