The effect of perceived message choice on persuasion

Journal of Consumer Psychology

Volumn 19, Issue 3, 2009, Pages 290-301

  Schlosser, Ann E ^a   Shavitt, Sharon ^b  

^a UNIVERSITY OF WASHINGTON   (United States)

^b UNIVERSITY OF ILLINOIS AT URBANA CHAMPAIGN   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 68349144740     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jcps.2009.03.006     Document Type: Article

References (52)

1. Ariely D. Controlling the information flow: Effects on consumers' decision making and preferences. Journal of Consumer Research 27 (2000) 233-248
2. Aron A., Aron E.N., and Smollan D. Inclusion of other in the self scale and the structure of interpersonal closeness. Journal of Personality & Social Psychology 63 (1992) 596-612
3. Baron R.M., and Kenny D.A. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology 51 (1986) 11731182
4. Baumeister R.F., Sparks E.A., Stillman T.F., and Vohs K.D. Free will in consumer behavior: Self-control, ego depletion, and choice. Journal of Consumer Psychology 18 (2008) 4-13
5. Bergami M., and Bagozzi R.P. Self-categorization, affective commitment and group self-esteem as distinct aspects of social identity in the organization. The British Journal of Social Psychology 39 (2000) 555-577
6. Boush D.M., Friestad M., and Rose G.M. Adolescent skepticism toward TV advertising and knowledge of advertiser tactics. Journal of Consumer Research 21 (1994) 165-175
7. Brehm J.W. Postdecision changes in the desirability of alternatives. Journal of Abnormal Psychology 52 3 (1956) 384-389
8. Cacioppo J.T., and Petty R.E. Social-psychological procedures for cognitive response assessment: The thought listing technique. In: Merluzzi T., Glass C., and Genest M. (Eds). Cognitive Assessment (1981), Guilford, New York 309-342
9. Campbell M.C. Perceptions of price unfairness: Antecedents and consequences. Journal of Marketing Research 36 (1999) 187-200
10. Campbell M.C., and Kirmani A. Consumers' use of persuasion knowledge: The effects of accessibility and cognitive capacity on perceptions of an influence agent. Journal of Consumer Research 27 (2000) 69-84
11. Chen M.K. Rationalization and cognitive dissonance: Do choices affect or reflect preferences?. Retrieved from (2008). http://www.som.yale.edu/Faculty/keith.chen/papers/CogDisPaper.pdf
12. Clary E.G., and Tesser A. Reactions to unexpected events: The naive scientist and interpretive activity. Personality & Social Psychology Bulletin 9 (1983) 609-620
13. Clee M.A., and Wicklund R.A. Consumer behavior and psychological reactance. Journal of Consumer Research 6 (1980) 389405
14. Dholakia U.M., and Morwitz V.G. The scope and persistence of mere-measurement effects: Evidence from a field study of customer satisfaction measurement. Journal of Consumer Research 29 (2002) 159-167
15. Eagly Al.H., and Chaiken S. The Psychology of Attitudes (1993), Harcourt Brace Jovanovich, Fort Worth, TX
16. Edwards S., Li H., and Lee J. Forced exposure and psychological reactance: Antecedents and consequences of the perceived intrusiveness of pop-up ads. Journal of Advertising 31 (2002) 83-96
17. Festinger L., and Carlsmith J.M. Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology 58 (1959) 203-210
18. Fitzsimons G.M., and Kay A.C. Language and interpersonal cognition: Causal effects of variations in pronoun usage on perceptions of closeness. Personality and Social Psychology Bulletin 30 (2004) 547-557
19. Friestad M., and Wright P. The persuasion knowledge model: How people cope with persuasion attempts. Journal of Consumer Research 21 (1994) 1-31
20. Folkes V.S. Consumer reactions to product failure: An attributional approach,. Journal of Consumer Research 10 (1984) 398409
21. Folkes V.S. Recent attribution research in consumer behavior: A review and new directions. Journal of Consumer Research 14 (1988) 54865
22. Goldstein N.J., and Cialdini R.B. The spyglass self: A model of vicarious self-perception. Journal of Personality and Social Psychology 92 (2007) 402-417
23. Greenwald A.G. Cognitive learning, cognitive response to persuasion, and attitude change. In A. G. Greenwald, T. C. Brock & T. M. Ostrom (Eds.), Psychological foundations of attitudes (pp. 147-170) (1968), Academic Press, New York
24. Hastie R. Causes and effects of causal attribution. Journal of Personality and Social Psychology 46 (1984) 44-56
25. Hoffman D.L., and Novak T.P. Marketing in hypermedia computer-mediated environments: conceptual foundations. Journal of Marketing 60 (1996) 50-68
26. Iyengar S.S., and Lepper M.R. When choice is demotivating: Can one desire too much of a good thing?. Journal of Personality & Social Psychology 79 (2000) 995-1006
27. Iyengar S.S., and Lepper M.R. Choice and its consequences: On the costs and benefits of self-determination. In: Tesser A., and Stapel D.A. (Eds). Self and motivation: Emerging psychological perspectives (2002), American Psychological Association, Washington, DC 71-96
28. Kirmani A. The effect of perceived advertising costs on brand perceptions. Journal of Consumer Research 17 (1990) 160-171
29. Kirmani A., and Campbell M.C. Taking the target's perspective: The Persuasion Knowledge Model. In: Wanke M. (Ed). Social psychology of consumer behavior (2009), Pscychology Press, New York 297-316
30. Kirmani A.A., and Rao A.R. No pain, no gain: A critical review of the literature on signaling unobservable product quality. Journal of Marketing 64 (2000) 66-80
31. Kirmani A., and Wright P. Money talks: Perceived advertising expense and expected product quality. Journal of Consumer Research 16 (1989) 344-353
32. Mandel N., Petrova P.K., and Cialdini R.B. Images of success and the preference for luxury brands. Journal of Consumer Psychology 16 1 (2006) 57-69
33. Mayer R.C., and Davis J.H. The effect of the performance appraisal system on trust for management: A field quasi-experiment. Journal of Applied Psychology 84 (1999) 123-136
34. McCullough M.E., Rachal K.C., Sandage S.J., Worthington Jr. E.L., Brown S.W., and Hight T.L. Interpersonal forgiving in close relationships: II. Theoretical elaboration and measurement. Journal of Personality and Social Psychology 75 6 (1998) 1586-1603
35. Mick D.G. Degrees of freedom of will: An essential endless question in consumer behavior. Journal of Consumer Psychology 18 (2008) 17-21
36. Morales A. Giving firms an "E" for effort: Consumer responses to high effort firms. Journal of Consumer Research 31 (2005) 806-812
37. Perloff R.M., and Brock T.C. And thinking makes it so: Cognitive responses to persuasion. In: Roloff M.E., and Miller G.R. (Eds). Persuasion: New directions in theory and research (1980), Sage, Beverly Hills 67-99
38. Petty R.E., and Cacioppo J.T. Involvement and persuasion: Tradition versus integration. Psychological Bulletin 107 (1990) 367-374
39. Petty R.E., Ostrom T.M., and Brock T.C. Cognitive Responses in Persuasion (1981), Lawrence Erlbaum Associates, Inc, Hillsdale, NJ
40. Pyszczynski T.A., and Greenberg J. Role of disconfirmed expectancies in the instigation of attributional processing. Journal of Personality and Social Psychology 40 (1981) 31-38
41. Raghubir P., and Corfman K. When do price promotions affect pretrial brand evaluations?. Journal of Marketing Research 36 (1999) 211-223
42. Reinartz W.J., and Kumar V. On the profitability of long-life customers in a noncontractual setting: An empirical investigation and implications for marketing. Journal of Marketing 64 (2000) 17-36
43. Robertson T.S., and Rossiter J.R. Children and commercial persuasion: An attribution theory analysis. Journal of Consumer Research 1 (1974) 13-20
44. Savani K., Markus H.R., and Conner A.L. Let your preference be your guide? Preferences and choices are more tightly linked for North Americans than for Indians. Journal of Personality & Social Psychology 95 (2008) 861-876
45. Schwarz N., Strack F., and Mai H. Assimilation and contrast effects in part-whole question sequences: A conversational logic analysis. Public Opinion Quarterly 55 (1991) 3-23
46. Sen S., and Bhattacharya C.B. Does doing good always lead to doing better? Consumer reactions to corporate social responsibility. Journal of Marketing Research 38 (2001) 225-244
47. Sluss D.M., and Ashforth B.E. Relational identity and identification: Defining ourselves through work relationships. The Academy of Management Review 32 (2007) 9-32
48. Trifts V., and Häubl G. Information availability and consumer preference: Can online retailers benefit from providing access to competitor price information?. Journal of Consumer Psychology 13 1-2 (2003) 149-159
49. Tuk M.A., Verlegh P.W.J., Smidts A., and Wigboldus D.H.J. Sales and sincerity: The role of relational framing in word-of-mouth marketing. Journal of Consumer Psychology 19 (2009) 38-47
50. Weiner B. Spontaneous "causal thinking". Psychological Bulletin 97 1 (1985) 74-87
51. Wertenbroch K., Vosgerau J., and Bruyneel S.D. Free will, temptation, and self control: We must believe in free will, we have no choice. Journal of Consumer Psychology 18 (2008) 27-33
52. Wicklund R.A., Slattum V., and Solomon E. Effects of implied pressure toward commitment on ratings of choice alternatives. Journal of Experimental Social Psychology 6 (1970) 449-457