Across- versus within-class comparative advertising: Insights into prestige class anchoring

Psychology and Marketing

Volumn 16, Issue 5, 1999, Pages 429-450

  Van Auken, Stuart ^a   Adams, Arthur J ^b  

^a CALIFORNIA STATE UNIVERSITY   (United States)

^b California State University ^*

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0033240245     PISSN: 07426046     EISSN: None     Source Type: Journal    
DOI: 10.1002/(SICI)1520-6793(199908)16:5<429::AID-MAR4>3.0.CO;2-3     Document Type: Article

References (40)

1. Barsalou, L. W. (1985). Ideals, central tendency, and frequency of instantiation as determinants of graded structure in categories. Journal of Experimental Psychology: Learning and Memory, 11, 629-649.
2. Basu, K. (1993). Consumers' categorization processes: An examination with two alternative methodological paradigms. Journal of Consumer Psychology, 2, 97-121.
3. Beatty, S. E., & Smith, S. M. (1987). External search effort: An investigation across several product categories. Journal of Consumer Research, 14, 83-95.
4. Chang, T.-Z., & Wildt, A. R. (1996). Impact of product information on the use of price as a quality cue. Psychology & Marketing, 13, 55-75.
5. Chapman, K. J. (1994). Rave reviews: A study of within category attitude transfer. In C. W. Park and D. C. Smith (Eds.), Winter Educators' Conference: Marketing theory and Applications (pp. 173-174). Chicago, IL: American Marketing Association.
6. Consumer review: 1995 Cars sneak preview (1994). New York: Harris Publications, Inc.
7. Customers rate automakers (1994, July 5). Sacramento Bee, p. C2.
8. Gorn, G. J., & Weinberg, C. B. (1984). The impact of comparative advertising on perception and attitude: Some positive findings. Journal of Consumer Research, 11, 719-727.
9. Grewal, D., Kavanoor, S., Fern, E. F., Costley, C., & Barnes, J. (1997). Comparative versus noncomparative advertising: A meta-analysis. Journal of Marketing, 61, 1-15.
10. Grewal, D., Monroe, K. B., & Krishnan, R. (1998). The effects of price-comparison advertising on buyers' perceptions of acquisition value, transaction value, and behavioral intentions. Journal of Marketing, 62, 46-59.
11. Helson, H. (1964) Adaption-level theory: An experimental and systematic approach to behavior. New York: Harper and Row.
12. Herr, P. M. (1989). Priming price: Price knowledge and context effects. Journal of Consumer Research, 16, 67-75.
13. Herr, P. M., Sherman, S. J., & Fazio, R. H. (1983). On the consequences of priming: Assimilation and contrast effects. Journal of Experimental Social Psychology, 19, 323-340.
14. Higgins, E. T., Bargh, J. A., & Lombardi, W. (1985). Nature of priming effects on categorization. Journal of Experimental Psychology: Learning, Memory, and Cognition, 11, 59-69.
15. Hoch, S. J., & Ha, Y. (1986). Consumer learning and the ambiguity of product experience. Journal of Consumer Research, 13, 221-233.
16. Johnson, M. D. (1986). Consumer similarity judgments: A test of the contrast model. Psychology & Marketing, 3, 47-60.
17. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrics, 47, 263-291.
18. Lykken, D. T. (1968). Significance in psychological research. Psychological Bulletin, 70, 151-159.
19. Mandler, G. (1982). The structure of value: Accounting for taste. In M. S. Clarke and S. T. Fiske (Eds.), Perception, cognition and development: International analysis (pp. 3-36). Hillsdale, NJ: Erlbaum.
20. Meyers-Levy, J., & Sternthal, B. (1993). A two-factor explanation of assimilation and contrast effects. Journal of Marketing Research, 30, 359-368.
21. Meyers-Levy, J., & Tybout, A. M. (1989). Schema congruity as a basis for product evaluation. Journal of Consumer Research, 16, 39-54.
22. Meyers-Levy, J., & Tybout, A. M. (1997). Context effects at encoding and judgment in consumption settings: The role of cognitive resources. Journal of Consumer Research, 24, 1-14.
23. 1995 Cars sneak preview (1994). Consumer Review.
24. Nowlis, S. M., & Simonson, I. (1996). The effect of new product features on brand choice. Journal of Marketing Research, 33, 36-46.
25. Park, C. W., & Lessig, V. P. (1981). Familiarity and its impact on consumer decision biases and heuristics. Journal of Consumer Research, 8, 223-230.
26. Park, C. W., Milberg, S., & Lawson, R. (1991). Evaluation of brand extensions: The role of product feature similarity and brand concept consistency. Journal of Consumer Research, 18, 185-193.
27. Pechmann, C., & Ratneshwar, S. (1991). The use of comparative advertising for brand positioning: Association versus differentiation. Journal of Consumer Research, 18, 145-160.
28. Peracchio, L. A., & Tybout, A. M. (1996). The moderating role of prior knowledge in schema-based product evaluation. Journal of Consumer Research, 23, 177-192.
29. Petroshius, S. B., & Monroe, K. B. (1987). Effect of product line characteristics on product evaluation. Journal of Consumer Research, 13, 411-420.
30. Petty, R. E., & Cacioppo, J. T. (1996). Addressing disturbing and disturbed consumer behavior: Is it necessary to change the way we conduct behavioral science? Journal of Marketing Research, 33, 1-8.
31. Puto, C. P. (1987). The framing of buying decisions. Journal of Consumer Research, 14, 301-315.
32. Rosch, E., & Mervis, C. B. (1975). Family resemblances: Studies in the internal structure of categories. Cognitive Psychology, 7, 573-605.
33. Rose, R. L., Miniard, P. W., Barone, M. J., Manning, K. C., & Till, B. D. (1993). When persuasion goes undetected: The case for comparison advertising. Journal of Marketing Research, 30, 315-330.
34. Schiffman, S. S., Reynolds, M. L., & Young, F. W. (1981). Introduction to multidimensional scaling. New York: Academic Press.
35. Sherif, M., & Hovland, C. I. (1961). Social judgment: Assimilation and contrast effects in communication and attitude change. New Haven: Yale University Press.
36. Smith, D. C., & Andrews, J. (1995). Rethinking the effect of perceived fit on customers' evaluations of new products. Journal of the Academy of Marketing Services, 23, 4-14.
37. Smith, G. E., & Nagle, T. T.(1995). Frames of reference and buyers' perception of price and value. California Management Review, 38, 98-116.
38. Smith, G. E., & Wortzel, L. H. (1997). Prior knowledge and the effect of suggested frames of reference in advertising. Psychology & Marketing, 14, 121-143.
39. Tversky, A. (1977). Features of similarity. Psychological Review, 84, 327-352.
40. Van Auken, S., & Adams, A. J. (1998). Attribute upgrading through across-class, within-category comparison advertising: Issues and perspectives. Journal of Advertising Research, 38, 1-11.