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This study explores several factors in order to establish which are the most important in driving local newspaper readers to buy, visit shops and look for additional information about products or services promoted by ads. The behavior in the process of buying is a consequence of a complex interplay among cultural, social, personal and psychological dimensions. This process -which occurs prior to the action-has relevant implications and marketing departments should pay attention to it. A series of hypotheses based on how advertising appeals to consumers and how it affects decision making at the time of buying are tested using a survey administered to a sample of 1,333 respondents in Chile. A discriminant analysis is also performed to find out why some newspapers readers are driven to buy goods or services, visit a shop or search for more information. The results show that the appeal of the deal advertised is the single most important factor in explaining subsequent consumer behavior.

In the media industry, fast innovations and increasing competition require a high degree of corporate leadership (Koryak, Mole, Lockett, et al., 2015). The study of leadership appears to be an increasingly relevant issue. This research aims to find out to what extent leaders (editors and publishers) behave and understand their roles in Chilean and Spanish newsrooms. A questionnaire was applied to measure and identify leadership traits that are considered crucial, thus making possible to acknowledge transformational leaders and differentiate efficient leaders from ineffective. The results show that editors believe they have the ability to inspire, share goals and understand what is important, in contrast with the working experiences of their employees, that often have a low opinion of media companies as places to work.