Abstract:

In the paper we are presented with a model relating motives of the purchasing public, the activation of these motives, and advertising effectiveness. Whilst in general welcoming any signs of a theoretical, i.e. generalising, approach in market research, my welcome - speaking personally - would tend to be limited to work which is based to a reasonable extent - whatever that may mean - on empirical facts. In the present case, however, I have grave doubts. It looks to me as though the authors' approach lacks contact with reality at three levels.