Revised Unique Selling Proposition: Scale Development, Validation, and Application

Abstract

This article reports an empirical study that revisits the unique selling proposition (USP) concept by delineating the content domains based on an operational definition. A revised USP (RUSP) scale was developed and purified, resulting in five dimensions that were consistent with our theoretical conceptualization. An application study further demonstrated that a high or low level of RUSP characteristics in an ad is associated with ad effectiveness measures. Theoretical contributions, managerial applications, and future research directions are discussed.