Isabella Gil Barbosa da Silva
São Paulo Federal Institute, Brazil
E-mail: isabellagil.b@hotmail.com
Eduardo de Paula e Silva Chaves
São Paulo Federal Institute, São Paulo University,
Brazil
E-mail: eduardochaves@ifsp.edu.br
Submission: 31/10/2017
Revision: 02/03/2018
Accept: 11/06/2018
ABSTRACT
The
study of representations and images involved in advertising campaigns is a
recurrent resource of marketing managers. Therefore, understanding and
analyzing advertisements and their semiotics becomes an important source of
research. In this context, the following research problem arises: what are the
complementarity, contrariety and contradiction relations that carry the
advertisements of supermarket retailers? Thus, the main objective is to analyze
semiotic advertising of national supermarket chains through the constitution of
a semiotic square. For that, the greimasian methodology (GREIMAS, 1973) was
used, which sustains a generative path of meaning, where the relations existing
between the signifiers produce signification. We investigated the
advertisements of the largest retail supermarket brands in Brazil, by price,
product and people variables. Thus, the semiotic square was created for the
advertising of supermarket retailers in Brazil.
Keywords: Advertising, Retail Supermarkets, Semiotics
1. INTRODUCTION
In
general, the formation of the discourse present in advertisements is one of the
issues that marketers are concerned about. The centrality of this question lies
in the fact that the speeches are influenced by individuals as well as its
opposite - individuals are also influenced by the speeches.
Featherstone
(1995) argues that the commercial manipulation of images, through publicity,
media and expositions of the urbanized plot of daily life, determines a
constant reactivation of desires through images. Tavares (2005) mentions that
every advertising structure supports an iconic-linguistic argument that leads
the consumer to convince himself or herself of something consciously or
unconsciously.
In
other words, the images employed in an advertisement, as well as their textual
elements, seeks to establish a discourse that influences consumer behavior.
Such influence is possible, in part, by the appropriate symbolism of
consumption. To consider not the value of use or exchange of a product implies
seeking instead of utility the sign that it communicates, the distinction, the
hierarchy, the position in a society governed by consumption (BAUDRILLARD apud
THIRY-CHERQUES, 2010).
However,
in this research there is an element that exceeds such symbolism. In the case
of supermarket retailers, should take into account the basic fact that
permeates their existence: the human need. According to Kotler and Keller
(2012), supermarkets are characterized by relatively large, low-cost,
low-margin and high-volume self-service operations designed to meet all food,
hygiene and household cleaning needs.
Although
there is great similarity of the products offered by retail supermarkets, there
are points that differentiate them. Emphasize here the experience of buying
offered by the same. The shopping experience has many dimensions, including
store location, cleanliness, courtesy of its employees, variety of products and
availability of services such as parking (MATSA, 2011).
Notwithstanding
these are classified as direct experience, that is, occurring at the time the
fact that the consumer realizes its purchase, may also occur indirectly - when
consumers are exposed to advertising communications and marketing (BRAKUS;
SCHMITT; ZARANTONELLO, 2009).
According
to study accomplished by Nielsen (2016), many shoppers are constantly changing
retailer whenever they find a better price offer (42%), look for superior
quality products (28%), better customer service (18%), better assortment (7%)
and better resources (3%). Whatever the differentiation that retail set against
concurrent, advertising can be an effective tool to communicate it. Martineau
(1958) states that advertising is a particularly important factor to express
the image you want to build for the retail.
Thus,
it is understandable that the speeches made by supermarket retailers address
both their products, as the values, experiences or images who wish to associate
their brand retailer. However, how this sense is produced? To answer that
question, becomes necessary to analyze the discourse employed by supermarket
retailers in their advertisements.
Established
in the foundations of structuralism, greimasian semiotics is therefore an
important tool for the analysis proposed here. French semiotics, as it is also
called, is conceived in a generative course of meaning, in a process that goes
from the simplest and abstract to the most complex and concrete; from the
fundamental level to the discursive level.
As a
visual representation of the fundamental level, it’s proposed the elaboration
of a semiotic square that illustrates the articulations underlying the advertisements.
Also, carry out interviews with experts in semiotics to validate them.
Although
there is a growing interest in combining the semiotic study to marketing, there
are few studies about the speech semiotic analysis produced in advertisements.
The number is further reduced when limited to retail supermarket.
The
importance of the sector chosen for this work is justified by its high economic
impact. According to data from the Brazilian Association of Supermarkets
(ABRAS), the 500 largest companies in the Abras / SuperHiper Ranking
registered, in 2015, a turnover of R$256.8 billion, employing around 638,672
thousand employees. In the same year, the sector accounted for 5.4% of goods
and services produced in the country.
This
work is divided in six parts: this introduction, theoretical background,
methodology, analysis of results, conclusions and future studies.
1.1.
Research
problem and objectives
The
main objective of this work is the semiotic analysis of the national
supermarket retailer’s advertisements through the constitution of a semiotic
square. The secondary objective is the discussion and analysis of variable
presents in advertising campaigns and conducting unstructured interviews with
semiotics experts.
2. THEORETICAL BACKGROUND
2.1.
The
advertisement
According
to the American Marketing Association (AMA), advertising is defined by the
placement of ads and persuasive messages in time or space purchased in any mass
media by commercial companies, non-profit organizations, government agencies
and individuals seeking to inform and/or persuade members of a particular
audience about your products, services, organizations or ideas.
For
Zenone (2013) it can be said that advertising is a technique of mass
communication, for the purpose of providing information to a particular
audience, to provoke positive attitudes and actions towards a particular
product/service or idea. Correspondingly, Kotler and Keller (2012) defines
advertising as a cost-effective way to disseminate messages, whether to develop
a brand preference or to educate consumers. Las Casas (2009) notes that through
advertising, companies can familiarize their customers with the use of
products, create credibility, create loyalty to the brand, among many other
purposes.
For
Moriarty et al. (2014), advertising does more than convey information. It has
the power to transform a product by creating an image that goes beyond the
facts. According to the authors this is possible through two different
approaches: rational, which uses reason as an element of persuasion and
emotional, which creates an image for a brand that appeals to the emotions of
the public.
Using
both verbal and non-verbal techniques, for Beasley and Danesi (2002),
advertisements have become a category of modern social discourse designed to
influence attitudes and lifestyle behaviors, suggesting the satisfaction of
impulses and aspirations more intimate through consumption. The reason the
consumer is induced to buy things through such appeals, according to Dyer
(2008), is because advertisers cannot rely solely on rational arguments to sell
their goods in sufficient quantity.
Although
there are controversies among scholars about the effectiveness of
advertisements, several studies confirm your applicability. According to
Rajagopal and Montgomery (2011), an ad's exposure may increase the likelihood
that a consumer will believe that he or she has experience with a product, even
when it does not. The authors point out that the attitudes driven by these
false beliefs are strong as those based on true beliefs.
Johar
and Sirgy (2013) note that such persuasion brought about by advertising can
increase their effectiveness when their appeals are in line with their intended
purpose. From this perspective, advertisements can be promoted by utilitarian
appeals when the products for which they are intended are perceived as
utilitarian, as well as using expressive-value appeals when the product for
which it is intended is also perceived as such.
According
to the authors, persuasion is provided in terms of self-congruence and
functional congruence. Self-congruence explains the correspondence experienced
by the consumer between the image of the user of the product and his/her
self-concept as an individual. Functional congruence explains the correspondence
experienced by the consumer between the functional characteristics of the
product and the set of expected characteristics of the product.
2.2.
Semiotic
speech
Semiotics,
inspired by phenomenology, is interested in the "opinion of meaning",
which is perceived through the forms of language and, more concretely, of the
discourses that manifest it. (LARA; MATTE, 2009).
According
to Bacha (2005), semiotics is the science whose objective is to examine the
modes of constitution of any and all phenomena that produce meaning and
meaning. This work is based on the French semiotic discourse approach, also
known as greimasian semiotics.
To
analyze the production of meaning of a discourse, the greimasian semiotics uses
the generative path of meaning. The generative path of meaning is a succession
of levels, each of which is susceptible of receiving an adequate description,
showing how the meaning is produced and interpreted, in a process that goes
from the simplest to the most complex. (FIORIN, 2011) This course is divided
into three levels: the deep (or fundamental), the narrative and the discursive
(GREIMAS; COURTES, 2008).
The
first level of discourse, deep or fundamental, simpler and more abstract, is
where signification arises as a simple semantic opposition. In the second
level, called narrative, the narrative is presented from the point of view of a
subject. The third level, more complex and concrete, belongs to the discourse
or discursive structures, where the narrative is assumed by the subject of
enunciation. It is the level of the generative path of meaning in which
abstract narrative forms are lined by concrete elements (FIORIN, 2011).
According
to Barros and Fiorin (1988) in the most superficial stage of the discursive
structures, a syntax organizes the relations between enunciation and discourse
and a semantics establishes thematic paths and figuratively covers the contents
of narrative semantics.
Barros
and Fiorin (1988) define thematization by the abstract formulation of values
and their dissemination in routes. The figuration refers to the simple
installation of semiotic figures, that is, the passage from the theme to the
figure, and iconization, its exhaustive coating with the purpose of producing
referential illusion. (BARROS; FIORIN, 1988) Figurative discourses have a
descriptive or representative function, while the thematic ones have an
interpretative function; those are made to simulate the world, these, to
explain them (FIORIN, 2011).
For
the constitution of an operational terminology, the name of signifier is
designated to the elements or groups of elements that enable the appearance of
meaning at the level of perception, and which are recognized at that moment as
external to man (GREIMAS, 1973).
The
name meaning is meant the signification or significations that are covered by
the signifiers and manifested thanks to their existence (GREIMAS, 1973). Thus,
the existence of the signifier presupposes the existence of meaning, just as
the existence of meaning presupposes that of the signifier (GREIMAS, 1973).
It is
possible to conceptualize here, also, the semiotic square. The semiotic square
can be defined as the visual representation of the logical articulation of any
semantic category (GREIMAS; COURTÉS, 2008 apud PESSOA, 2017). Part of the
assumption of structuralism, which defines that every system constitutes a game
of oppositions, presences and absences (SEVERINO, 2007).
Its
construction depends on one of the fundamental discoveries of structural
linguistics, the identification of two different types of opposition in
operation in the languages: privative and qualitative relations, also known as
contradiction and contrariety (FLOCH, 1988). The structure of the semiotic
square, as suggested by Greimas and Courtés (2008) is illustrated below.
Figure
1: Semiotic square
Source: Costa (2013)
S1 opposes S2 by a relation of
contrariety by establishing a semantic axis, i.e., a qualitative relationship. Each of them can design a denial
involving them in a private relation, thus establishing their contradictions
(non-S1 and non-S2). For further clarification, take an example.
Figure
2: Semiotic square
In the above example, the opposition
between life and death establishes a semantic or qualitative axis, since one
term presupposes the other. Any of the terms (life, death) can project a
denial, involving them in a private and contradictory relationship
(life/non-life and death/non-death). In affirming the proposition not death,
potential life is implied. In affirming the non-life proposition, potential
death is implied.
That is, the relation established
between the contradictory of a term and its opposite is of complementarity.
From the ontological point of view, propositions state something about beings,
truth and falsity assessments allow one to affirm or deny something (COSTA,
2013). Thus, the semiotic square makes it possible to analyze the binary
relations of opposition, contradiction, and complementarity that are
meaningful.
3. METHODOLOGY
3.1.
Type
of research
The present research is based on a
qualitative approach. According to Severino (2007), the differentiation between
a qualitative and quantitative research resides in the fact that the first
refers more to its epistemological foundations than to specific methodological specificities.
That is, researchers focus on the process and not simply their results or
products. For this, the observation technique has a central role in the present
research.
According to Severino (2007),
observation is every procedure that allows access to the studied phenomena.
According to Godoy (1995), the researcher who proposes to a qualitative
research must learn to use his own person as the most reliable instrument of
observation, selection, analysis and interpretation of data. At first, a literature
research allowed the researchers to develop the corpus of the research.
The method consists in the
collection of information available in diverse sources like books, articles,
journals, institutes of research, reviews, among others. After the experiment
was carried out, the researchers used the content analysis methodology.
According to Severino (2007), the
methodology makes possible the critically understand of manifest or hidden
meaning of communications. Content analysis allows to describing, analyzing,
and interpreting messages in all forms of discourse - be it verbal, written, or
imagery.
3.2.
Population
and sample
According to Sweeney et. al (2015),
the population refers to all the elements that are of interest to a given
study. In the work in question, the population investigated is made up of
advertisements from retail supermarkets. Due to the impossibility of analyzing
all elements of a population, a sample is taken, that is, a subset representing
it.
As this research is concerned with a
qualitative approach, it is understood that the number of advertisements is not
a determining factor for the suggested analysis. A total of 20 ads were
collected and analyzed from the 4 largest national supermarket retailers,
selected on their own websites. The choice of supermarket retailers followed
the criteria of most valuable brand rankings, developed by Interbrand and Brand
Finance.
They are Carrefour, Extra, Pão de
Açúcar and Walmart. According to the ranking of the most valuable brands in the
world made in 2017 by Brand Finance, retail Walmart appears in 8th position. In
the same ranking, Carrefour ranks 157th. In the ranking made by Interbrand of
Brazil's most valuable brands in 2014, Extra retail appears in 17th place,
while Pão de Açucar, in the 24th.
3.3.
Methodological
procedures
After collecting the commercials, a
flipchart containing all printed material was drawn up and listed sequentially
for the authors' observation. Following the approach of greimasian semiotics,
we tried to find out which significant variables were present in these
advertisements. According to Pessoa (2017), the semioticist always starts from
the search for oppositions between variables that present their enjoyment.
Since the binary opposition was the basis of the semiotic square, it was
possible to structure it.
A total of 3 (three) semiotic
squares were elaborated. After their elaboration, unstructured interviews with
semiotic experts were conducted to offer their considerations about them and to
designate, according to their opinion, which semiotic square best fits the
advertisements analyzed. According to Mattos (2005), an unstructured interview
is one in which the interviewee is allowed to decide how to construct the
answer. In this type of interview, the researcher seeks, through the
conversation, data that are relevant to the qualitative analysis in question
(BARROS; LEHFELD, 2007).
4. ANALYSIS OF RESULTS
4.1.
Variables
in the advertisements analyzed
Table 1: Variables in the advertisements analyzed
Present variables in the advertisements |
Number of advertisements |
Sample percentage |
Price and Product |
3 |
15% |
Product and People |
7 |
35% |
only People |
8 |
40% |
Price, Product and People |
1 |
5% |
None of the variables described above. |
1 |
5% |
Total |
20 |
100% |
This
stage of the work consisted in describing which significant variables were
present in the advertisements, offering the basis for later elaboration of the
semiotic square. As explained above, the name of signifier is designated to the
elements or groups of elements that enable the appearance of meaning at the
level of perception (GREIMAS, 1973). The results are shown in the table above.
The following is an individual analysis of each of the categories found.
4.2.
Semiotic
square of retail supermarket advertisements
After
analyzing all the advertisements that make up the corpus of the research, the
semiotic squares were elaborated. The four terms of each square are expressed
as a function of the variables present in the advertisements. According to
Floch (1988), it is understood that for each term there is a corresponding
correspondence in the level of the discursive structures (i.e. different
figurative universes, here called variables).
As
explained earlier in the methodological procedures, the semiotic elaborated
squares were presented to experts in semiotics along with the advertisements.
The following analysis was performed after interviews.
Figure
3: semiotic Square (1) of advertisements retail supermarket
Figure
4: semiotic Square (2) of advertisements retail supermarket
Figure
5: Square semiotic (3) of advertisements retail supermarket
It
should be noted, before proceeding analysis, disconsider the semiotic square
(3) shown in the Figure 10. Due to the similarity of the variables of the terms
established in relation of implication and, based on Pessoa's (2017) statement,
that the logical articulation is sustained even if a term is not fulfilled, the
authors suppressed a term of the square, as shown in figure 10. However, in
interviews with specialists, it was clarified that the semiotic square will
always have four terms - what can be (or not) advertisements that fit into each
of the categories presented.
After
the interviews, it was concluded that the semiotic square that best represents
the advertisements of supermarket retailers is provided in the Figure 8, which
comprises the variables sovereign product (rationalization thought),
rationalization with price, absent product (rationalization feeling) and
rationalization without price.
The
term sovereign product (rationalization thought) corresponds to advertisements
it was realized the intention to emphasize the products offered by retail,
making no mention of the consumer through in textual or figurative ments. In a
relation of implication, the term rationalization with price encompasses
advertisements that have an emphasis on the price of products. The lack of
consumer was perceived as intended to attract customers through logical
reasoning that the announcement suggests, without resorting to the possible
affective associations.
The
term absent product (rationalization feeling), includes advertisements in which
there is no mention of products or prices, only people. In addition to the
figurative elements showing people reproducing everyday situations (cycling, listening
to music, cooking, cheering for the Brazilian team), these ads have brief
textual elements like "here you do it in your way", "expert in
making you happy".
This
configuration was realize as the intention to promote the idea of the
importance that the customer has to retailers and, consequently, induce
affective associations to the image that retail has to consumer. Complementary
to absent product (rationalization feeling), the term rationalization without
price includes advertisements that are made only for people and products.
Through
figuration of the relationship between person and product, without the presence
of price, it is noted the intention both to simulate the possible use of the
product, such a shopping experience in the supermarket retail. Mostly, such
advertisements seek to simulate the shopping experience by showing customers
shopping at supermarkets. By showing the image of a happy consumer, with a
countenance of happiness, is associated such experience to a positive image.
By
making a synthesis, can be say that the terms found are defined in two types of
rationalization: thought and feeling. The terms sovereign product and
rationalization with price stimulate logical reasoning by addressing the
informative and utilitarian aspects of products as well as their prices. The
presence of the price provides the information necessary for the consumer to
analyze its usefulness and the resources that it has, or not, to make the
purchase.
The
terms absent product and rationalization without price stimulate affective
associations as they seek to bring the individual into the center of their
perspective. Without the price variable, it intends to attract the consumer by
promoting a positive image of the shopping experience that can be provided by
the retailer.
Deepening
proposition thinking/feeling, it can bring to the discussion a more abstract
dimension that permeates the analysis: be versus consume. Advertisements in
which the product and the price are absent suggest subjectivizing, while advertisements
where product and price are found present emphasize consumption. Not intended
to encompass the relationship be versus consuming naively, both approaches
ultimately aim to consumption. What differs is the focus of advertising: the
subject or object.
5. CONCLUSIONS
Through an intensive process of
observation of the authors with the corpus of research, it was possible to
analyze and structure the semiotic square that supports the discourse produced
by advertisements of supermarket retailers.
The analysis proposed found a match
with works previously made. Notes a consultancy developed by Floch, in 1988. In
this work, the structural semiotics contributed to the definition of a design
for a hypermarket. To this end, the author interviewed consumers in order to
understand what were the values they associated the shopping experience in a
hypermarket.
Through the analysis of the
discourse produced by them, they elaborated a semiotic square to illustrate
such values. The researcher found two values that permeated his discourses -
utilitarian and existential values. These values approximate the terms found
to illustrate the fundamental level of the discourses of the advertisements
analyzed here.
Utilitarian values approach the
terms sovereign product/rationalization with price - both advertisements as
consumers can be classified in terms of information/utility at the expense of
emotional associations. Existential values approximate the product
absent/rationalization without price - both advertisements as consumers can be
classified in terms of affective associations at the expense of
information/utility.
6. FUTURE STUDIES
In the present work, the authors
sought to analyze the advertisements of retail supermarkets through your
perceptions. It is suggested as a future study the elaboration of interviews
with consumers in order to investigate their perception of such advertisements,
deepening the study in question.
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