Message strength and persuasion when consumers imagine product usage

Journal of Consumer Behaviour

Volumn 10, Issue 4, 2011, Pages 225-231

  Praxmarer, Sandra ^a  

^a UNIVERSITY OF BAMBERG   (Germany)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 79960807913     PISSN: 14720817     EISSN: 14791838     Source Type: Journal    
DOI: 10.1002/cb.331     Document Type: Article

References (31)

1. Anand P, Sternthal B. 1987. Resource matching as an explanation for message persuasion. In Perspectives on the Affective and Cognitive Effects of Advertising, Caferrata P, Tybout AM (eds). Lexington Books: Lexington; 135-159.
2. Babin LA, Burns AC. 1997. Effects of print ad pictures and copy containing instructions to imagine in mental imagery that mediates attitudes. Journal of Advertising 26(3): 33-44.
3. Baumgartner H, Sujan M, Bettman JR. 1992. Autobiographical memories, affect, and consumer information processing. Journal of Consumer Psychology 1: 53-82.
4. Bone PF, Ellen PS. 1992. The generation and consequences of communication-evoked imagery. Journal of Consumer Research 19: 93-104.
5. Chin WW, Marcolin BL, Newsted PR. 2003. A partial least square latent variable approach for measuring interaction effects: results from a Monte Carlo simulation study and an electronic-mail emotion/adoption study. Information Systems Research 14(2): 189-217.
6. Edell JA, Burke MC. 1987. The power of feelings in understanding advertising effects. Journal of Consumer Research 14: 421-433.
7. Escalas JE. 2004. Imagine yourself in the product. Journal of Advertising 33(2): 37-48.
8. Escalas JE. 2007. Self-referencing and persuasion: narrative transportation versus analytical elaboration. Journal of Consumer Research 33: 421-429.
9. Escalas JE, Luce MF. 2004. Understanding the effects of process-focused versus outcome-focused thought in response to advertising. Journal of Consumer Research 31: 274-285.
10. Fornell C, Larcker DF. 1981. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18: 39-50.
11. Green MC, Brock TC. 2000. The role of transportation in the persuasiveness of public narratives. Journal of Personality and Social Psychology 79(5): 701-721.
12. Keller PA, Block LG. 1997. Vividness effects: a resource-matching perspective. Journal of Consumer Research 24: 295-304.
13. Kenny DA, Judd CM. 1984. Estimating the nonlinear and interactive effects of latent variables. Psychological Bulletin 96: 201-210.
14. Kiselius J, Sternthal B. 1984. Detecting and explaining vividness effects in attitudinal judgments. Journal of Marketing Research 21: 54-64.
15. MacInnis DJ, Price LL. 1987. The role of imagery in information processing: review and extensions. Journal of Consumer Research 13: 473-491.
16. McQuarrie EF, Munson JM. 1986. The Zaichowsky personal involvement inventory: modification and extension. In Advances in Consumer Research, Vol. 14, Sherry J F, Sternthal B (eds). Association for Consumer Research: Provo, UT; 108-115.
17. Meyers-Levy J, Malaviya P. 1999. Consumers' processing of persuasive advertisements: an integrative framework of persuasion theories. Journal of Marketing 63 (Special Issue): 45-60.
18. Miller DW, Marks LJ. 1997. The effects of imagery-evoking radio advertising strategies on affective responses. Psychology and Marketing 14: 337-360.
19. Miniard PW, Bhatla S, Lord KR, Dickson PR, Unnava HR. 1991. Picture-based persuasion processes and the moderating role of involvement. Journal of Consumer Research 18: 92-107.
20. Moore DL, Hausknecht D, Thamodaran K. 1986. Time compression, response opportunity, and persuasion. Journal of Consumer Research 13: 85-99.
21. Okechuku C. 1992. The relationship of prior knowledge and involvement to advertising recall and evaluation. International Journal of Research in Marketing 9: 115-130.
22. Olson IR, Marshuetz C. 2005. Facial attractiveness is appraised in a glance. Emotion 5(4): 498-502.
23. Park CW, Gardner MP, Thukral VK. 1988. Self-perceived knowledge: some effects on information processing for a choice task. American Journal of Psychology 101(3): 401-424.
24. Petty RE, Cacioppo JT. 1981. Issue involvement as a moderator of the effects on attitudes of advertising content and context. In Advances in Consumer Research, Vol. 8, Monroe KB (ed.). Association for Consumer Research: Ann Arbor, MI; 20-24.
25. Ringle CM, Wende S, Will S. 2005. SmartPLS 2.0 (M3) Beta, Hamburg 2005. Available at.
26. Rossiter JR. 1982. Visual imagery: applications to advertising. In Advances in Consumer Research, Vol. 9, Mitchell AA (eds). Association for Consumer Research: Ann Arbor, MI; 101-106.
27. Rossiter JR, Percy L. 1980. Attitude change through visual imagery in advertising. Journal of Advertising 9(2): 10-16.
28. Smith RA, Houston MJ, Childers TL. 1984. Verbal vs. visual processing modes: an empirical test of the cyclical processing hypothesis. In Advances in Consumer Research, Vol. 11, Kinnear T (eds). Association for Consumer Research: Ann Arbor, MI; 75-80.
29. Sujan M. 1985. Consumer knowledge: effects on evaluation strategies mediating consumer judgments. Journal of Consumer Research 12: 31-46.
30. Sujan M, Bettman JR, Baumgartner H. 1993. Influencing consumer judgments using autobiographical memories: a self-referencing perspective. Journal of Marketing Research 30: 422-436.
31. Tybout AM, Calder BJ, Sternthal B. 1981. Using information processing theory to design marketing strategies. Journal of Marketing Research 28: 73-79.