Document Type : Review Article
Authors
1 Ph.D. Candidate of Business Management, Central Tehran Branch, Islamic Azad University, Tehran, Iran
2 Assistance Professor, Department of Business Management, Central Tehran Branch, Islamic Azad University, Tehran, Iran
3 Associate Professor, Department of Business Management, Central Tehran Branch, Islamic Azad University, Tehran, Iran
Abstract
Purpose: This research aims to develop an advertising policy model in digital marketing based on eye tracking.
Method: The research method is qualitative and based on grounded theory. Semi-structured interviews were used to collect information, and data analysis was performed using the Strauss and Corbin method and the paradigm model. Sampling was theoretical sampling using targeted (judgmental) techniques, based on which 15 interviews were conducted with managers and marketing and advertising experts.
Findings: The findings of the research show that during the process of open, central and selective coding, the advertising policy model based on the use of eye tracking consists of Causal categories that include Advertising content, Quality of environmental advertising and Promotional features; contextual categories consist of advertising slogans, billboard elements, analysis of customer eye movements; intervening categories consist of online advertising, advertising costs, advertising through media and mass communication; Central categories that consist of environmental advertising status, development of advertising influence, effective advertising on customers' intentions; category of strategies includes advertising message attractions, evaluation of target environmental advertising selection process, advertising based on customers' taste; consequence category includes competitive advantage, currency innovation, Promotion of strategic marketing decisions.
Conclusion: The study concludes that the eye tracking-based advertising policy model provides a comprehensive framework for enhancing advertising strategies. The model emphasizes the importance of considering various factors such as advertising content, consumer behavior, and contextual elements in developing effective advertising campaigns. The research highlights the potential of eye tracking in optimizing advertisements and gaining a competitive edge in the market. From a managerial perspective, the model offers actionable insights for marketers to improve customer engagement and increase advertising effectiveness by leveraging eye tracking data. It also suggests that advertisements should be tailored to consumer preferences and the context in which they are viewed. The study advocates for further research in this area to broaden the application of eye tracking technology in other marketing domains and service sectors. From an academic standpoint, this research contributes to the limited body of knowledge regarding environmental advertising and the use of eye tracking in marketing. It provides a foundation for future studies to explore the relationship between visual marketing and consumer behavior, offering insights that could foster innovative advertising strategies in the digital marketing field.
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