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0021-9010/91/13.00
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Although advertisers believe that jingles are an effective way to communicate advertising slogans
and regularly use jingles, prior research on the use of music in advertising does not always substantiate this belief. An inadequate consideration of how individuals process jingles as opposed to
verbal material presented with background music partially explains the discrepancy. In addition, a
review of advertising and psychological research on mnemonics and verbal information presented
with or without music suggests conditions when presenting advertising slogans as musical jingles
enhances memory and when it does not. Two experiments are presented supporting the importance
of these conditions, and their results are used to suggest situations in which musical jingles should
be used and appropriate research methods to evaluate advertising that employs jingles.
consistent with both current practice and much academic research. Advertising tracking studies usually include measures
of the audience's awareness of and correct identification of the
brand names associated with various slogans to assess the effectiveness of a firm's advertising. Similarly, academic research
examining executional elements in advertising frequently considers only memorial effects (e.g, Houston, Childers, & Heckler,
1987; Sewall & Sarel 1986). In summary, this article focuses on
music's role in communicating advertising information summarized in a slogan. The goal is to identify conditions when music
might be used effectively for this purpose.
Previous Research
Despite the widespread use of music in advertising, academic research on its effects is much less extensive than research on other executional factors such as fear or humor. Research on the memorial effects of music has yielded mixed results. Support for the positive effects of music may be found in
copy testing research that showed a tendency for television advertising containing music to be remembered better than ads
without music (Burke Marketing Research, 1978; McCollum/
Spielman, 1976; Stewart & Furse, 1986). However, this was not
found by McEwen and Leavitt (1976), and similar research using radio advertising reported no positive effects (Radio Recall
Research, 1981; Sewall & Sarel, 1986). To further complicate
matters, laboratory experiments have frequently revealed negative recall effects of incorporating music in advertising (e.g.,
Anand & Sternthal, 1990; Park & Young, 1986; Wheatley &
Brooker, 1988).
To some extent, the inconsistent findings may be explained
by differences in the way music is used in the advertising and in
the measures of effectiveness. As mentioned above, studies
correlating television advertising copy test results with various
executional elements (e.g., music, humor, celebrities) generally
reported positive effects from using music (see Stewart & Furse,
1986, for a review). However, this research typically considered
only memory of exposure to the ad and not specific verbal
content. Thus, audiences may have better memories of expo-
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269
A Theoretical Perspective
In his text on advertising, Rothschild (1987) states that "the
greatest value of music seems to be when it is an integral part of
the sell and when it is aimed at straight learning" (p. 251). However, the memorial effects of music as well as other nonverbal
elements in advertising, such as pictures (Houston et al., 1987)
and vivid images (Collins, Taylor, Wood, & Thompson, 1988),
are obviously not as straightforward as advertisers believe. Integrated lyrics and music are not always better recalled than the
lyrics presented alone (e.g, Anand & Sternthal, 1990; Galizio &
Hendrick ,1972). Consequently, it seems useful to consider nonadvertising research to develop a better understanding of music's role as a mnemonic aid in the learning of verbal information and the functioning of mnemonic devices in memory retrieval tasks.
Advertisers appear correct in their belief that music and
rhythmic sounds may facilitate learning and slow forgetting of
verbal material (Bower & Bolton, 1969; Sims, 1980; Waldron,
1977); however, the effect is not universal (e.g., Bottari & Evans,
1982; Reineke, 1981; Rubin & Wallace, 1989). One complicating
factor is that verbal material presented in a jingle is likely to be
processed differently than spoken words. Verbal material in a
jingle is likely to be processed phonetically rather than semantically. If so, individuals should have low comprehension of the
thoughts expressed in the lyrics. This might explain why it is
difficult to retrieve lyrics in the absence of the accompanying
music when the lyrics are lengthy (Galizio & Hendrick, 1972),
when the lyrics are unrelated words (Jellison & Miller, 1982), or
when the subjects are verbally oriented as opposed to visuospatially oriented (Bottari & Evans, 1982). Furthermore, music's
usefulness as a mnemonic is sharply reduced when subjects are
presented with unfamiliar music or lack a strategy for learning
verbal information presented with music (Gfeller, 1983), or
when other words that correspond to the rhyme interfere with
retrieval of the target words (Bower & Bolton, 1969).
Bellezza (1981) concluded that the power of a mnemonic
device depends on its constructibility and associability. Constructibility refers to the individual's ability to have the cue available at the time of learning and to reliably retrieve it during
recall. Because jingles tend to use popular music or original
music that is very similar to popular music, the audience should
not have difficulty learning and remembering jingles relative to
other advertising information. Associability is the ease of linking information to the mnemonic cue. Verbal information
strongly associated with music (e.g., the title, performing artist,
opening words, or refrain) is frequently readily retrieved. Other
information, such as second and later verses, is more difficult to
remember. Similarly, first and final phonemes are better cues
for retrieval than middle fragments for rhymes (Horowitz,
White, & Atwood, 1968). Again, jingles should do well on this
dimension because there tend to be phonetic and other links
between the music and the slogan, the slogan is often repeated
throughout the jingle, and the slogan usually appears at the end
of the jingle.
Research on mnemonic aids reveals that they are most useful
in situations when retrieval is difficult because there are few
cues for retrieving the verbal information (e.g, when other associations to it are not present). As concluded by Bellezza (1981),
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270
RICHARD F. YALCH
Procedure
The subjects were 103 undergraduate students enrolled in business
school classes. The tests were administered at the end of a normal class
session. Randomization to memory tests was achieved by mixing the
tests in the questionnaires before distribution. For the aided recall
task, 52 subjects were presented with a list of 20 slogans and were asked
to write the name of the sponsoring brand next to each slogan. Ten of
the slogans were from advertisements using a jingle format, and 10
were from those not using jingles. Where possible, I jingle and 1 nonjingle advertisement were selected from the same product category
(e.g., automobiles).
In the recognition condition, a list of possible brands was provided
along with the slogans. The 51 subjects in this condition merely had to
identify which brand used which slogan. In order to minimize the
effect of guessing, 30 brand names were provided for the 20 slogans.
Competing brands from industries for which there were slogans for a
jingle and a nonjingle advertisement were used to discourage the use of
identification strategies not based on memory, such as determining
that the slogan was for a brand of automobile and then determining
that there was only one automobile brand listed. In addition, the total
amount of time allowed for the task was limited to 6 min. This time
constraint pressured the respondents into choosing on the basis of
immediate retrieval; those in the recognition group did not have time
to eliminate choices and make educated guesses.
Design
Results
A repeated measures analysis of variance (ANOVA) was conducted on the data to determine the effects of the two indepen-
271
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Experiment 2
A second experiment was conducted to test the mnemonic
explanation for the results of the first experiment. If a jingle
enhances memory by acting as a mnemonic, then this effect
should be reduced when a method for stimulating elaboration,
repetition, is used. Because memory for an advertisement is
frequently very low after one exposure, advertisers often repeat
the message to build a sufficiently elaborate memory to facilitate retrieval. The effects of elaboration provided by repetition
should be similar to the effects provided by the additional information included in a recognition memory task. Thus, as was
true with the use of a recognition task, compared to an aided
recall task, the benefits of repetition should be greater for advertising that initially lacks retrieval cues (slogan presented without a jingle) than for advertising that has a retrieval cue (slogan
presented with a jingle). In other words, there should be a significant two-way interaction between the number of exposures and
the type of advertising.
A significant three-way interaction is also expected reflecting
the diminished value of providing redundant memory aids.
That is, the incremental improvement in memory for advertising provided by the use of a jingle in comparison with a nonjingle, by the use of a recognition task in comparison with an
aided recall task, and by increasing the number of exposures to
two versus one should diminish as more of these aids are employed. The respective two hypotheses of interest are provided
below:
Hypothesis 2. The number of correct associations of brand
names with their advertising slogans is greater for advertising
using a jingle than for advertising not using a jingle when subjects are exposed only once to the advertisement compared with
when subjects are exposed twice to the advertisement.
Hypothesis 3. There will be a significant three-way interaction effect between the use of a jingle, the type of memory task,
and the number of exposures to the advertising on the number
of correct associations of brand names with thier advertising
slogans. When subjects are responding to an aided recall task,
the incremental increase in the number of correct associations
as the number of exposures increases from once to twice is
greater for nonjingle ads than for jingle ads. When subjects are
responding to the recognition task, the incremental increase is
not greater.
Experiment 2 was also designed to resolve a limitation of the
first experiment. In Experiment 1, subjects responded to ques-
272
RICHARD F. YALCH
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Overview
Experiment 2 used a 2 X 2 X 2 design with two within-subjects
factors and one between-subjects factor. The two within-subjects factors were use of a jingle (jingle vs. no jingle) and number of exposures
(one vs. two). The type of memory test (aided recall vs. recognition) was
a between-subjects factor.
Procedure
Undergraduates at two universities were recruited for an experiment
evaluating radio advertising. In small groups, they were exposed to one
of two audiotapes consisting of the soundtrack from 12 television commercials, all of which had a slogan or tag line that was associated with
the brand name of the sponsor. For example, an advertisement for
Plymouth used the jingle "The Pride Is Back," whereas an advertisement for Audi used the tag line "The Art of Engineering." Each tape
contained four ads that used music in the form of a jingle and four ads
that did not use music. To minimize the effect of prior exposures,
advertising was selected from campaigns that had equivalent budgets.
The average was $22.4 million for the nonjingle ads and $20.8 million
for the jingle ads (Leading National Advertisers, 1986).
The number of exposures to each ad was varied by repeating two of
the ads with jingles and two of the ads without jingles on each tape. The
order of presentation was scrambled to mix the ads such that they
alternated between different sponsors and different types to balance
the primacy and recency effects for the jingle and nonjingle advertisements. The design was also balanced such that the ads heard once by
half of the subjects were heard twice by the other half and vice versa.
Thus, all subjects heard both jingle and nonjingle ads with half of the
ads being played once and half played twice. To illustrate the format,
the order of one tape was jingle,, nonjingle,, jingle3, jingle,, nonjingle2, jingle,, nonjingle3, nonjingle,, jingle4, nonjingle4, jingle,, and
nonjingle3. The other tape was similar but played jingle,, jingle3, nonjingle,, and nonjingle 3 only once and jingle2, jingle4, nonjingle 2 , and
nonjingle^ twice.
In addition to presenting ads that did or did not use music and
varying the number of exposures to each ad, the memory task was
varied between subjects. Half of the subjects responded to an aided
recall task in which they were presented with 10 slogans and were asked
to provide brands using these slogans. Two slogans were for brands not
included on the tape to test for group differences in advertising knowledge. There were no differences. The other group responded to a recognition task (multiple-choice test) in which each slogan was presented
along with five possible sponsoring brands.
The number of correct responses to the two advertisements that were
similar (e.g., jingle advertisements heard once, jingle advertisements
heard twice, nonjingle advertisements heard once, and nonjingle advertisements heard twice) was the dependent measure of retrieval. Although the experimental design is efficient in minimizing the number
of groups, it creates problems in the analysis when using the number of
correct responses as the dependent measure and the type of ad (jingle
or no jingle), number of exposures (one or two), and type of memory
task (aided recall or recognition) as the independent variables. The
problem is that the specific advertisements heard once by the first
group differed from those heard once by the second group. (These
advertisements were heard twice by the second group.) The same is
true for the advertisements heard twice by the first group (heard once
by the second group). Therefore, the responses are analyzed on the
basis of how often they were heard by a group rather than by combining the responses to specific advertisements. This does not affect the
interpretation of the results, because there were no group differences
on the overall number of correct associations.
Results
The results are presented in Table 1. A repeated measures
ANOVA was conducted on the data using jingle versus no jingle
and one versus two exposures as within-subjects factors and
type of memory test as a between-subjects factor. The results
include significant main effects for type of memory task, F[l,
122) = 22.9, p< .001; use of a jingle, F(l, 122) = 46.4, p < .001;
and number of exposures, F(l, 122) = 25.6, p < .001. These
indicate that memory is better when a recognition test is used,
compared with aided recall, when a slogan is presented with
music, compared with no music, and when subjects hear the
advertisement twice, compared with once. However, these
main effects are qualified by several significant interactions.
The jingle effect is qualified by the significant Memory Task X
Jingle interaction, F(\, 122) = 16.4, p< .001. The use of a jingle
enhanced memory in the aided recall task (Ms = 2.77 for no
jingle and 3.57 for jingle), f(59) = 6.4, p < .001, more than in the
recognition condition (Ms = 3.60 for the no jingle and 3.80 for
the jingle), /(63) = 2.5, p < .05. Similarly, there was a significant
interaction with the number of exposures, F(i, 122) = 6.1, p<
.05. The use of a jingle increased memory accuracy relative to
not using a jingle more after only one exposure (Ms = 1.44 for no
jingle and 1.78 for jingle), ((123) = 5.6, p < .001, than after two
exposures (A/s = 1.75 for no jingle and 1.90 for jingle), t(l 23) =
3.1,p<.05.
A significant three-way interaction indicates that the twoway interaction effects are further qualified, F(l, 122) = 5.1, p <
.05. The significant interaction between the use of a jingle and
Table 1
Number of Correct Associations by Type of Advertisement, Type
of Memory Test, and Number of Exposures in Experiment 2
Recognition (n = 64)
One
exposure
Two
exposures
Two
exposures
Type of
advertisement
SD
SD
SD
SD
Jingle
Nojingle
1.83
1.72
0.46
0.55
1.97
1.88
0.18
0.42
1.73
1.15
0.48
0.66
1.83
1.62
0.38
0.64
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Recall Test
&
o.fl
Jingle
No Jingle
One
Two
273
correct associations = 57.8%) to the single improvement conditions (use a musical jingle, M = 87.3%; use a recognition test,
M = 86.0%; or provide a second exposure to the advertisement,
M = 81.0%). The average amount of accurate retrieval for these
three conditions of 84.8% represents a substantial improvement. However, although there is improvement when two of the
three methods are combined, there are also diminishing returns. The improvements over the equivalent conditions when
only one method was used were modest: for the aided recall test
after a musical jingle was presented twice, the mean was 91.5%;
for the recognition test after a musical jingle was presented
once, the mean was 91.5%; and for the recognition test after a
nonjingle ad was presented twice, the mean was 94.0%. Overall,
the average number of correct slogan-brand associations increased to only 92.4% for the dual enhancement conditions,
compared with 84.8% for the single enhancement conditions.
The additional increase when all three enhancements were
used together (recognition test of a jingle advertisement after
two exposures) ranged from 92.4% to 98.5%. These small improvements may reflect a ceiling effect for many of the ads. To
evaluate whether a ceiling effect might have affected other comparisons, the eight advertisements studied in Experiment 2
were analyzed individually across four conditions (aided recall
with one exposure, aided recall with two exposures, recognition
with one exposure, and recognition with two exposures). The
range of correct responses across the 32 cells was from 28% to
100%. The three cells at the 100% level were for advertisements
using jingles that were heard twice and the individuals responded to a recognition test. Thus, although a ceiling effect
clearly was present when all three enhancements were used
simultaneously, it does not appear to be a problem for any other
condition.
Number of Exposures
General Discussion
Recognition Test
Jingle
No Jingle
Number of Exposures
Figure 1. Number of correct associations of brand names and advertising slogans by use of jingle and number of exposures using aided recall
and recognition tests.
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274
RICHARD F. YALCH
spending to recognition tests. The latter condition was demonstrated by the lack of a difference after the number of exposures
to the advertisement was increased. This could also occur if the
brand-slogan association is particularly easy to learn.
Using several examples of jingle and nonjingle advertising
was useful in demonstrating that not all jingle ads resulted in
better memory than nonjingle ads. Many other factors that
make up an advertisement influence individuals' ability to
learn and remember the information presented in the advertising. Also, although this aspect was not tested in this research,
advertisers should be aware that there are substantial individual
differences in abilities to process musically related information
(Bottari & Evans, 1982; Reineke, 1981).
It is interesting to consider the results of the research reported here in terms of the uses of music in advertising and
methods used to evaluate advertising effectiveness. The finding
that jingles are most useful when individuals are presented with
few cues to aid retrieval or have minimal exposures to the advertising is noteworthy because it runs counter to many long-held
beliefs in advertising and consumer research. For example, music is frequently recommended for high-exposure advertising
campaigns, whereas the present finding implies that it is more
useful in low-exposure campaigns. This recommendation is
based on the results of the second experiment, in which music's
ability to facilitate the learning of brand-slogan associations
was less evident as the number of exposures increased.
However, it would be improper to conclude that music
should be avoided in high-exposure campaigns. Although music might not aid learning and remembering of the brand-slogan association under such circumstances, it might have other
worthwhile effects. For example, one of the problems faced in
high-frequency advertising is wearout. This refers to the loss of
memory for advertising information with continued exposure
to an advertisement (Calder & Sternthal, 1980). This wearout
effect is attributed to a loss of attention to the message because
it provides no new information (Bruner, 1985) or is otherwise
unrewarding to the audience. Enjoyable music might forestall
the wearout effect and thus be desirable to the advertiser.
The results of the two experiments reported in this article are
also relevant to the issue of selecting a procedure to evaluate
advertising effectiveness. In copy testing, two different types of
messages may be evaluated by exposing individuals to one of
the messages and then administering a test for the individuals'
memory for the information presented in the advertisement. In
the present study, advertisements using jingles would appear to
test better relative to advertisements not using jingles when
unaided or minimally aided recall tests are used, compared
with recognition or highly aided recall. That is, much of the
memory enhancement that might occur when a jingle is used
would not be observed when individuals are responding to a
recognition test. This would result in the false conclusion that
the jingle is ineffective. This would be particularly important in
situations in which consumers would be expected to make product choices when they have few retrieval cues.
In a much-cited article, Krugman (1977) recommended that
advertisers vary their evaluation methods with their choice of
advertising media to convey the advertisement. On the basis of
research identifying processing differences in response to information presented in print or television, he suggested that recog-
nition measures were appropriate to evaluate television advertising and recall measures were appropriate to evaluate print.
Given some evidence that music involves different processes
than other information, it also appears desirable to consider
which test procedures to use when music is used in advertising.
For example, using a recognition test would understate some of
the improvement in the audience's ability to retrieve advertising
information attributable to the use of music.
There are many other aspects of music that deserve research.
For example, the present research demonstrated that a jingle
aided retrieval of an advertising slogan by acting as a mnemonic, aiding retrieval of this information from the audience's
memory. However, this mnemonic function may be undermined when similar music is used by different advertisers, resulting in interference in the retrieval process. Also, future research is needed to investigate the relationship between the
verbal information and the thoughts associated with the music
used in a jingle. One controversial advertising practice is to use
popular songs but with altered lyrics to communicate an advertising slogan. If the audience is thinking about the original lyrics, it is unlikely that the advertising slogan will be learned
during exposure to the advertisement. In the absence of these
problems and the limitations reported here, a jingle does appear to be an effective way to communicate an advertising
slogan.
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