The Library
Death-related publicity as informational advertising : evidence from the music industry
Tools
Tools
Tools
Brandes, Leif, Nüesch, Stephan and Egon, Franck (2016) Death-related publicity as informational advertising : evidence from the music industry. Marketing letters, 27 (1). pp. 143-157. doi:10.1007/s11002-014-9322-1 ISSN 0923-0645.
|
PDF
WRAP_MusicPaper.pdf - Accepted Version - Requires a PDF viewer. Download (943Kb) | Preview |
Official URL: http://dx.doi.org/10.1007/s11002-014-9322-1
Abstract
The sales of books, DVDs, and music albums frequently increase substantially after the death of an artist. Yet, the mechanism behind this stylized fact remains unclear. In this paper, we examine whether after-death sales increases reflect primarily an affective reaction of existing customers or informative advertising for previously uninformed new customers. In our main study, we use weekly sales data for 446 music albums of 77 artists who died between 1992 and 2010. We show that album sales increase on average by 54.1 % after death and that the relative increase in sales is higher for the artist’s better albums. This suggests that death-related publicity serves primarily as informational advertising that attracts new customers who buy the artist’s best albums after death. Complementary evidence from a survey study with more than 2,000 participants confirms this interpretation and shows that information-based motives are relatively more important for after-death consumption than affect-based motives.
| Item Type: | Journal Article | ||||||
|---|---|---|---|---|---|---|---|
| Subjects: | H Social Sciences > HF Commerce | ||||||
| Divisions: | Faculty of Social Sciences > Warwick Business School > Behavioural Science Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School |
||||||
| Library of Congress Subject Headings (LCSH): | Music publicity, Art publicity, Celebrities -- Death, Advertising, Motion pictures -- Marketing, Books -- Marketing, Music -- Marketing | ||||||
| Journal or Publication Title: | Marketing letters | ||||||
| Publisher: | Springer | ||||||
| ISSN: | 0923-0645 | ||||||
| Official Date: | March 2016 | ||||||
| Dates: |
|
||||||
| Volume: | 27 | ||||||
| Number: | 1 | ||||||
| Page Range: | pp. 143-157 | ||||||
| DOI: | 10.1007/s11002-014-9322-1 | ||||||
| Status: | Peer Reviewed | ||||||
| Publication Status: | Published | ||||||
| Access rights to Published version: | Restricted or Subscription Access | ||||||
| Date of first compliant deposit: | 30 December 2015 | ||||||
| Date of first compliant Open Access: | 30 December 2015 |
Request changes or add full text files to a record
Repository staff actions (login required)
 |
View Item |
Downloads
Downloads per month over past year
