The moderating effect of knowledge and resources on the persuasive impact of analogies

Journal of Consumer Research

Volumn 28, Issue 2, 2001, Pages 257-272

  Roehm, Michelle L ^a   Sternthal, Brian ^b  

^a WAKE FOREST UNIVERSITY   (United States)

^b NORTHWESTERN UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0035538564     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/322901     Document Type: Article

References (30)

1. Alba, Joseph W. and J. Wesley Hutchinson (1987), "Dimensions of Consumer Expertise," Journal of Consumer Research, 13 (March), 411-454.
2. Alpert, Judy I. and Mark I. Alpert (1990), "Music Influences on Mood and Purchase Intentions," Psychology and Marketing, 1 (July/August), 109-133.
3. Baron, Reuben M. and David A. Kenny (1986), "The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic and Statistical Considerations," Journal of Personality and Social Psychology, 51 (December), 1173-1182.
4. Bassok, Miriam (1990), "Transfer of Domain-Specific Problem-Solving Procedures," Journal of Experimental Psychology: Learning, Memory, and Cognition, 16 (May), 522-533.
5. Bruner, Gordon C. II (1990), "Music, Mood and Marketing," Journal of Marketing, 54 (October), 94-104.
6. Cacioppo, John T., Richard E. Petty, and Chuan Feng Kao (1984), "The Efficient Assessment of Need for Cognition," Journal of Personality Assessment, 48 (June), 306-307.
7. Chi, Michelene T. H., Paul Feltovich, and Robert Glaser (1981), "Categorization and Representation of Physics Problems by Experts and Novices," Cognitive Science, 5 (April/June), 121-152.
8. Gentner, Dedre (1983), "Structure-Mapping: A Theoretical Framework for Analogy," Cognitive Science, 7 (April/June), 155-170.
9. - and Arthur B. Markman (1997), "Structure Mapping in Analogy and Similarity," American Psychologist, 52 (January), 45-56.
10. -, Mary Jo Rattermann, and Kenneth D. Forbus ( 1993), "The Roles of Similarity in Transfer: Separating Retrievability from Inferential Soundness," Cognitive Psychology, 25 (October), 524-575.
11. Goldstone, Robert L. and Douglas L. Medin (1994), "Time Course of Comparison," Journal of Experimental Psychology: Learning, Memory, and Cognition, 20 (January), 29-50.
12. Gorn, Gerald J., Marvin E. Goldberg, and Kunal Basu (1993), "Mood, Awareness and Product Evaluation," Journal of Consumer Psychology, 2 (July), 237-256.
13. Gregan-Paxton, Jennifer and Deborah Roedder John (1997), "Consumer Learning by Analogy: A Model of Internal Knowledge Transfer," Journal of Consumer Research, 24 (December), 266-284.
14. Isen, Alice M. (1993), "Positive Affect and Decision Making," in Handbook of Emotion, ed. Michael Luis and Gannett M. Haviland, New York: Guilford, 261-277.
15. - and Kimberly A. Daubman (1984), "The Influence of Affect on Categorization," Journal of Personality and Social Psychology, 47 (December), 1206-1217.
16. -, Kimberly A. Daubman, and Gary P. Nowicki (1987), "Positive Affect Facilitates Creative Problem Solving," Journal of Personality and Social Psychology, 52 (June), 1122-1131.
17. Lambert, Alan J., Saera R. Khan, Brian A. Lickel, and Katja Fricke (1997), "Mood and the Correction of Positive versus Negative Stereotypes," Journal of Personality and Social Psychology, 72 (May), 1002-1016.
18. Lee, Angela and Brian Sternthal (1999), "The Effects of Positive Mood on Memory," Journal of Consumer Research, 26 (September), 115-127.
19. Markman, Arthur B. and Dedre Gentner (1993), "Structural Alignment during Similarity Comparisons," Cognitive Psychology, 25 (October), 431-467.
20. McQuarrie, Edward F. and David Glen Mick (1996), "Figures of Rhetoric in Advertising Language," Journal of Consumer Research, 22 (March), 424-437.
21. - and David Glen Mick (1999), "Visual Rhetoric in Advertising: Text-Interpretive, Experimental, and Reader Response Analysis," Journal of Consumer Research, 26 (June), 37-54.
22. Novick, Laura R. (1988), "Analogical Transfer, Problem Similarity and Expertise," Journal of Experimental Psychology: Learning, Memory, and Cognition, 14 (July), 510-520.
23. Petty, Richard E. and John T Cacioppo (1981), Attitudes and Persuasion: Classic and Contemporary Approaches, Dubuque, IA: Brown.
24. Read, Stephen. J. (1984), "Analogical Reasoning in Social Judgment: The Importance of Causal Theories," Journal of Personality and Social Psychology, 46 (January), 14-25.
25. Rigg, Melvin G. (1940), "The Effect of Register and Tonality upon Musical Mood," Journal of Musicology, 2 (September), 49-61.
26. Ross, Brian H. and Matthew C. Kilbane (1997), "Effects of Principle Explanation and Superficial Similarity on Analogical Mapping in Problem Solving," Journal of Experimental Psychology: Learning, Memory, and Cognition, 23 (March), 427-440.
27. Spence, Mark T. and Merrie Brucks (1997), "The Moderating Effects of Problem Characteristics on Experts' and Novices' Judgments," Journal of Marketing Research, 34 (May), 233-247.
28. Thompson, Leigh, Dedre Gentner, and Jeffery Lowenstein (2000), "Avoiding Missed Opportunities in Managerial Life: Analogical Training More Powerful than Individual Case Training," Organizational Behavior and Human Decision Making, 82 (May), 60-75.
29. Wedin, Lage (1972), "A Multidimensional Study of Perceptual-Emotional Qualities in Music," Scandinavian Journal of Psychology, 13 (December), 241-257.
30. Wegener, Duane T., Richard E. Petty, and Stephen M. Smith (1995), "Positive Mood Can Increase or Decrease Message Scrutiny: The Hedonic Contingency View of Mood and Message Processing," Journal of Personality and Social Psychology, 69 (July), 5-15.