An Analysis of the Linguistic Features and Persuasion Techniques Used in Written Advertisements by Maybelline New York

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AN ANALYSIS OF THE LINGUISTIC FEATURES AND PERSUASION TECHNIQUES USED IN WRITTEN ADVERTISEMENTS BY MAYBELLINE NEW YORK

A SARJANA PENDIDIKAN THESIS TITLE PAGE

Presented as Partial Fulfilment of the Requirements to Obtain the Sarjana Pendidikan Degree in English Language Education

By Clara Verina Angela Student Number: 141214078

ENGLISH LANGUAGE EDUCATION STUDY PROGRAM DEPARTMENT OF LANGUAGE AND ARTS EDUCATION FACULTY OF TEACHERS TRAINING AND EDUCATION SANATA DHARMA UNIVERSITY YOGYAKARTA 2018

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DEDICATION PAGE

“Impossible is nothing. Keep dreaming and fly high.”

“Believe in five centimeters in front of your forehead”

I dedicate this thesis to: Everyone who always asks about this.

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ABSTRACT

Angela, Clara Verina. (2018). An Analysis of the Linguistic Features and Persuasion Techniques Used in Written Advertisements by Maybelline New York. Yogyakarta: English Language Education Study Program, Department of Language and Arts Education, Faculty of Teachers Training and Education, Sanata Dharma University. In this modern era, companies make many advertisements of their products to communicate with the consumers. Advertisements become the popular way to persuade people in consuming the companies’ products. Companies use persuasive message through the language styles to build the new consumers’ belief. This research investigated the linguistic features and persuasion techniques used in Maybelline-New-York written advertisements. Maybelline New York is one of popular cosmetic brands around the world. Considering Maybelline’s successful marketing, the researcher has an interest in analyzing the language styles used in the written advertisements by Maybelline New York. This study had two research questions. They are (1) What linguistic features are used in Maybelline-New-York written advertisements? (2) What kind of persuasion techniques are used in Maybelline-New-York written advertisements to influence consumers? In analyzing the data, the researcher used theories from Grey (2008) about linguistic features in advertising and Kleppner (1986) about persuasion techniques in advertising. The first research question was answered by categorizing each word or sentence in written advertisements based on Grey’s theory (2008). The second research question was answered by identifying persuasion techniques used in each written advertisement based on Kleppner’s theory (1986). The research used document analysis since this research focuses on analyzing internet-transmitted documents in the form of written advertisements. Then, the researcher analyze the data with thematic analysis to categorize data based on the pattern. Based on the findings and discussion, the researcher found five linguistic features and two persuasion techniques which are used frequently in written advertisements by Maybelline New York. The linguistic features are hyperbole, potency, long noun phrase, present tense, and incomplete sentence. The persuasion techniques are pioneering stage and competitive stage.

Keywords: language styles, linguistic features, Maybelline New York, persuasion techniques, written advertisements.

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ABSTRAK

Angela, Clara Verina. (2018). An Analysis of the Linguistic Features and Persuasion Techniques Used in Written Advertisements by Maybelline New York . Yogyakarta: Program Studi Pendidikan Bahasa Inggris, Jurusan Pendidikan Bahasa dan Seni, Fakultas Keguruan dan Ilmu Pendidikan, Universitas Sanata Dharma.

Di era modern ini, perusahaan membuat banyak iklan produk untuk berkomunikasi dengan konsumen. Iklan menjadi salah satu cara yang populer untuk membujuk orang dalam mengonsumsi produk perusahaan. Perusahaan menggunakan pesan persuasif melalui gaya bahasa. Penelitian ini menyelidiki fitur linguistik dan teknik persuasi yang digunakan dalam iklan tertulis Maybelline- New-York. Dengan mempertimbangkan pemasaran Maybelline yang sukses, peneliti memiliki minat dalam menganalisis gaya bahasa yang digunakan dalam iklan tertulis oleh Maybelline New York. Penelitian ini memiliki dua rumusan masalah. Rumusan masalah tersebut adalah (1) Apa sajakah ciri linguistik yang digunakan dalam iklan tertulis Maybelline-New-York? (2) Jenis teknik persuasi apa yang digunakan iklan Maybelline-New-York untuk mempengaruhi konsumen? Dalam menganalisis data, peneliti menggunakan teori dari Grey (2008) tentang linguistic features in advertising dan Kleppner (1986) tentang persuasion techniques in advertising. Rumusan masalah yang pertama dijawab dengan mengkategorikan setiap kata atau kalimat dalam iklan tertulis berdasarkan teori Grey (2008). Rumusan masalah yang kedua dijawab dengan mengidentifikasi teknik persuasi yang digunakan dalam setiap iklan tertulis berdasarkan teori Kleppner (1986). Penelitian ini menggunakan analisis dokumen karena penelitian ini berfokus pada analisis dokumen internet yang ditransmisikan dalam bentuk iklan tertulis. Kemudian, peneliti menganalisis data dengan analisis tematik untuk mengkategorikan data berdasarkan pola. Berdasarkan hasil penemuan dan diskusi, peneliti menemukan lima fitur linguistik dan dua teknik persuasi yang sering digunakan dalam iklan tertulis oleh Maybelline New York. Fitur linguistiknya adalah hyperbole, potency, long noun phrase, present tense, and incomplete sentence. Teknik persuasi adalah pioneering stage and competitive stage.

Kata kunci: language styles, linguistic features, Maybelline New York, persuasion techniques, written advertisements.

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ACKNOWLEDGEMENTS

First of all, I would like to express my gratefulness to Jesus Christ, for the unstoppable blessing me to finish my thesis. He always gives me strength to wake up again, try again, and becomes my power to go through this level.

Second, I respectfully express my deepest gratitude to my thesis advisor,

Drs. Pius Nurwidasa Prihatin, M.Ed., Ed.D. for the times and patience in giving me advice and guidance to finish the thesis. He kindly supports and encourages me to give my very best effort through this level. I would also like to express my sincere gratitude to all lecturers in English Language Education Study Program for their knowledge, advices, and guidance which I gained throughout my study in

Sanata Dharma University.

Third, I acknowledge my thankfulness to my beloved parents, Yohanes Dwi

Baruno and Yohana Fransiska Artie Wahyuningsih for their endless prayers, love, and supports. I would also like to thank my brothers, Christian Dio Alpha

Ganesha and Fransiskus Dwian Prayoga for their love and support. Without their supports, I would never be here to finish this thesis.

Then, I would like to give my love and special thanks to all the members of

Zet-zet Squad who teach many meaningful lessons of life and unforgettable moments in the last 4 years. I would like to give my special thanks to my Wonkave family, Maria Wangi, Krisna Efrata, Asto, Girinda Kapindi, Gregorius Wendi, and Christina Atika for accompanying me to finish the thesis together. I would never forget my best supporting team, Monica Della Andarupraja, Devita Putri

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Saraswati, Johan Tobias, Monica Dara, and Andreas Handyanta for their kindheartedness. They are my angels who help me to the finishing my thesis.

Next, I would like to give my thankfulness to the person who teaches me the beautiful pain in the last 5 years. Through this deep pain, I can prove to the world that I am strong enough to cross the sea.

Last but not least, I would like to say thanks to my best friends, my classmates in class, C6 class, all ELESP students batch 2014, for being helpful friends during my study in Sanata Dharma University. They painted my canvas life with many colourful stories.

Clara Verina Angela

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TABLE OF CONTENTS

TITLE PAGE ...... i APPROVAL PAGES ...... ii DEDICATION PAGE ...... iv STATEMENT OF WORK’S ORIGINALITY ...... v PERNYATAAN PERSETUJUAN PUBLIKASI ...... vi ABSTRACT ...... vii ABSTRAK ...... viii ACKNOWLEDGEMENTS ...... ix TABLE OF CONTENTS ...... xi LIST OF TABLES ...... xiv LIST OF FIGURES ...... xv LIST OF APPENDICES ...... xvi

CHAPTER I. INTRODUCTION ...... 1 A. Research Background ...... 1 B. Research Questions ...... 4 C. Research Significance ...... 4 D. Definition of Terms ...... 6 1. Linguistic Features ...... 6 2. Persuasion Techniques ...... 6 3. Advertisements ...... 7 4. Maybelline New York Company ...... 8

CHAPTER II. REVIEW OF RELATED LITERATURE ...... 9 A. Theoretical Description ...... 9 1. Advertisements ...... 9

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2. Linguistic Features ...... 11 3. Persuasion Techniques in Advertisements ...... 20 B. Theoretical Framework ...... 22

CHAPTER III. RESEARCH METHODOLOGY ...... 24 A. Research Method ...... 24 B. Types and Sources of Data ...... 25 C. Data Gathering Technique ...... 26 D. Data Analysis Techniques ...... 28 1. Data Reduction ...... 28 2. Data Display ...... 31 3. Conclusion Drawing ...... 33 E. Triangulation ...... 33 F. Trustworthiness ...... 33

CHAPTER IV. RESEARCH FINDINGS AND DISCUSSION ...... 35 A. Data Reduction ...... 35 B. Data Display ...... 38 1. The linguistic features which are used to exaggerate products’ superiority ...... 39 2. The linguistic features which are used to introduce new products ...... 40 3. The linguistic features which are used to explain the effects of using the products ...... 40 4. Persuasion technique used to persuade consumers to buy new products41 5. Persuasion technique used to compete with other products ...... 42 6. Persuasion technique used to manage the products’ existence ...... 42 C. Conclusion Drawing ...... 43 1. Linguistic Features Used by Maybelline New York ...... 43 a. Hyperbole ...... 45 b. Potency ...... 46

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c. Long Noun Phrase ...... 47 d. Present Tense ...... 47 e. Incomplete Sentence ...... 48 2. Persuasion Techniques Used by Maybelline New York ...... 49 a. Pioneering Stage ...... 51 b. Competitive Stage ...... 52 c. Retentive Stage ...... 53 D. The Research Relevance with English Language Teaching ...... 54

CHAPTER V. CONCLUSIONS, IMPLICATIONS AND RECOMMENDATIONS ...... 56 A. Conclusions ...... 56 B. Implications ...... 59 C. Recommendations ...... 60

REFERENCES ...... 61 APPENDICES ...... 63

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LIST OF TABLES

Table 3.1 Maybelline New York Written Advertisements List ...... 26 Table 3.2 The Observation of Lexical Features ...... 27 Table 3.3 The Observation of Syntactic Features ...... 27 Table 3.4 The Observation of Persuasion Techniques ...... 28 Table 3.5 Frequent Linguistic Features Used ...... 32 Table 3.6 Persuasion Techniques Used ...... 32 Table 4.1 Coding Scheme ...... 36 Table 4.2 Linguistic Features Used in Written Advertisements by Maybelline New York ...... 44 Table 4.3 Persuasion Technique Used in Written Advertisements by Maybelline New York ...... 50

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LIST OF FIGURES

Figure 3.1 Coding Scheme ...... 30 Figure 4.1 The Contribution Data of Linguistic Features and Persuasion Techniques Used in Written Advertisements by Maybelline New York ...... 38

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LIST OF APPENDICES

Appendix I Written Advertisements Images by Maybelline New York ...... 64 Appendix II Observation Tables ...... 67 Appendix III Theme Tables ...... 77

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CHAPTER I

INTRODUCTION

This chapter determines an introduction of the problems of this study. The researcher aims to present the research background, research questions, research significance, and definition of terms.

A. Research Background

The study is about the linguistic features and persuasion techniques used in written advertisements. Advertisers used linguistic features and persuasion techniques as the language style to persuade consumers. Language is the main tool in communication. People communicate each other with their own language styles.

It means that every language has its own words style to be spoken or written. Styles in a language is a set of conscious or unconscious choices of expression, inspired or induced by particular context (Verdonk, 2002). The choice of words used in language is defined as the language style.

This linguistic research has relevance with English language teaching, especially teaching English for Specific Purpose (ESP) and genre-based teaching.

Petrovska (2008) agrees that “the ESP students can be encountered with interesting uses of language, culture, and visual elements in ads; even more they can suggest ways of exploiting them in classroom” (p. 167). Since advertisements were made with their own characteristic language styles, exploring the linguistic features and persuasion techniques of advertising bring ESP students closely to the target language culture. The learning process becomes more enjoyable and also more

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motivating. Meanwhile, learning the linguistic features and persuasion techniques in advertisements is related with genre-based teaching. LUU (2011) defines “genre- based approach emphasizes the importance of exploring the social and cultural context of language use on a piece of writing.” (p. 123). In this case, the study may be a material in teaching English language with writing genre based. It means that learning the languages styles in advertisements give benefit in improving the writing skill. Students will learn how to write a short functional text such as advertisement with the appropriate linguistic features.

In this modern era, companies make many advertisements of their products to communicate with the consumers. Advertisements can be formed in visual or printed media. Advertisements have their own language style to attract consumers’ attention. Language styles in advertisements is needed to make the persuasive message. Advertisements are the persuasive media of communication to help companies achieve marketing objectives (Gilson and Berkman, 1986). It means that advertisements have their own persuasion techniques to catch the products’ existence.

Then, the companies’ job is how to make the best advertisement with attractive and suitable language styles to meet the consumers’ needs. Leech (1972) identifies attention value, readability, memorability, and selling power as four major functions of successful advertisements. In this case, advertisers apply the suitable linguistic features and persuasion techniques to fulfil the four major functions of successful advertisements. Grey (2008) states lexical features and syntactic features as the two types of linguistic features in advertising. Lexical

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features which are deal with the choice of words that used in advertisements such as hyperbole, potency, familiar language, repetition, and humor. Syntactic features which are deal with the grammatical properties that used in advertisements such as short sentence, long noun phrase, use of imperative, and ellipsis. The use of linguistic features can determine what kinds of persuasion techniques that used to influence the consumers. Kleppner (1986) defines three stages of persuasion techniques in advertising; pioneering stage, competitive stage, and retentive stage.

Advertising becomes the most popular way to persuade people in consuming some products. White (1988) states, “advertising is a weapon of competition as well as merely a way of achieving sales” (p. 9). The researcher chooses advertisements because it related with human daily life. All the people can see advertisements on the internet, television, brochure, websites, matchbook covers, in newspaper, on trash containers, in magazines, in our mail, on buses and taxicabs, and on the billboards. We also hear advertisements from radio even when we are in the supermarket. It means that advertising seems to be all around us, whenever and wherever we are (Weilbacher, 1984).

The researcher chooses cosmetic brand advertisements to be examined because nowadays cosmetic becomes the big obsession and interest in women life.

Women tend to buy everything which make them attracted. One of the popular cosmetic brands is Maybelline New York. This brand has existed around 103 years and has become one of the big cosmetic brands around the world. Considering

Maybelline New York Company’s success in selling products, the linguistic features and persuasion techniques used in the written advertisements will be

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analyzed by the researcher. There are fourteen written advertisements by

Maybelline New York that would be analyzed. Those advertisements choose from the best seller products list in Maybelline New York official website. Those selected written advertisements have at least four stars on the review by the consumers.

To summarize, the research aims to analyze linguistic features and persuasion techniques. Since the study is about linguistics, this study will also be useful in language teaching, especially in teaching English for Specific Purpose

(ESP) and genre-based teaching. Thus, teachers can use this topic as the material in analyzing advertisement language.

B. Research Questions

Based on the background above, the research questions are formulated as follows:

1. What linguistic features are used in Maybelline-New-York written

advertisements?

2. What kind of persuasion techniques are used in Maybelline-New-York

written advertisements to influence consumers?

C. Research Significance

In this part, there are some benefits of the research for English teachers, advertisers, consumers and future researchers.

1) English Teachers

The study can be useful for English teaching. Advertisements can be the main material in teaching English. Since advertisements are made by their own

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linguistic features, teachers may use advertisements as the material in teaching

English for Specific Purpose related to analyzing the advertising language.

Meanwhile, teachers may use linguistic features and persuasion techniques of advertising as the material in genre-based teaching. Genre writing is the best approach related with language styles in advertisements.

2) Advertisers

Nowadays, making advertisement is like a competition for companies. They must has the competence to make the attractive advertisements. This research will help advertisers to make the high quality advertisements with some considerations from many aspects such as suitable linguistic features and persuasion techniques that used in advertisements.

3) Consumers

This research helps the consumers to be wiser while deciding to buy product on the advertisements. Knowing the language styles of advertising help the consumers to make sure what is the meaning and purpose of the advertisements first. They will think before act to buy the product. In the other words, they increase the awareness of consuming product and they will realize that buying products is not only based on the words written in advertisements.

4) Future Researchers

The researcher has an expectation that the future researchers can use this research as the orientation. Especially the future researchers who has the same interest in linguistic research. Then, the future researchers have to apply more good ideas to make the research better.

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D. Definition of Terms

The definition of terms are needed to prevent misinterpretation of the research. In this section, there are important terms which are used in the research.

They are definition of linguistic features, persuasion techniques in advertisements, advertisements, and Maybelline New York Company.

1. Linguistic Features

The choices of language styles in the advertisements is needed to persuade customers when they read the advertisements. Styles in a language is a set of conscious or unconscious choice of expression which is inspired by particular context (Verdonk, 2002). In this research, the language styles refer to the linguistic features used in Maybelline-New-York written advertisements. There are two types of linguistic features according to Grey (2008) namely lexical features and syntactic features. Lexical features deal with the choice of words that used in advertisements such as hyperbole, potency, familiar language, repetition, and humor. Syntactic features deal with the grammatical properties that used in advertisements such as short sentence, long noun phrase, use of imperative, and ellipsis. Those features were used to analyze Maybelline-New-York written advertisements. Through the linguistic features that applied, the researcher analyzes what kinds of persuasion techniques are used in every written advertisement.

2. Persuasion Techniques

Persuasive messages are need to build the new consumers’ belief in buying the advertised products. According to Ross (1994) “persuasion is a process of skilfully and ethically using logical thoughts, effective appeals, credibility and

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ethical proof to influence and motivate others to responds as you wish them to” (p.

168). Then, persuasion techniques is a strategy that is used to persuade people in consuming the products. In this research, persuasion techniques refers to strategies or stage which used in each Maybelline-New-York written advertisements.

Kleppner (1986) defines three stages of persuasion techniques in advertising such as pioneering stage, competitive stage, and retentive stage.

3. Advertisements

Companies used advertisements as a tool to communicate with their consumers. The companies or institutions competing each other to attract consumer’s attention to reach the goals of their product marketing. Therefore, they make the advertisements in a good language style as the weapon. El-daly (2011) defines the definition of advertising.

The term ‘advertising’ comes down to us from the Medieval Latin verb advertere to direct one’s attention to. It is any type or form of public announcement intended to direct people’s attention to the availability, qualities and/or cost of the specific commodities or service (p. 25).

It means that advertisements are made to attract consumers’ attention.

According to Weilbacher (1984), advertising consists of media messages which are paid for and contracted by a company that wishes to increase the probability that those reached by the message. It means that advertisements are made to persuade people called consumers with the attractive message inside.

In this research, the researcher chooses written advertisements by

Maybelline-New-York. The researcher will analyze the language styles used in the written advertisements. The main objects that will be analyzed by the researcher are

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the linguistic features and persuasion techniques of Maybelline-New-York written advertisements.

4. Maybelline New York Company

Maybelline New York is one of the popular and big cosmetics brand in the world. It is a well-known cosmetic brand which is available in over 129 countries worldwide and offering more than 200 products. In 1913, there was a young chemist named Thomas L. Williams from Chicago city. He had a dilemma because of his older sister, Maybel. She was in love with a man who loved someone else. To attract the man, Maybel used Vaseline petroleum jelly on her brows and lashes. Thomas tried to increase her allure by adding carbon dust. It made Maybel’s lashes and brows dramatically darker. Two years later, Maybel got the man and Thomas realized what can be a big invention in global industry. He made a company named

Maybelline as the combination of Maybel and Vaseline.

In 1917, the company launched Maybelline Cake Mascara as the first modern eye cosmetics for every day. While in 1960s, Ultra Lash produced as the first mass-market automatic. Williams to Plough, Inc. bought Maybelline Company in 1967. It made all the entire productions moved from Chicago to Memphis. Then, in 1990, Maybelline Company have sold by a New York investment firm named

Wasserstein Perella & Co until now.

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CHAPTER II

REVIEW OF RELATED LITERATURE

This chapter reveals some related studies and theories that used in the research. This chapter is divided into two major parts. The first part is theoretical description which reviews related studies and also theories that are used as the references. The second part is theoretical framework which are assembled the major theories used to answer research questions.

A. Theoretical Description

There are some theories which are used as the foundation of the research.

This part explains about advertisements, linguistic features and persuasion techniques in advertising.

1. Advertisements

This part explains several things which deal with advertisements; the definition of advertisements, the functions of advertisement and the types of advertisements. a. Definition

Advertisements affect costumers’ choice of product because advertisements usually bring some information about new products and products’ improvement. It means that advertisements grow customers’ attention to buy things which they should not buy. According to Gilson and Berkman (1986), advertisements are the persuasive media communication which are design to help companies in achieving

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10 the marketing goals. Advertisements consist of media messages which are paid and contracted by companies. Companies wish to increase the probability of people reached by the message that behave or believe as the advertisers wish them to behave or believe (Weilbacher, 1984). b. Functions of Advertisements

The good advertisements have some functions in advertising the products.

Taylor (1986) defines some functions of advertisements. To create consumer awareness and products differentiation is the first function of advertisement.

Through advertisements, companies reveal that their products can fill up the satisfaction of customers and they also show that their products are the best among the same products.

The second function, advertisement is used to create consumer good-will.

Companies build the new consumers’ thought that the product is the best choice when they choose to buy the companies’ products through advertisements. The third function, advertisement reinforces existing behavior. When customers become aware of the companies’ product, companies have to continue advertising their product in order to keep the customers’ awareness. It makes the product more visible in consumers’ eyes.

Last but not least, advertisements have been made to make sales. It becomes the main important function of advertisement because the goals of advertisement is to persuade customers to buy the companies’ products. Customers buy the product easily even though they do not need the products at that time. Advertisement is the

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11 main tool and has the main role in persuading people that become the companies’ benefit. c. Types of Advertisement

Advertisements are divided into some types based on the shape. Gilson and

Berkman (1986) divided four types of advertisement. The first type of advertisements is printed media such as newspaper and magazine. The second type is broadcasted media advertisements such as advertisements in television, internet and audio. The third is direct and special media such as advertisements in catalogue, mail package, pen and calendar. Lastly, advertisements which we have seen on the poster in the bus shelter are included as out-of-home and directory media type.

2. Linguistic Features

Every advertisement has its own language styles. The language styles in advertisements usually deal with linguistic features. According to Grey (2008), there are two types of linguistic features in advertising. They are lexical features and syntactic features. a. Lexical Features

Lexical features of advertisement confer the advertisements to become more unique. Advertisers choose the appropriate words to persuade consumers. The choice of words are produce a language style. Lexical features also make the advertiser to consider the use of diction in advertisements to grab customers’ attention and willingness. Lexical features consist of ten features as follow:

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1) Hyperbole

Hyperbole helps advertisers to make interesting advertisements. It is because hyperbole words increase the products’ sense of superiority. People usually use hyperbole to exaggerate something, especially when describe thing in exaggerating manner. Leech (1972) agrees that hyperbole often related with personal value and sentiments such as opinion and personal feeling. It means that sometimes hyperbole created by the advertisers’ perception. The example of hyperbole words are the use of real, perfect, fresh, more, new, and improved in some advertisements.

2) Neologism

The new words which are created by combining one word with another word are neologism words. Since attracting consumers’ attention is the goal of advertisements, advertisers try to create the new expressions or words to make the interesting advertisements. Grey (2008) interprets a neologism as a new expression or a word which is created by evolve two or more word parts together to be a new word. An example, Sarchasm is a neologism of the gulf between the author of sarcastic wit and the person who does not get it. This word combines sarcasm with chasm for a humorous word.

3) Weasel Word

Weasel word is used to modify statements, weakening any real meaning or force. Grey (2008) says that a weasel word proposes a meaning without actually being exact or specific. Helps, supports, is useful, better, improved, gains, works, effective, seems, like, most, almost, up to, and as many as are the usual weasel words that used in advertisement. The use of weasel word makes the consumers wonder

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13 about the exact meaning of the word. An example, there is written ‘change your color skin’ in an advertisement. The word change makes customers wonder what kinds of change it will be. Actually there is no explanation of the question written in advertisement.

4) Familiar language

One of the ways to attract customers’ attention is involve the readers to feel the sense of advertisements. Advertisers can use familiar language to make it. Grey

(2008) agree that the use of pronoun make the audience feel involved within the advertisement. The use of pronoun as the familiar language makes the advertisement friendlier and show good attitude toward customers. An example is the use of ‘you’ in the L’Oreal’s slogan: “Because You’re Worth It”. When the consumers read the slogan, they will feel that they are worth it. Then, consumers agree with the statement and buy the products.

5) Simple vocabulary

The use of simple vocabulary makes the advertisements easy to remember.

The memorable advertisements are the good advertisements. It means that advertisements must be simple but also brief and clear. Besides that, it should contain of attractive feeling. The use of simple vocabulary also makes the advertisements easy to remember since the vocabulary used are simple or common.

An example, there is a slogan from Chitato, ‘Life is never flat’. It is a simple sentence but easy to understand, so that consumers can easily remember the word.

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6) Repetition

Say something repeatedly is grab hearer’s attention easily. In advertisements language, repetition is used to make the sentences in the advertisement more interesting. It mostly appears in the written part of advertisement. Repetition is divided into three types. The first type is alliteration. It is the repetition in the initial consonant sound of a word to produce rhythmical and musical effect. An example is Bobby read a book by the babbling brook use the repetition of /b/ sound to make the attractive sentence. The second type, rhyme, is a pattern of identity of sound between words extending from the end to the last fully accented vowel. An example is mean machine. The last type is rhythm. It is a regular pattern produced by varying the stressed and unstressed syllables of the words. An example, drinka pinta milka day.

7) Euphemism

Euphemism contains of fake meaning. Advertisers usually used this features to softer the word which is not appropriate to be heard. Grey (2008) explains that euphemism is a type of figurative language which brings connotative meaning. It is a phrase which pretends communicate but actually does not. Euphemism used to make something bad seems good, a negative thing seems a positive thing, the unnatural seems natural, the unpleasant thing seems attractive or at least appropriate to show or tolerable. An example, people who do not have good economy life will be better called as economically disadvantages rather than poor. The poor word can be said as an impolite word to say, so the advertiser change the word with economically disadvantages.

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8) Humor

On the most basic level, laughter connects all kinds of human. It is because everyone loves funny thing rather than serious one. The sense of humor in advertisements helps advertisers to attract consumers’ attention more. It is used to entertain consumers and makes the advertisements funnier. The use of humor also helps advertisers to deliver every kind of information in advertisement easily. It is because humor makes an emotional connection between the consumers and the advertised products. A good emotional connection will create the lasting impression. Good impression is needed to keep the consumers’ believe in consuming the products.

9) Glamorization

Glamorization is used to enrich the message in advertisements. Advertisers usually combine some uncommon words to create glamorization. Grey (2008) gives an example of the using of glamorization in the advertisement: old house is changed with charming, characterful, olde, worlde or unique house. The use of those word makes the word old house become more interesting. Glamorization usually happened when the advertiser combined uncommonly daily speaking word in the advertisement.

10) Potency

Potency word can influence consumers to buy the products. Grey (2008) says that the words which are able to offer new value, novelty or immediacy are potency words. It means that the using of potency words in advertisement can cause a profit in influencing the audience. Advertisers used potency word to explain the

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16 products’ quality. Grey (2008) recognizes words such as free, new, suddenly, announcing, introducing, it’s here, just arrived, important, development, improvement, amazing, sensational, remarkable, revolutionary startling miracle, magic, and offer are the example of potential words. b. Syntactic Features

Syntactic features deal with the groups of words which are have the same grammatical properties. Grey (2008) defines ten kinds of syntactic features based on the emergence of similar grammatical structure in the form of phrase. The using of syntactic features in advertisements usually shows how the simple the language styles that used in advertisements.

1) Short Sentence

Short sentence is used to help consumers to understand the message clearly.

It also has the purpose to grab the consumers’ attention. The using of short sentence must sum up all the information about the products. It will make a big impact when readers read the written advertisement. The main purpose is to attract the readers’ attention and make them understand about the product well. Short sentence makes the advertisement memorable and understandable in the same way. An example, there is an advertisement use break the limit as the short sentence. The meaning of the sentence is clear and memorable.

2) Long Noun Phrase

Long noun phrase usually used to describe many products’ specifications briefly. Based on Grey (2008), advertisers used long noun phrase to describe the advertised products in more than three words or more than two independent phrases.

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It will help them to impress the consumers. The advertisers usually apply long noun phrase with some adjective words in creative and interesting way. For example, an advertisement says, international ice cream sensation and thick rich Belgium chocolate. There were two long noun phrases used. From that sentence, the readers can see how the ice cream was, how the quality of chocolate and how the pleasure if the consumers eat the ice cream. It means that long noun phrases were used to raise customers’ feel and think about the extraordinary products’ qualities. It also makes the product better than the other similar product.

3) Ambiguity

Ambiguity can use to increase consumers’ curiosity of the products.

Everything can be present in some meanings. Ambiguous phrase is a phrase or a sentence which has more than one cognitive meaning. Leech (1972) distinguishes ambiguity in two types; lexical ambiguity and grammatical ambiguity. Lexical ambiguity consists of lexical homonymy and lexical polysemy. While, grammatical ambiguity consists of grammatical homonymy and grammatical polysemy.

An example, mole is lexical homonymy word. It is because mole has three different meanings. The first meaning, mole is a small mammal. The second meaning, mole is a small dark spot on people skin. Third, mole also means as a person who works for an organization or government but secretly gives information to the competitors. Another example, I love moving chair is grammatical homonymy. The word moving chair in the sentence is ambiguous. Whether it means as the chair that move or the cause of moving the chair to somewhere. Last example,

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18 grammatical polysemy can be seen in sentence Mark drinks banana. The use of present tense in the sentence make the ambiguous meaning. Whether it is a habitual activity or something that just happening.

4) Use of Imperative

Advertisers can use an imperative to take an order. They usually use it when they want consumers to act or do something such as buying and using their advertised product. It means that imperative word having a power to direct an action.

An example, in the poster of clothing discounts, there is a phrase ‘Grab it fast!”.

When read this sentence, consumers were hypnotized to grab the product fast. The imperative words are written in a short sentence, so consumers can read the order faster.

5) Simple and Colloquial Language

Advertisers usually use this language style only in informal expressions. It means that using simple and colloquial language increase informality in the advertisements. Grey (2008) agrees that colloquial expressions do not bear the meaning which they normally have. Slang words are belonging as simple and colloquial language. An example is the using of ain’t word in They ain’t got to say makes the sentence looked informal. The word ain’t is a slang word in English which is mean no. It is the abbreviation of am not, are not, has not, have not, and is not. People usually use this word in speaking activities. It can indicate the presence of simple and colloquial language.

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6) Present Tense

Present tense is usually applied to inform something which is happening now.

It means that present tense word in advertisement brings the “happening now” sensation when consumers read the sentence. Grey (2008) assumes that a present tense implies a universal timelessness. In the other word, present tense build the real time effect to the consumers. Advertiser may use this style if they want the consumers feel like in the real time when they hear or see the advertisements.

7) Syntactic Parallelism

Advertisers used syntactic parallelism to attract consumers when they read the message in advertisements. Syntactic parallelism is the repetition of words which have similar structural forms. Leech (1972) interprets parallelism as a repetition of formal patterns of two or more similar ideas in similar structural forms.

For example, happy wife, happy life. The repetition of word happy grow the readers’ attention because of the similar patterns.

8) Association

An advertisement has to relate or associate the product’s positive side with something else in a positive way too. Sometimes, advertisements which are used association indicated by the use of words like and as. An example, there is sentence in an advertisement fresh as a mountain stream. The word freshness is associated with a mountain stream although they are two different things.

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9) Ellipsis

Advertisers used ellipsis features to omit some words in delivering message.

“Ellipsis is the omission of part of a structure.” (Goddart, 2002, p. 123). While based on Cook (1996), ellipsis is a style which aims to create the sense of formality in the advertisement. It means that informality is needed to make interesting advertisement. Then, advertisers use ellipsis to reduce the formality. An example, the utterance “Expresso, what else?” in advertisements is grammatically wrong because it should be “You’ll take Expresso. What else would you like to drink?” in grammar rules.

10) Incomplete Sentence

When seeing the advertisements, consumers pay attention to the sentence very carefully. Especially in the visualized advertisements, consumers will pay attention more. Moreover, Grey (2008) classifies that using the incomplete sentence can help the consumers catch the key point of the message. It is because the message in the form of incomplete message but to the point. An example is a slogan from one of popular brands, “Have a break, have a KitKat”. It is the slogan of KitKat.

The slogan is more interesting in advertisement instead of “When you have a break, you have to eat KitKat”.

3. Persuasion Techniques in Advertisements

Delivering persuasive message is the main purpose of advertisements.

Hornby (1995) defines “persuasion refers to the action of persuading or being persuaded” (p. 864). It means that persuasiveness can be grown by persuasion.

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Persuasion become the important part in advertising. Kleppner (1986) aims an idea of the classification of persuasion techniques based on the marketing situation and human characteristics. The main consideration of those three techniques is the product existence in the marketing area and how people’s attitude towards the product. There are three persuasion techniques in advertisements: Pioneering stage, competitive stage, and retentive stage. a. Pioneering Stage

This technique is used to advertise the products which have just been released. Kleppner (1986) defines three purposes of the pioneering stage of product’s life cycle:

1) To educate consumers about the new product or service 2) To show the people have a need they did not appreciate before and that the advertised product fulfils that need. 3) To show that a product now exists that is actually capable of meeting a need that already had been recognized but previously could have been fulfilled (p. 95) b. Competitive Stage

Competitive stage is the next step after pioneering stage. Kleppner (1986) says “once customers accept a pioneering products, there is going to be a competition. Consumer now knows what the product is and how it can be used” (p.

98). At this time, customers think about the decision to buy the appropriate product.

In this stage, companies compete each other to make a unique advertisement. That is why the name of this stage is competitive stage. It makes the advertisers to emphasize why customers should choose and buy the advertised product instead of the other similar product. Communicating the product’s position or distinguish

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22 from other brands is the main purpose of competitive stage technique. It means that advertisers have to explain the products’ characteristic. c. Retentive Stage

When the product has been known, popular, and used by customers, the technique that is used to advertise the product is retentive stage. Kleppner (1986) states the advertiser’s goal in this stage “… to maintain market share and ward off consumer trial of other products” (p. 100). The retentive stage is also known as the reminder stage because the purpose of this technique is to maintain the existence of the advertised product. Advertisers need to remind the customers that the product still exists in markets. This technique is usually used for the products which have been advertised for a long time.

B. Theoretical Framework

This section explains how the theories will be used to analyze and answer the research problems. The research aims to analyze linguistic features and persuasion techniques used in written advertisements by Maybelline New York.

The researcher finds two relevant theories to answer research questions.

First, the researcher uses the theory of linguistic features in advertisement by Grey (2008) to answer the first research question. The research uses this theory because it explains every feature clearly and related with the topic. There are two parts of linguistic features in advertisement. The first part is lexical features which deal with the using of words in the written advertisements. The researcher will classify and analyze each word and sentence which are written in advertisements.

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The research will also analyze the use of diction and the meaning of the words are related with lexical features. Every feature has its own code and mark, so the data will be categorized based on the pattern. The lexical features consist of hyperbole, neologism, weasel word, familiar language, simple vocabulary, repetition, euphemism, humor, glamorization, and potency.

The second part of linguistic features in advertisement is syntactic features.

Those features deal with the grammatical properties used in the written advertisements. The researcher will analyze each sentence which are written in advertisements based on the grammatical properties in syntactic features. Every feature has its own code and mark, so the data will categorize based on the pattern.

The syntactic features consist of short sentence, long noun phrase, ambiguity, use of imperative, simple and colloquial language, present tense, syntactic parallelism, association, ellipsis, and incomplete sentence.

Second, the researcher uses the theory of persuasion techniques in advertising by Kleppner (1986) to answer the second research question. Based on the data findings of linguistic features used in written advertisements, the researcher will analyze the persuasion technique used in each advertisement in persuading consumers. There are three techniques of persuasion in advertisement: the pioneering stage, competitive stage and retentive stage. The researcher uses this theory because it has clearer explanation of its parts in order to analyze and classify

Maybelline-New-York written advertisements.

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CHAPTER III

RESEARCH METHODOLOGY

This chapter presents the use of methodology and analysis in conducting the research. It is divided into six parts. They are, namely research method, types and sources of data, instruments and data gathering technique, data analysis techniques, triangulation, and trustworthiness.

A. Research Method

The research was conducted by analyzing the linguistic features and persuasion techniques used in written advertisements by Maybelline New York.

The research has two questions to be answered. They are (1) What linguistic features are used in Maybelline-New-York written advertisements? (2) What kind of persuasion techniques are used in Maybelline-New-York written advertisements to influence consumers? The researcher used qualitative research as the approach.

Fraenkel and Wallen (2006, p. 422) state that “qualitative research is a study which investigates the quality of relationship, activities, situation, and materials. Besides, the data collected are the forms of descriptive rather than numerical data or statistical data”. It means that the research focused on the descriptive data.

Numerical data are used to support in scoring the data.

The researcher used document or content analysis as the method to analyze the data. According to Bowen (2009) in his article, “document analysis is a systematic procedure for reviewing or evaluating documents—both printed and electronic (computer-based and internet-transmitted) material” (p. 27). In this

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25 research, the electronic internet-transmitted data were analyzed in the form of written advertisements by the observers. Moreover, Ary, Jacobs and Sorensen

(2010) define content analysis as a research method which is used to identify certain features of written or visual data materials such as newspaper, textbooks, advertisements, and speeches (p. 457). Since the research focused on identifying and analyzing certain features in written advertisements which as the source data, so the researcher used document analysis as the appropriate method.

B. Types and Sources of Data

In this research, the document used were internet-transmitted data in the form of written advertisements by Maybelline New York According to Ary, Jacobs and Sorensen (2010), advertisement is one of the written data materials which are identified in content or document analysis research. The research dealt with the linguistic features and persuasion techniques used in written advertisements products by Maybelline New York based on the theories that had been explained in the previous chapter. The researcher took the data online with some considerations.

There were some qualifications in choosing the products. First, the products must be listed in best seller products by Maybelline New York. Second, the products have at least four stars of review in the Maybelline-New-York official’s website.

The best seller products with good review showed that the products were popular among the consumers as the beauty enthusiasts. It means that the advertisements succeed attracting the consumers’ attention and made the consumers want to buy the products. Last, the products must be advertised in the written advertisements by

Maybelline New York. In this research, there were 14 written advertisements that

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26 chosen based on the qualifications. Here, the advertisements data list which is presented in the table 3.1:

Table 3.1 Maybelline-New-York Written Advertisements List

No Products Number of Reviews 1. Super Stay Matte Ink Un-nude Liquid Lipstick 7090 2. Great Lash Royal Blue Washable Mascara 4166 3. Color Sensational Shaping Lip Liner 3675 4. Volum’ Express The Colossal Big Shot Washable 3594 Mascara 5. Super Stay 24 Liquid Lipstick Super Impact 2979 6. Color Sensational Matte Metallics Lipstick 2794 7. Super Stay Better Skin Foundation 2566 8. Brow Drama Shaping Chalk Eyebrow Powder 2108 9. Fit Me Matte + Poreless Foundation 2031 10. Shine Compulsion lipstick Make Up By Color Sensational 1843 11. The 24k Nude Eyeshadow Palette 1511 12. Super Stay Full Coverage Foundation 955 13. Face Studio Master Chrome Metallic Highlighter Makeup 868 14. Dream Cushion Fresh Face Liquid Foundation 856

C. Data Gathering Technique

The researcher designed three tables of observation to classify the linguistic features and persuasion techniques used in the written advertisements. There were two types of table, as shown in table 3.2 and table 3.3, for each type to categorize the linguistic features in advertising into 10 lexical features and 10 syntactic features (Grey, 2008). The lexical features are hyperbole, neologism, weasel word, familiar language, simple vocabulary, repetition, euphemism, humor, glamorization

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27 and potency. The syntactic features are short sentence, long noun phrase, ambiguity, use of imperative, simple and colloquial language, present tense, syntactic parallelism, association, ellipsis, and incomplete sentence. The other table components, as shown in table 3.4, was designed based on Kleppner’s theory of persuasion techniques in advertising.

Table 3.2 The Observation of Lexical Features

Sentences H N WW FL SV R EU HU G P

ABBREVIATIONS

H : Hyperbole R : Repetition N : Neologism EU : Euphemism WW : Weasel Word HU : Humor FL : Familiar Language G : Glamorization SV : Simple Vocabulary P : Potency

Table 3.3 The Observation of Syntactic Features

Sentences SS LNP A UI SC P SP AS EL IS

L T

ABBREVIATIONS

SS : Short Sentence PT : Present Tense LNP : Long Noun Phrase SP :Syntactic Parallelism A : Ambiguity AS : Association UI : Use of Imperative EL : Ellipsis SCL :Simple and Colloquial IS : Incomplete Sentence Language

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Table 3.4 The Observation of Persuasion Techniques Advertisements Pioneering Stage Competitive Stage Retentive Stage

D. Data Analysis Techniques

The researcher did certain steps to answer the research questions. In conducting qualitative research, there were three main steps that must be done simultaneously. According to Miles & Huberman (1994), the three fundamental steps are data reduction, data display, and conclusion drawing. Thus, this part explains the three major steps to analyze the data that were done in the research.

1. Data Reduction

The data reduction process consists of selecting, simplifying, and transforming the data. Miles & Huberman (1994) state that data reduction is “a form of analysis that sharpens, sorts, focuses, discards, and organizes data in such a way that “final” conclusion can be drawn and verified” (p. 11). Furthermore, there were some other steps done by the researcher in conducting the research. The first step was collecting and preparing the data to be analyzed. The researcher chose

Maybelline New York because it is one of popular makeup brands in the world. The data were found by the researcher from the internet. Maybelline New York

Company has an official website that is always up-to-date. There are many lists of products sort by the products’ popularity, one of them is best seller products’ list.

The research chose the products from the best seller list in Maybelline New York’s official website. After that, the chosen best seller products were sorted by the

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29 number of the good reviews. In this case, the good reviews consisted of at least four stars. Then, the researcher searched the products’ written advertisements in google.

The second thing to do was the researcher recruited other people to be the observers. Klein, Erchul, & Pridemore (1994) say that to build the trustworthiness, multiple observers are necessary to remove the subjectivity. The researcher has some qualifications in choosing the observers. First, the observers must be English graduates. Second, the observers had studied about sociolinguistics course. There were three observers including the researcher. The other observers were English

Language Study Program graduates of Sanata Dharma University. The researcher contacted them via e-mail to ask a help for analyzing the data. Before analyzing the data, the observers studied about the linguistic features and persuasion techniques in advertising first. After that, the three observers including the researcher started to classify the linguistic features used in written advertisements. Furthermore, all the observers met to classify the data in the same place and time so that the discussion had productively done.

The data were classified by applying codes and marking the words. The researcher used different codes and signs in categorizing each feature. The codes were needed to name each feature that appeared in the written advertisements. Then, each feature also had their own sign. The different signs helped the observers in identifying the features. The use of coding helped researcher in identify information, to search and reclaim the data (Cohen, Manion, & Morrison, 2011).

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The use of codes in analyzing the data was decided by some considerations.

In analyzing data, the mistake could be minimized because each feature had their own codes and signs. The observers could analyzed and categorize the data easily.

Then, it could be easier and clearer for the readers to understand the exact meaning of the codes. Below is the example box of the data coding used in the research.

Super Stay Matte Ink Un-nude Liquid Lipstick

“Our most long-wearing nudes” *Matte liquid lipstick that stays all day.* (Up to 16hr wear… no drying!) New “Super Stay Matte Ink Un-nude Liquid Lipstick”

Figure 3.1 Coding Scheme

Underline = Hyperbole

Orange = Neologism

Bold = Weasel Word

Box shape = Familiar Language

Oval shape = Simple Vocabulary

UPPERCASE = Repetition

{Braces} = Euphemism

Highlight = Humor

[Bracket] = Glamorization

Strikethrough = Potency

(Parentheses) = Short Sentence

“Quotation mark”= Long Noun Phrase

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Light green = Ambiguity

/Solidus/ = Use of Imperative

Italic = Simple and Colloquial Language

*Asterisk* = Present Tense

Green = Syntactic Parallelism

Sky Blue = Association

Red = Ellipsis

Purple = Incomplete Sentence

2. Data Display

After giving all the codes and signs, the data of linguistic features used were placed on the observation table. They were placed and categorized one by one sentence based on each pattern. Then, the findings were displayed in a table.

Analyzing the data with thematic analysis was the next step that the researcher did in this research. Ibrahim (2012) defines that “thematic analysis is a type of qualitative analysis. It is used to analyze classifications and present themes

(patterns) that relate to the data” (p. 40). It means the data will be easier and clearer to analyze if they are arranged tidily by the pattern. The researcher used thematic analysis in analyzing the data because it is the proper way for any study that deals with interpretations. Ibrahim (2012) claims that “thematic analysis is considered the most appropriate for any study that seeks to discover using interpretations” (p. 40).

It means that a good qualitative research is required to be able to draw interpretations and be persistent with the collected data. There were six themes as

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32 the patterns in gathering the data. Here are the theme observation table of each research question:

Table 3.5 Frequent Linguistic Features Used

Theme Feature 1 Feature 2 Feature 3 Feature 4 Feature 5 Theme 1 Theme 2 Theme 3

Table 3.6 Persuasion Techniques Used

Theme Advertisements Theme 4 Theme 5 Theme 6

The researcher applied thematic analysis to show the most frequent linguistic features used by Maybelline New York Company in their written advertisements. Each sentence in the written advertisements that was related with the classified pattern was identified by the researcher and observers. In this step, all the observers found what linguistic features were used in the written advertisements. After that, the researcher went to the next step in the research.

Through the findings of linguistic features, the researcher and observers identified what kind of persuasion techniques used in each written advertisement based on the last three themes.

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3. Conclusion Drawing

After analyzing and getting the findings, the researcher went to the final step. The results of the finding were summarized in conclusion drawing part.

Conclusions are used to verify the data findings as the analyst proceeds (Miles &

Huberman, 1994). The researcher and observers made some claims through the research findings. Claims were used to verify the data with the foundation theories

. E. Triangulation

The researcher did investigator triangulation to minimize the bias.

According to Denzin & Lincoln (2005), there are many kinds of triangulation in qualitative research. One of them is investigator triangulation which uses multiple observers in analyzing the problem. Triangulation “involves the use of multiple and different methods, investigators, sources and theories to obtain corroborating evidence” (Onwuegbuzie & Leech, 2007, p.239). This technique helped the researcher to reduce bias and examine the different perceptions.

F. Trustworthiness

The researcher did triangulation to keep the research’s trustworthiness and minimizing the bias. Lincoln & Guba (1985) and Graneheim & Lundman (2004) in

Rolfe’s journal (2006) state some kinds of trustworthiness in a research.

Trustworthiness has been further divided into credibility, which corresponds roughly with the positivist concept of internal validity; dependability, which relates more to reliability; transferability, which is a form of external validity; and confirmability, which is largely an issue of presentation (p. 305).

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Multiple investigators triangulation was used in this research. The multiple observers will bring different perceptions and strengthen the integrity of the findings. Multiple investigators triangulation also removed the subjectivity in the research. In this research, there were two people as the other observers in the same time and place. Therefore, all the observers met and gathered the data together.

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CHAPTER IV

RESEARCH FINDINGS AND DISCUSSION

This chapter elaborates the research findings and discussion in order to answer the research questions. This chapter is divided into five sections. The first section explains about the types and sources of data. The second part defines how the data were analyzed by the researcher. The third part shows the answer of the research questions about linguistic features and persuasion techniques used by

Maybelline New York Company in the written advertisements. Then, the fourth part explains the conclusion drawing of the data findings. Furthermore, the last part explains the relevance of the study with English language teaching.

A. Data Reduction

There were some steps in choosing and analyzing the data. The researcher chose products based on Maybelline-New-York’s best seller list in their official websites. There were 14 written advertisements which fulfill the qualifications.

In finding the data about linguistic features and persuasion techniques used in the chosen written advertisements, the researcher applied investigator triangulation in minimizing the bias. There were two people who were asked to be the observers. They had studied the topic then analyzed the data together. There were three observers in total including the researcher. The other observers were

English Language Education Study Program students in Sanata Dharma University,

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36 both of them also studied about linguistics as well. All the observers discussed and analyzed the data together in the same place and time.

Linguistic features in advertising by Grey (2008) and persuasion techniques in advertising by Kleppner (1986) were used as the foundation theories in conducting this research. There were many features to be classified, so the researcher used coding technique for each feature. There were some considerations in using coding in this research. Coding helped the researcher to minimize the mistakes in analyzing because every feature had different label and pattern.

Moreover, the database could be seen clearly and the reader could understand the meaning of the codes directly. The table below explains each category with its own code:

Table 4.1 Coding Scheme

Categories Codes Hyperbole Underline Neologism Orange Weasel Word Bold Familiar Language Box Shape Simple Vocabulary Oval Shape Repetition Uppercase Euphemism Braces Humor Highlight Glamorization Bracket Potency Strikethrough Short Sentence Parentheses Long Noun Phrase Quotation Marks Ambiguity Light Green

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Categories Codes Use of Imperative Solidus Simple and Colloquial Language Italic Present Tense Arterisk Syntactic Parallelism Green Association Sky Blue Ellipsis Red Incomplete Sentence Purple

Thus, the final decision of all the observers’ arguments are presented in this chapter. The findings presented were approved and supported by the foundation theories explained in the previous chapter. To minimize bias in the result, there were six themes which were used to categorize the findings. Each research question had three themes as the answer. Here is the list of themes that were found by the researcher:

1) The linguistic features which are used to exaggerate products’ superiority

2) The linguistic features which are used to introduce new products

3) The linguistic features which are used to explain the effects of using the

products

4) The persuasion technique used to persuade consumers to buy new products

5) The persuasion technique used to compete with other products

6) The persuasion technique used to manage the products’ existence

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B. Data Display

This section explains the answer of each research question based on the all observers’ final agreement. In the first research question, the research focused only on the linguistic features used in the written advertisements. It was based on the

Grey’s theory (2008) about the linguistic features in advertising. Meanwhile, in the second research question, the research focused on the persuasion techniques used in the written advertisements. It applied Kleppner’s theory (1986) about persuasion techniques in advertising. The data were gathered and analyzed by the themes.

Thematic analysis was used in analyzing the classifications and patterns related with the data (Boyatzis, 1998). It means that most used linguistic features would be analyzed based on the research pattern.

Exaggerate products’ superiority

Introduce the new Research Question 1 products

The effects of using the products

Persuade consumers to buy new products

Compete with other Research Question 2 products

Manage the products’ existence

Figure 4.1 The Contribution Data of Linguistic Features and Persuasion Techniques used in Written Advertisements by Maybelline New York

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The figure of contribution data findings above represents how the linguistic features and persuasion techniques were used by Maybelline New York in written advertisements. The research focused in linguistic features and persuasion techniques used in advertising. It shows that the first three themes answer the first research question about the linguistic features used in Maybelline-New-York written advertisements. Furthermore, the rest three themes answer the second research question about persuasion techniques used in Maybelline-New-York written advertisements.

1. The linguistic features which are used to exaggerate products’ superiority

Attracting consumers’ attention is one of the goals in advertising. There were five frequent linguistic features which applied to exaggerate the products’ superiority. Moreover, it appeared many times in fourteen Maybelline-New-York written advertisements. The data were found and agreed by all the observers. The advertiser used it in hyperbole feature 10 times, potency feature 6 times, long noun phrase feature 16 times, present tense feature 3 times and incomplete sentence feature 10 times. Here are the examples of features used in sentences which exaggerate products’ superiority.

[1] Our most long-wearing nudes.

[2] All-day relentless perfection ends the mirror check

[3] Applicator shapes to create perfectly defined brows.

[4] Super Stay 24 Liquid Lipstick Super Impact.

[5] Matte liquid lipstick that stays all day.

[6] Super Stay Full Coverage Foundation.

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2. The linguistic features which are used to introduce new products

Advertisers make advertisements to announce their product to the consumers, whether the product is new or old. Furthermore, all the observers found that almost all of Maybelline-New-York written advertisements applied five frequent linguistic features to introduce the new products. They appeared in hyperbole feature 10 times, potency feature 3 times, long noun phrase feature once, present tense and incomplete sentence features 2 times. The data were found and agreed by all the observers. Below are the example of the use of linguistic features in introducing new products:

[1] New Big shot volume.

[2] Our first longwear foundation that improves skin’s appearance.

[3] Now back in blue.

[4] 8 new shades. Fit Me! Now 40 fits in all.

[5] Our 1st chrome powder.

3. The linguistic features which are used to explain the effects of using

the products

Advertisements were made in order to persuade the readers to buy a product.

The advertisers have to choose the appropriate and interesting words to build consumers’ belief in consuming the products. All the observers agreed that

Maybelline New York Company applied five most used linguistic features to persuade consumers by mentioning the effects of consuming the products. The use

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41 of influence words can build new belief in consumers’ thought. The research found that those words appeared in hyperbole and long noun phrase features 5 times, potency features 5 times, present tense 20 times and incomplete sentence features

19 times. The data were found and agreed by all the observers. Here are the examples of the five linguistic features used in explaining the effects of using the products:

[1] 80% saw bigger bolder

[2] Brighter, more even, stress-free.

[3] The hottest way to glow.

[4] Blurring powders control shine and blur ores.

[5] Feel the compulsion.

[6] Up to 24HR full-coverage transformation.

4. Persuasion technique used to persuade consumers to buy new products

There are three steps of persuasion techniques in advertising. One of them is pioneering stage. It is the first step in advertising, so the aims of this step is introducing the new products to the consumers (Kleppner, 1986). There were nine written advertisements by Maybelline New York that announced the new products.

All the observers found that those written advertisements mostly used new to inform the recent released product. The data were found and agreed by all the observers.

Below the written advertisements lists by Maybelline New York which persuaded consumers to buy a new product through advertisement:

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[1] Super Stay Matte Ink Un-nude Liquid Lipstick

[2] Color Sensational Shaping Lip Liner

[3] Color Sensational Matte Metallics Lipstick

[4] Super Stay Better Skin Foundation

[5] Shine Compulsion lipstick Make Up By Color Sensational

[6] The 24k Nude Eyeshadow Palette

[7] Super Stay Full Coverage Foundation

[8] Face Studio Master Chrome Metallic Highlighter Makeup

[9] Dream Cushion Fresh Face Liquid Foundation

5. Persuasion technique used to compete with other products

The second persuasion step is competitive stage. In this step, the product advertised usually is competing with another brand or product (Kleppner, 1986).

The researcher found some Maybelline-New-York written advertisements applied this technique to compare the product with other products. The data were found and agreed by all the observers. The list below presents Maybelline-New-York written advertisements which used persuasion techniques to compete with other products:

[1] Volum’ Express The Colossal Big Shot

[2] Super Stay 24 Liquid Lipstick Super Impact

[3] Brow Drama Shaping Chalk Eyebrow Powder

[4] Fit Me Matte + Poreless Foundation

6. Persuasion technique used to manage the products’ existence

The last step of persuasion technique in advertising by Kleppner (1986) is retentive stage. In this stage, the product advertised was already well known by the

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43 consumers. It means that the advertiser just manages the existence of the product by advertising. The data were agreed by all the observers. The observers only found one written advertisement of Maybelline New York which managed the popular product by advertising.

[1] Great Lash Royal Blue Washable Mascara

All the observers found some findings about the linguistic features and persuasion techniques used in advertising. The complete findings of the research are obtainable in the tables that placed in appendix III.

C. Conclusion Drawing

After analyzing the data, the researcher made some conclusions and claims related with the research findings of the linguistic features and persuasion techniques used in written advertisements by Maybelline New York. This section explains the conclusion and claims of the findings.

1. Linguistic Features Used by Maybelline New York

This part shows the result of the discussion which done by the observers.

Here is the table of the linguistic features used in Maybelline-New-York written advertisements. The detailed table of linguistic features used in written advertisement is presented in the appendix II part.

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Table 4.2 Linguistic Features Used in Written Advertisement by Maybelline New York

Is it used in Maybelline-New-York No Linguistic Features written advertisements? Yes No 1 Hyperbole  2 Neologism  3 Weasel Word  4 Familiar Language  5 Simple Vocabulary  6 Repetition  7 Euphemism  8 Humor  9 Glamorization  10 Potency  11 Short Sentence  12 Long Noun Phrase  13 Ambiguity  14 Use of Imperative  15 Simple & Colloquial   16 PresentLanguage Tense 17 Syntactic Parallelism  18 Association  19 Ellipsis  20 Incomplete Sentence 

From the table above, all the observers found that Maybelline-New-York written advertisements did not use all linguistic features defined by Grey (2008) in advertising. There were two lexical features and two syntactic features did not apply by the advertiser. They are neologism, euphemism, ambiguity and syntactic

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45 parallelism. While, all the observers defined that hyperbole, potency, long noun phrase, present tense and incomplete sentence are the most used linguistic features in Maybelline-New-York written advertisements. a. Hyperbole

Describing something extravagantly is a powerful way to grab consumers’ attention. Leech (1972) states that hyperbole is often related with personal value and sentiments such as opinion and personal feeling in exaggerating manner. The research confirms that the use of hyperbole features mostly explains the company’s excessive opinion about the product’s specifications. Hyperbole words were also used to introduce new products and explain the effects of using the products.

In Volum’ Express The Colossal Big Shot Washable Mascara, for example, the use of The Colossal Big Shot describes how big the mascara’s brush is and also the result of using the products. The word Colossal means extraordinary great in size, extent and degree. The advertiser used the word Big too after Colossal, meanwhile the meaning is almost the same. They both were used to hyperbole the product in a brief description in order to make a new thought in consumers’ mind.

Thus, when consumers read that, they believe that their eyelash’s volume will be extraordinarily great if they use this product.

In Super Stay Better Skin Foundation, the word New Super Stay Better Skin describes the superiority of the product, which has a good endurance as foundation.

The advertiser added word super before stay to made the consumers think exaggeratedly that it is the outstanding product which stay on the face as the makeup foundation.

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The word new was one of dominating hyperbole words that used in

Maybelline-New-York written advertisements. It can be found in the products’ name. There were 10 out 14 advertisements used the word new to highlight the existence of Maybelline New York current products. The other words such as super, perfectly, more, most, and than ever also revealed the use of hyperbole in

Maybelline-New-York written advertisements. b. Potency

Potency feature was used in 10 Maybelline-New-York written advertisements. Grey (2008) defines potency words as words which are able to offer new value, novelty or immediacy. The researcher and observers agree with this statement. All the observers found that potency was used by the advertiser to explain the superiority value and also the effects of using the products. An example is our 1st chrome powder in Face Studio Master Chrome Metallic Highlighter. The word 1st could be considered a potency word. It explained the value of the product.

The consumers may conclude that the product is new in Maybelline New York

Company. It was the first chrome highlighter. Similar with it, upper Stay Better

Skin Foundation used our first longwear foundation as the potency feature. From the words our first, the consumers know that the product is the first foundation which stay long wear on the face.

Potency words also offer some novelty when consuming the product. For example, the use of the word stress-free offers the good novelty to the consumers.

Moreover, it builds the consumers’ belief in deciding to buy the product. The other

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47 potency words found in Maybelline-New-York written advertisements were super, defined, bigger, great, and super stay. c. Long Noun Phrase

Long noun phrase feature was used to describe the products’ superiority mostly in the products’ name. A long noun phrase helps the advertiser to offer and describe the products’ specialty in one sentence. Grey (2008) states that long noun phrase feature in advertisement is usually used to describe the product in more than three words or more than two independent phrases. The statement was confirmed by the researcher. It could be seen in the Maybelline New York products’ names which have more than one independent phrases, for example in Super Stay Full

Coverage Foundation advertisement.

There was two long noun phrase. They were Super Stay Full Coverage

Foundation as the product name and Up to 24HR full-coverage transformation.

Those long noun phrases had the same purpose to explain the products’ qualities.

Most of long noun phrases in Maybelline-New-York written advertisements were describing and explaining the effects of the product, the benefits when using the product, and also a challenge for the consumer to prove what were written in advertisements. d. Present Tense

The observers found 13 written advertisements which used present tense feature. There was only one written advertisement which did not use present tense.

Grey (2008) says that present tense in advertising implies the universal timelessness.

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This statement was confirmed by the researcher and the observers while analyzing the data. In this research, the advertiser used present tense to make the consumers feel the effects of the product specifications. Therefore, when consumers read the advertisements, they can feel the real time effect.

As an example, there were four present tense in Super Stay 24 Liquid

Lipstick Super Impact advertisement. They are All-day relentless perfection ends the mirror check, Cracks under pressure, Looks + feel fresh, and I don’t have time for it. The words ends, cracks, looks, and do not have clearly showed the use of present tense. It makes the consumers like feel the real sensation of the ends of mirror check and cracking face with the fresh look, then finally consumers do not have a time for think twice to buy the product. The consumers have imagined the benefits even before buying the product. This is what the advertiser wants in the end. Other examples of present tense are see it, believe it, helps lipstick stay longer, reduces lipstick bleeding and blurring powders control shine and blur ores. e. Incomplete Sentence

Advertisements can be seen every time and everywhere. In written language, advertisers must be aware of long sentences that are not important to show. Using incomplete sentence in advertising is a good idea. Many people read written advertisement quickly. They just read the point of the advertisement. Incomplete sentence feature helps the consumers catch the key point of the message in advertisement easily (Grey, 2008). It was confirmed and used in 12 written advertisements to explain the information of products briefly in a simple way.

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Advertisements must be clear and brief to make the readers understand and remember the product easily.

Maybelline New York mostly used incomplete sentence in advertising the products. From 14 written advertisements, there were only two advertisements which did not use incomplete sentence. They used incomplete sentence to exaggerate products’ superiority, introduce the new products, and explain the effects of using the product briefly but still informative. In Color Sensational

Shaping Lip Liner advertisement, there was a sentence Helps lipstick stay longer.

This sentence was not complete. In grammatical rules, the sentence was incorrect because many words were missing. If the advertisers use complete message, it must be like The Color Sensational Shaping Lip Liner helps your lipstick to stay longer than before.

2. Persuasion Techniques Used by Maybelline New York

After finding the use of linguistic features in each written advertisements, the observers analyzed the use of persuasion techniques based on Kleppner’s theory in 1986. There are three types of persuasion techniques in advertising based on marketing and human characteristics. Those techniques are pioneering stage, competitive stage, and retentive stage. This part explains the findings of persuasion techniques used in fourteen Maybelline-New-York written advertisements. Here is the conclusion table of persuasion techniques used in Maybelline-New-York written advertisements.

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Table 4.3 Persuasion Techniques Used in Written Advertisement by Maybelline New York Persuasion Techniques Advertisements No Pioneer Competitive Retentive Stage Stage Stage 1 Super Stay Matte Ink Un-nude  Liquid Lipstick 2 Great Lash Royal Blue  Washable Mascara 3 Color Sensational Shaping Lip  Liner 4 Volum’ Express The Colossal  Big Shot Washable Mascara 5 Super Stay 24 Liquid Lipstick  Super Impact 6 Color Sensational Matte  Metallics Lipstick 7 Super Stay Better Skin  Foundation 8 Brow Drama Shaping Chalk  Eyebrow Powder 9 Fit Me Matte + Poreless  Foundation 10 Shine Compulsion lipstick  Make Up By Color Sensational 11 The 24k Nude Eyeshadow  Palette 12 Super Stay Full Coverage  Foundation 13 Face Studio Master Chrome  Metallic Highlighter Makeup 14 Dream Cushion Fresh Face  Liquid Foundation

From the table above, all the observers agreed that almost all the

Maybelline-New-York written advertisements used pioneering stage as the persuasion technique in advertising. Four of them used competitive stage as the

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51 persuasion technique and one of them used retentive stage as the persuasion technique to grab the consumers’ attention. a. Pioneering Stage

There were 9 written advertisements which applied this persuasion technique. It was because those written advertisements fulfil all the purpose of the pioneering stage. Introducing new products with its specifications and the need for readers is the purpose of pioneering stage in persuasion techniques based on

Kleppner (1986). All the observers found and confirmed that those nine written advertisements were made to introduce new products, show that products fulfil the consumers’ need, and the products were really beneficial to have. Almost all of those written advertisements used the word new to attract consumers’ attention in informing their new products.

Face Studio Master Chrome Metallic Highlighter Makeup written advertisement used our 1st to announce the company’s new product. It also explained the specifications in detail. Meanwhile, in Super Stay Better Skin

Foundation written advertisement, the word new was the clue that expressed the use of pioneering stage. The word new showed that it was the new foundation product which had been released by Maybelline. Moreover, the advertisement also presented the good effects and benefits of the product in detail.

The other written advertisements such as Super Stay Matte Ink Un-nude

Liquid Lipstick, Color Sensational Lip Liner, Color Sensational Matte Metallics

Lipsticks, Shine Compulsion Lipstick, The 24K Nude Eyeshadow Palette, Super

Stay Full Coverage Foundation, and Dream Cushion Fresh Face Liquid Foundation

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52 applied pioneering stage as the persuasion techniques with the word new as the word that could attract consumers’ attention. With this word and the detail information, consumers would be curious about the new product and wanted to try the products. b. Competitive Stage

In this technique, advertisers want to prove that the product is the best among the other brands of the same kind. The purpose of advertising the product is to compete with another product (Kleppner, 1986). The specialty of the product must be written in advertisement as the product’s characteristic. In this research, there were four written advertisements of Maybelline New York that used competitive stage as the persuasion technique. Those written advertisements fulfilled the purpose of competitive stage in advertising by Kleppner (1986).

All the observers found that the products of those written advertisement were competing with another same product. For example, there was trend alert word in Brow Drama Shaping Chalk Eyebrow Powder. In this case, those words showed that the product was in trending. The booming products usually had many rival in selling the product which means that the product was in competition with other products. Thus, persuasion technique used in the advertisement must be competitive stage.

Another written advertisements which used competitive stage as the persuasion technique was Fit Me + Poreless Foundation. In this advertisement, the observers found more mattifying shades than ever as the comparative word.

Comparative word was used to compare something with another whether better or

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53 worse. It means that the product was competing with another product so that this written advertisement used competitive stage to persuade the consumer. The other

Maybelline-New-York written advertisements that used competitive stage were

Volum Express Colossal Big Shot and Super Stay 24 Liquid Lipstick. c. Retentive Stage

Retentive stage is used by the advertiser when the product has been well- known and used by consumers. Based on Kleppner (1986), the purpose of this stage is to manage the product existence. In this research, there was only one Maybelline-

New-York written advertisements which used retentive stage as the persuasion technique. The observers found that this written advertisement used retentive stage to fulfil its purpose in reminding the consumers that the product is still exist. The product advertised has already well known and used by consumers.

In Great Lash Royal Blue Washable Mascara written advertisement, there was Now back in blue. It explained that the product went back in sale but in different color. Based on Maybelline New York’s official website, Great Lash was still

American’s favorite mascara after 40 years. It means that the product was popular among the consumers. All the observers agreed that it used retentive stage as the persuasion technique.

Based on the findings, there are several claims found by the researcher through this research:

1) Maybelline New York Company frequently used five linguistic

features in written advertisements: hyperbole, long noun phrase,

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potency, present tense, and incomplete sentence. They make the

advertisement effective and the consumers can catch the message

easily.

2) Maybelline New York Company used pioneering stage and

competitive stage more frequent as the persuasion techniques to

persuade the consumers to buy new products and to compete with

other products.

3) Maybelline New York mostly advertise the new products to inform

the consumers.

4) Written advertisements by Maybelline New York are good and

understandable.

D. The Research Relevance with English Language Teaching

This linguistic research has a relevance with English language teaching, especially teaching English for Specific Purpose (ESP) and genre-based teaching.

Petrovska (2008) says in her journal that “advertisements are often used in the ESP classroom to explore the culture presented through a particular advert” (p. 168).

Through the linguistic features and persuasion techniques of advertising, ESP students learn the new language styles and also the new culture. Meanwhile, the research also has a relevance with genre-based teaching. In Indonesia, ‘genre’ is quite popular in teaching field. Dirgeyasa (2016) states “genre is then defined the use of the language by means of typical and specific way in order to achieve specific goals” (p. 46). It means that learning linguistic features and persuasion techniques used in advertisements is one of genre-based teaching activity. Teachers may use

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55 the research topic in teaching English language with genre-based teaching, especially genre writing. Students will improve their writing skill while learning and making advertisements with the suitable linguistic features and persuasion techniques.

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CHAPTER V

CONCLUSIONS, IMPLICATIONS AND RECOMMENDATIONS

In this chapter, the researcher presents three sections. Those sections are conclusions, implications, and recommendations of the study.

A. Conclusions

This section explains the summary of this research. The research aimed to find out the linguistic features and persuasion techniques used in Maybelline-New-

York written advertisements. The researcher used document analysis as the method to analyze the data. The data were analyzed based on Grey’s theory (2008) for the linguistic features in advertising and Kleppner’s theory (1986) for the persuasion techniques in advertising.

Based on the findings and discussion, all the observers found that not all linguistic features were used by Maybelline New York Company. All the observers defined that hyperbole, long noun phrase, present tense, incomplete sentence, and potency were linguistic features used more frequent in Maybelline-New-York written advertisements.

Hyperbole and long noun phrase features were applied in every written advertisement. Hyperbole feature is mostly applied to excessively explain the company’s opinion about the product’s specifications. It is also mostly used to introduce new products. Hyperbole features was applied twenty five times in

Maybelline-New-York written advertisements.

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While, long noun phrase feature was used to describe the products’ superiority mostly in the products’ names. Grey (2008) states that long noun phrase feature in advertisement is usually used to describe the product in more than three words or more than two independent phrases. It can be that Maybelline New York products’ names have more than one independent phrases, for example Volum’

Express The Colossal Big Shot Washable Mascara.

The observers found there were thirteen written advertisements which used present tense feature. In this research, the advertiser used present tense to make the consumers feel the effects of the product specifications. Thus, when consumers read the advertisements, they can feel the real time effect. For example, see it, believe it, helps lipstick stay longer, reduces lipstick bleeding and blurring powders control shine and blur ores.

Incomplete sentence feature was used in twelve written advertisements to explain the information of products briefly in a simple way. The researcher found that Maybelline-New-York written advertisements used incomplete sentence feature most of the time than other linguistic features. It was applied thirty one time.

It was used to create the simple and memorable words or sentences in the advertisements. This feature helps the consumers catch the key point of the message in advertisement easily (Grey, 2008). It means that advertisements must be clear and brief to make the readers understand and remember the product easily.

Last but not least, potency feature was used in ten Maybelline-New-York

written advertisements. Grey (2008) defines potency words as the words which are

able to offer new value, novelty or immediacy. All the observers found that

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58 potency is used by the advertiser to explain the superiority value of the products.

It also offered some novelty when consuming the product. For example, the use of the word stress-free offers the good novelty to the consumers. Moreover, it built the consumers’ belief in deciding to buy the product.

After finding the use of linguistic features, the observers analyzed what kind of persuasion techniques used by Maybelline New York Company to persuade consumers. Almost all Maybelline-New-York written advertisements used pioneering stage as the persuasion technique in advertising. There were nine written advertisements which applied this persuasion technique. The purpose of this technique was to introduce the new product and show that the product fulfils the consumers’ need and the product is really beneficial. Almost all of those written advertisements used the word new to attract consumers’ attention in informing their new product. The other written advertisement which used this persuasion technique used our 1st as their new product information.

The other four Maybelline-New-York written advertisements used competitive stage as the persuasion technique in advertising the products. In this stage, the products were competing with another same product. It showed in the comparative words that used by the advertiser: more mattifying shades than ever.

There was also a written advertisement that used trend alert to attract consumers’ attention. This word made the new consumers’ believe that trending product is good to buy.

Lastly, there was only one Maybelline-New-York written advertisement which used retentive stage as the persuasion technique. The observers found that

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this written advertisement used retentive stage to fulfil its purpose in reminding

the consumers that the product was still exist. The product which was advertised

already well known and used by consumers.

To summarize, the researcher and the observers agreed that written

advertisements by Maybelline New York are good and effective. They used the

appropriate linguistic features that makes consumers understand the point easily.

B. Implications

The researcher has expectation that this study can be useful, especially in

English language teaching field. The research discussed about linguistic features and persuasion techniques in advertisements, so the research can be the material in teaching English for Specific Purpose (ESP) and genre-based teaching. Through the linguistic features and persuasion techniques of advertising, ESP students learn the new language styles and also the new culture. The learning process will be more interesting and enjoyable. Students can explore the language structure and function of the visual or printed advertisements.

Then, teachers may use the research topic in teaching English language with genre-based teaching, especially genre writing. Knowing the linguistic features and persuasion techniques of advertising helps students in improving their writing skill.

Students can make the good advertisements with the appropriate language styles.

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C. Recommendations

The researcher has recommendation for the future researchers who have the same interest in linguistic field, especially in analyzing linguistic features and persuasion techniques in advertisements. The future researchers should find another kind of written advertisements as the research’s object such as written advertisements in magazine and newspaper. Hopefully, the future researchers can improve the research and make it more interesting.

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REFERENCES

Ary, D., Jacobs, L., Razavieh, A., & Sorensen, C. (2010). Introduction to research in education (8 ed). New York: Hult Rinchart & Wiston. Bowen, G. A. (2009). Document analysis as a qualitative research method [Electronic version]. Qualitative Research Journal, 9(2), 27-40. Boyatzis, R.E. (1998). Transforming qualitative information: Thematic analysis and code development. Sage Publications. Cohen, L., Manion, L., & Morrison, K. (2011). Research method in education. New York: Routledge. Cook, G. (1996). The Discourse of advertising. London: Routledge. Denzin, N. K., & Lincoln, Y. S. (Eds.). (2005). The sage handbook of qualitative research. Thousands Oaks, CA: Sage. Dirgeyasa, I. W. (2016). Genre-based approach: What and how to teach and to learn writing [Electronic version]. 9(9), 45-51. El-daly, H. M. (2011). Towards understanding of the discourse of advertising: Review of research with special reference of Egyptian media. African Nebula, 3. 25-47. Fraenkel, J. R., & Norman, E. W. (2006). How to design and evalute research in education (6). New York: Mc Graw-Hill Inc. Gilson, C., & Berkman, H. (1986). Consumer behavior: Concepts and strategies. Boston: Kent Publishing Company. Goddart, A. (2002). The language of advertising. New York: Routledge. Graneheim, U. H., & Lundman, B. (2004). Qualitative content analysis in nursing research: Concepts, procedures and measures to achieve trustworthiness. Nurse Education Today, 24(2), 105-112. Grey, D. (2008). Language in use. Cambridge: Cambridge University Press. Hornby, A. S. (1995). Oxford advanced learner’s dictionary of current English. Oxford: Oxford University Press Ibrahim, M. (2012). Thematic analysis: A critical review of its process and evaluation. West East Journal of Social Sciences, 1(1), 39–47. Klein, J. D., Erchul, J. A., & Pridemore, D. R. (1994). Effects of individual versus cooperative learning and type of reward on performance and continuing motivation, 19(1). Contemporary Educational Psychology, 24-32.

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Kleppner, O. (1986). Advertising procedures 9th edition. Englewood Cliffs, NJ: A Division of Simon & Schuster, Inc. Leech, G. N. (1972). English in advertising: A linguistic study of advertising in Great Britain. London: Longman. Lincoln, Y. S., & Guba, E. G. (1985). Naturalistic inquiry. Newbury Park, CA: Sage. LUU, T. T. (2011). Teaching writing through genre-based approach [Electronic version]. BELT Journal, 2(1). 121-136. Miles, M., & Huberman, A. (1994). Qualitative data analysis: An expanded sourcebook. Thousand Oaks: Sage Publications. Onwuegbuzie, A. J., & Leech, N. L. (2007). Validity and qualitative research: An oxymoron? Quality and quantity. 41, 233–249. Petrovska, I. (2008). The role of advertisements in ESP teaching [Electronic version]. Tourism and Hospitality Management, 14(1), 165-169. Rolfe, G. (2006). Validity, trustworthiness and rigour: quality and the idea of qualitative research. Journal of Advanced Nursing, 53(3), 304-310. Ross, R. S. (1994). Understanding persuasion. London: Prentice-Hall. Taylor, A. (1986). Communicating. Upper Saddle River, NJ: Prentice Hall. Verdonk, P. (2002). Stylistics. Oxford: Oxford University Press. Weilbacher, W. M. (1984). Advertising. United States of America: Macmillan Publishing Company. White, R. (1988). Advertising: What it is and how to do it. England: McGraw-Hill Book Company (UK) Limited.

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APPENDICES

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APPENDIX I

Written Advertisements by Maybelline New York

Super Stay Matte Ink Un-nude Great Lash Royal Blue Liquid Lipstick Washable Mascara

Brow Drama Shaping Chalk Dream Cushion Fresh Face

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Color Sensational Shaping Lip Liner Super Stay 24 Liquid Lipstick Super Impact

Color Sensational Fit Me Matte + Poreless Matte Metallics Lipstick Foundation

Volum’ Express The Colossal Big Shot Washable Mascara

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Super Stay Better Skin Foundation Shine Compulsion lipstick Make Up By Color Sensational

The 24k Nude Eyeshadow Palette Super Stay Full Coverage Foundation

Face Studio Master Chrome Metallic Highlighter Makeup

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APPENDIX II

Observation Table of Lexical Features Used in Written Advertisements by Maybelline New York H : Hyperbole R : Repetition N : Neologism EU : Euphemism WW : Weasel Word HU : Humor FL : Familiar Language G : Glamorization SV : Simple Vocabulary P : Potency Sentences H N WW FL SV R EU HU G P “Super stay matte ink un-nude liquid lipstick”  “Our most long-wearing nudes”    *Matte liquid lipstick that stays all day.*  (Up to 16hr wear… no drying!)  New super stay matte ink un-nude  “Color sensational shaping lip liner”  Fuller, defined lips.   New Color sensational shaping lip liner  (*Helps lipstick stay longer*.)  ( *Reduces lipstick bleeding.*)  Available in 8 shades

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Sentences H N WW FL SV R EU HU G P “Volum’ express the colossal big shot washable mascara”  New [“Big shot volume.”]   /*SEE IT. BELIEVE IT.*/   80% saw [“BIGGER BOLDER volume.”]     /Discover more./   “Super stay 24 liquid lipstick super impact”   (*All-day relentless perfection ends the mirror check.*)   NO FLAKING. NO CAKING. NO DRYING.  Super stay 24 color  All-day color + comfort from super stay 24 color with micro-flex  technology Without micro-flex: *Cracks under pressure* With micro-flex *Looks + feel fresh.* Mirror check?* I don’t have time for it*.    Available in 30 shades [“Color sensational matte metallics lipstick”]   New [brushed metal finish gleams with sophistication.]   (*Now mattes ignite.*)  New Color sensational matte metallics   10 brushed metallic shades. [Ignite the light.]    “Super stay better skin foundation”   /Stop stressing about your skin./ 

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Sentences H N WW FL SV R EU HU G P All-day flawless coverage, better-looking skin in 3 weeks.  “New superstay better skin”   *(Our first longwear foundation that improves skin’s   appearance)* (*EVERY MINUTE YOU’RE IN IT.*)   Brighter. More even. Stress-free.  Bye-bye spots dullness unevenness  “Brow drama shaping chalk eyebrow powder” (2108)  Trend alert. [Flawlessly shaped brows with browdrama shaping powder]  (Soft powder evenly fills brows.) “Thick-to-thin brush” *[“Applicator shapes to create perfectly defined brows”]*   “Fit Me Matte + Poreless Foundation” (2031) /*Make fit happen.*/   *Fit skin tone and texture.*  Now in more mattifying shades than ever.  FIT me! Matte + Poreless Liquid Foundation. (*Blurring powders control shine and blur ores.*) For our most natural look.   8 8 new shades. Fit Me! Now 40 fits in all. Individuality?(* I’m all for it.*)    “Shine Compulsion lipstick Make Up By Color Sensational” 

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Sentences H N WW FL SV R EU HU G P New Shine compulsion by color sensational   Color so saturated. Shine so irresistible. /*Feel the compulsion.*/ [“The 24k Nude Eyeshadow Palette”]  Fashioned for flash, [From gilded glints to major metals.]  /*Dare to go nude.*/  New The 24k nudes palette  (*When I dare to go nude, it’s pure gold.*)    “Great Lash Royal Blue Washable Mascara”  (*Now back in blue.*) *Love the Royal Blue*. Perfect Blue Mascara  Good to have you back royal blue.  New “Super Stay Full Coverage Foundation”   The “superpower of makeup”  “Up to 24HR full-coverage transformation.”  “Face Studio Master Chrome Metallic Highlighter Makeup” The hottest way to glow.  Our 1st chrome powder for a warm metallic sheen.   New Master chrome  Metallic highlighter [Reflective metallic pigments for a chrome sheen.] 

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Sentences H N WW FL SV R EU HU G P Flattering for most skin tones.  *Heat things up.*  */Show us how you #masterchrome/*  “Dream Cushion Fresh Face Liquid Foundation” New Dream cushion  Liquid foundation on -the-go *Reimagine complete*, [luminous coverage.]  Totals 25 0 14 11 12 4 0 2 11 17

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Observation Table of Syntactic Features Used in Written Advertisements by Maybelline New York SS : Short Sentence PT : Present Tense LNP: Long Noun Phrase SP :Syntactic Parallelism A : Ambiguity AS : Association UI : Use of Imperative EL : Ellipsis SCL:Simple and Colloquial Language IS : Incomplete Sentence

Sentences SS LNP A UI SCL PT SP AS EL IS “Super stay matte ink un-nude liquid lipstick”  “Our most long-wearing nudes”  *Matte liquid lipstick that stays all day.*  (Up to 16hr wear… no drying!)   New super stay matte ink un-nude “Color sensational shaping lip liner”  Fuller, defined lips.  New Color sensational shaping lip liner (*Helps lipstick stay longer*.)    ( *Reduces {lipstick bleeding}.*)    Available in 8 shades  “Volum’ express the colossal big shot washable mascara” 

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Sentences SS LNP A UI SCL PT SP AS EL IS New [“Big shot volume.”]  /*SEE IT. BELIEVE IT.*/    80% saw [“BIGGER BOLDER volume.”]   /Discover more./  “Super stay 24 liquid lipstick super impact”  (*All-day relentless perfection ends the mirror check.*)   NO FLAKING. NO CAKING. NO DRYING.  Super stay 24 color All-day color + comfort from super stay 24 color with micro-  flex technology Without micro-flex: *Cracks under pressure*    With micro-flex *Looks + feel fresh.*    Mirror check?* I don’t have time for it*.   Available in 30 shades  [“Color sensational matte metallics lipstick”]  New [brushed metal finish gleams with sophistication.] (*Now mattes ignite.*)    New Color sensational matte metallics 10 brushed metallic shades.  [Ignite the light.] “Super stay better skin foundation”  /Stop stressing about your skin./  All-day flawless coverage, better-looking skin in 3 weeks. 

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Sentences SS LNP A UI SCL PT SP AS EL IS “New superstay better skin”  *(Our first longwear foundation that improves skin’s   appearance)* (*EVERY MINUTE YOU’RE IN IT.*)   Brighter. More even. Stress-free.  Bye-bye spots dullness unevenness  “Brow drama shaping chalk eyebrow powder”  Trend alert.  [Flawlessly shaped brows with browdrama shaping powder]  (Soft powder evenly fills brows.)   “Thick-to-thin brush”   *[“Applicator shapes to create perfectly defined brows”]*   “Fit Me Matte + Poreless Foundation”   /*Make fit happen.*/    *Fit skin tone and texture.*   Now in more mattifying shades than ever.  FIT me! Matte + Poreless Liquid Foundation.  (*Blurring powders control shine and blur ores.*)   For our most natural look. 9 8 new shades..  Fit Me! Now 40 fits in all  Individuality?(* I’m all for it.*)    “Shine Compulsion lipstick Make Up By Color Sensational” 

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Sentences SS LNP A UI SCL PT SP AS EL IS New Shine compulsion by color sensational Color so saturated.  Shine so irresistible.  /*Feel the compulsion.*/    [“The 24k Nude Eyeshadow Palette”]   Fashioned for flash, [From gilded glints to major metals.]  /*Dare to go nude.*/    New The 24k nudes palette (*When I dare to go nude, it’s pure gold.*)   “Great Lash Royal Blue Washable Mascara”  (*Now back in blue.*)    *Love the Royal Blue*.   Perfect Blue Mascara  Good to have you back royal blue.  New “Super Stay Full Coverage Foundation”  The “superpower of makeup”  “Up to 24HR full-coverage transformation.”  “Face Studio Master Chrome Metallic Highlighter Makeup”  The hottest way to glow.  Our 1st chrome powder for a warm metallic sheen. New Master chrome Metallic highlighter [Reflective metallic pigments for a chrome sheen.]

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Sentences SS LNP A UI SCL PT SP AS EL IS Flattering for most skin tones.  *Heat things up.*   */Show us how you #masterchrome/*   “Dream Cushion Fresh Face Liquid Foundation”  New Dream cushion  Liquid foundation on -the-go   *Reimagine complete*,   [luminous coverage.]  Totals 12 22 0 7 6 24 0 2 10 33

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APPENDIX III

Theme Table of Frequent Linguistic Features Used

Theme Hyperbole Potency Long Noun Phrase Present tense Incomplete Sentence Exaggerate  Most-long.  Super Stay  Super Stay Matte  Matte liquid  Available in 8 products’  Super Stay. Matte. Ink Un-nude Liquid lipstick that shades superiority  Relentless  Super Impact. Lipstick. stays all day.  Available in 30 perfection.  Super Stay  Our most-long  Now mattes shades.  Super Impact. 24. wearing nudes. ignite.  Now mattes  Now mattes  Super Stay.  Color Sensational  Love the Royal ignite. ignite.  Super Stay shaping lip liner. Blue.  10 brushed  Super Stay. Full  Volum’ Express metallic shades  Perfectly. Coverage. The Colossal Big  Soft powder  Perfect.  Sensational Shot Washable evenly fills  The Mascara . brows. superpower.  Super Stay 24  Fashioned for  The Colossal Liquid Lipstick flash, from Big Shot. Super Impact. gilded glints to  Color Sensational major metals. Matte Metallics  Love the Royal Lipstick Blue.  Super Stay Better  Perfect Blue Skin Foundation. Mascara.

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 Brow Drama  Good to have Shaping Chalk you back royal Eyebrow Powder. blue.  FIT me! Matte +  Liquid Poreless Liquid foundation on- Foundation. the-go.  Shine Compulsion Lipstick Make Up by Color Sensational.  The 24k Nudes Eyeshadow Pallete.  Great Lash Royal Blue Washable Mascara.  Super Stay Full Coverage Foundation.  The superpower of makeup.  Face Studio Master Chrome Metallic Highlighter Makeup.

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 Dream Cushion Fresh Face Liquid Foundation. Introduce the  New Color  New brushed.  New Superstay  Our first  8 new shades. new products Sensational  Our first better skin. longwear  Fit Me! Now 40 shaping lip. longwear foundation that fits in all.  New Super foundation. improves  Now back in Stay Matte.  Our 1st skin’s blue  New Big shot chrome appearance. volume. powder.  Now back in  New Color blue. Sensational Matte Metallics Lipstick.  New Superstay.  New Shine Compulsion by Color Sensational.  New The 24k Nudes Pallete.

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 New Super Stay Full Coverage.  New Master Chrome Metallic Highlighter.  New Dream Cushion Fresh Face. The effects of  80% saw  80% saw  Big shot volume.  See it.  See it. Believe the products bigger bolder. bigger bolder  Bigger bolder  Believe it. it.  Brighter, more volume. volume.  Helps lipstick  80% saw bigger even, stress-  Fuller, defined  Thick-to-thin brush stay longer. bolder free. lips.  Applicator shapes  Reduces lipstick  Helps lipstick  More  Fit skin tone to create perfectly bleeding. stay longer mattifying and texture. defined brows.  All-day  Reduces lipstick shades than  Great Lash.  Up to 24HR full- relentless bleeding ever.  Stress-free coverage perfection ends  No flaking. No  The hottest transformation. the mirror caking. No way to glow. check. drying.  Brow Drama  Cracks under  Without Micro- Shaping Chalk. pressure. Flex: Cracks under pressure.

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 Looks + feel  With Micro- fresh. Flex: Looks +  I don’t have feel fresh. time for it.  Better-looking  Every minute skin in 3 weeks. you’re in it.  Flawlessly  Applicator shaped brows shapes to create with browdrama perfectly shaping powder. defined brows.  Thick-to-thin  Fit skin tone brush. and texture.  Make fit  Make fit happen. happen.  Fit skin and  Blurring texture. powders control  Color so shine and blur saturated. ores.  Shine so  I’m all for it. irresistible.  Feel the  Feel the compulsion. compulsion.  Dare to go nude.  Dare to go nude.  The hottest way to glow.

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 When I dare to  Flattering for go nude, it’s most skin tones. pure gold.  Heat things up.  Heat things up.  Show us how you #MASTERCHR OME.  Reimagine complete.

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Theme Table Checklist of Persuasion Techniques

Themes

No Advertisements Manage the Persuade to buy Compete with products’ new products other products existence 1 Super Stay Matte Ink Un-nude Liquid Lipstick  2 Great Lash Royal Blue Washable Mascara  3 Color Sensational Shaping Lip Liner  4 Volum’ Express The Colossal Big Shot Washable Mascara  5 Super Stay 24 Liquid Lipstick Super Impact  6 Color Sensational Matte Metallics Lipstick  7 Super Stay Better Skin Foundation  8 Brow Drama Shaping Chalk Eyebrow Powder  9 Fit Me Matte + Poreless Foundation  10 Shine Compulsion lipstick Make Up By Color Sensational  11 The 24k Nude Eyeshadow Palette  12 Super Stay Full Coverage Foundation  13 Face Studio Master Chrome Metallic Highlighter Makeup  14 Dream Cushion Fresh Face Liquid Foundation 