Sensation-seeking and differentially arousing television commercials

Journal of Social Psychology

Volumn 140, Issue 6, 2000, Pages 710-720

  Leone, Christopher ^a   D'arienzo, Justin ^a  

^a UNIVERSITY OF NORTH FLORIDA   (United States)

Author keywords

Advertising; Sensation seeking; Television

Indexed keywords

ADULT; ADVERTIZING; ANALYSIS OF VARIANCE; AROUSAL; ARTICLE; ATTITUDE; BEER; EXPLORATORY BEHAVIOR; FEMALE; FINANCIAL MANAGEMENT; HUMAN; MALE; PREDICTION AND FORECASTING; PSYCHOLOGICAL ASPECT; STUDENT; TELEVISION; UNIVERSITY;

ADULT; ADVERTISING; ANALYSIS OF VARIANCE; AROUSAL; ATTITUDE; BEER; EXPLORATORY BEHAVIOR; FEMALE; HUMANS; MALE; MARKETING OF HEALTH SERVICES; PREDICTIVE VALUE OF TESTS; STUDENTS; TELEVISION; UNIVERSITIES;

EID: 0034568583     PISSN: 00224545     EISSN: 19401183     Source Type: Journal    
DOI: 10.1080/00224540009600511     Document Type: Article

References (30)

1. Aaker, D. A., & Myers, J. G. (1987). Advertising management. Englewood Cliffs, NJ: Prentice-Hall.
2. Alba, J. W., & Hutchinson, J. W. (1987). Dimensions of consumer expertise. Journal of Consumer Research, 13, 411-454.
3. Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology. 51, 1173-1182.
4. Brown, L. T., Ruder, V. G., Ruder, J. H., & Young, S. D. (1974). Stimulation seeking and the change seeker index. Journal of Consulting and Clinical Psychology, 42, 311.
5. Cooke, E. F. (1983). A general theory of need satisfaction. In J. Summey, R. Viswanathan, R. D. Taylor, & K. Glynn (Eds.), Marketing theories and concepts for an era of change (pp. 96-98). Carbondale, IL: Southern Marketing Association.
6. Corstjens, J. (1990). Strategic advertising: A practitioner's handbook. New York: Nichols.
7. The data wars: The battle for your brain. (1991, August). Consumer Reports. 56, 521-522.
8. Donohew, L., Helm, D. M., Lawrence, P., & Shatzer, M. J. (1990). Sensation-seeking, marijuana use, and responses to prevention messages. In R. R. Watson (Ed.), Drug and alcohol abuse prevention (pp. 73-93). Totowa, NJ: Humana Press.
9. Donohew, L., Lorch, E., & Palmgreen, P. (1991). Sensation-seeking and targeting antidrug PSAs. In L. Donohew, H. E. Lypher, & W. Bulkoski (Eds.), Persuasive communication and drug use prevention (pp. 209-226). Hillsdale, NJ: Erlbaum.
10. Foxali, G. R., & Goldsmith, R. E. (1994). Consumer psychology for marketing. New York: Routledge.
11. Jacoby, J., Hoyer, W., & Brief, A. (1992). Consumer psychology. In M. D. Dunnette & L. M. Hough (Eds.), Handbook of industrial and organizational psychology (3rd ed., Vol. 3, pp. 377-441). Palo Alto, CA: Consulting Psychologists Press.
12. Krugman, H. E. (1965). The impact of television advertising: Learning without involvement. Public Opinion Quarterly, 29. 249-256.
13. Lunn, T. (1986). Segmenting and constructing markets. In R. M. Worcester & J. Down-ham (Eds.), Consumer market research handbook (3rd ed., pp. 387-423). New York: North-Holland.
14. McSweeney, F. K., & Bierley, C. (1984). Recent developments in classical conditioning. Journal of Consumer Research, 11, 619-631.
15. Mitchell, A. A. (1979). Involvement: A potentially important mediator of consumer behavior. Advances in Consumer Research, 6, 191-196.
16. Nord, W., & Peter, J. P. (1980). A behavior modification perspective on marketing. Journal of Marketing, 44, 36-47.
17. Osgood, C. E., Suci, G. J., & Tannenbaum, P. H. (1957). The measurement of meaning. Urbana, IL: University of Illinois Press.
18. Petty, R. E., & Cacioppo, J. T. (1984). The effects of involvement on response to argument quantity and quality. Journal of Personality and Social Psychology, 46, 69-81.
19. Petty, R. E., Cacioppo, J. T., & Schumann, D. W. (1983). Central and peripheral routes to advertising effectiveness: The moderating role of involvement. Journal of Consumer Research, 10, 135-146.
20. Ratliff, R. G., & Burkhart, B. R. (1984). Sex differences in motivations for and effects of drinking among college students. Journal of Studies on Alcohol, 45, 26-32.
21. Ratneshwar, S., & Chaiken, S. (1991). Comprehension's role in persuasion: The case of its moderating effect on the persuasive impact of source cues. Journal of Consumer Research, 18, 52-62.
22. Rowland, G. L., Fouts, G., & Heatherton, T. (1989). Television viewing and sensation-seeking: Uses, preferences, and attitudes. Personality and Individual Differences, 10, 1003-1006.
23. Schierman, M. J., & Rowland, G. L. (1985). Sensation-seeking and selection of entertainment. Personality and Individual Differences, 6, 599-603.
24. Segal, B. S., Huba, G. J., & Singer, J. F. (1980). Drugs, daydreaming, and personality: Study of college youth. Hillsdale, NJ: Erlbaum.
25. Zuckerman, M. (1971). Dimensions of sensation seeking. Journal of Consulting and Clinical Psychology, 36, 45-52.
26. Zuckerman, M (1979). Sensation-seeking: Beyond the optimal level of arousal. Hillsdale, NJ: Erlbaum.
27. Zuckerman, M. (1991). One person's stress is another's pleasure. In C. D. Spielberger, I. G. Saranson, Z. Kulczar, & G. L. VanHeck (Eds.), Stress and emotion (Vol. 14, pp. 31-45). Washington, DC: Hemisphere.
28. Zuckerman, M. (1994). Behavioral expressions and biosocial bases of sensation-seeking. New York: Cambridge University Press.
29. Zuckerman, M., Bone, R. N., Neary, R., Mangelsdorf, D., & Brustman, B. (1972). What is the sensation seeker? Personality trait and experience correlates of the Sensation Seeking Scales. Journal of Consulting and Clinical Psychology, 39, 308-321.
30. Zuckerman, M., & Litle, P. (1986). Personality and curiosity about morbid and sexual events. Personality and Individual Differences, 7, 49-56.