The impact of inclusive fashion advertising with plus-size models on female consumers: The mediating role of brand warmth

ABSTRACT This study investigates the effectiveness of inclusive advertising featuring both plus-size models and straight-size models on consumers’ responses. By building on the Brands as Intentional Agents Framework (BIAF), the study also investigates the mechanism of the positive effect of including plus-size models on brand performance. For this study, a between-subjects design of model body size (diverse versus straight only) and a moderator of consumer body size (plus versus straight) were used; a multivariate analysis of covariance was conducted, along with a mediation analysis, to test the proposed hypotheses. The results indicated that inclusive advertisements depicting models with diverse body sizes had a positive main effect on brand attitude and an indirect effect on brand attitude and purchase intention. Brand warmth mediated the positive effect of diverse body sizes on brand attitude and purchase intention. This study contributes to the literature on body image by demonstrating the effectiveness of including plus-size models on two levels of consumer responses – brand attitude and purchase intention – and by demonstrating the mechanism of brand warmth. This study also informs brand managers as to how embracing plus-size models can benefit brand performance.