A tiger and a president: Imperceptible celebrity facial cues influence trust and preference

Journal of Consumer Research

Volumn 39, Issue 4, 2012, Pages 769-783

  Tanner, Robin J ^a   Maeng, Ahreum ^a  

^a UNIVERSITY OF WISCONSIN MADISON   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84869804833     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/665412     Document Type: Article

References (67)

1. Adolphs, Ralph, Daniel Trane, and Antonio R. Damasio (1998), "The Human Amygdala in Social Judgment," Nature, 393 (June), 470-74.
2. Alicke, Mark D., M. L. Klotz, David L. Breitenbecher, Tricia J. Yurak, and Debbie S. Vredenburg (1995), "Personal Contact, Individuation, and the Better-Than-Average Effect," Journal of Personality and Social Psychology, 68 (5), 804-25.
3. Amaral, David G. (2002), "The Primate Amygdala and the Neurobiology of Social Behavior: Implications for Understanding Social Anxiety," Biological Psychiatry 51 (1), 11-17.
4. Ambler, Tim (1997), "How Much of Brand Equity Is Explained by Trust?" Management Decision, 35 (4), 283-92.
5. Bailenson, Jeremy N., Shanto Iyengar, Nick Yee, and Nathan A. Collins (2009), "Facial Similarity between Voters and Candidates Causes Influence," Public Opinion Quarterly, 72 (5), 935-61.
6. Bargh, John A. (1997), "The Automaticity of Everyday Life," in Advances in Social Cognition, Vol. 10, ed. Robert S. Wyer Jr., Mahwah, NJ: Erlbaum, 231-46.
7. Bargh, John A., and Tanya L. Chartrand (1999), "The Unbearable Automaticity of Being," American Psychologist 54 (July), 462-79.
8. Bargh, John A., and Tanya L. Chartrand (2000), "Studying the Mind in the Middle: A Practical Guide to Priming and Automaticity Research," in Handbook of Research Methods in Social Psychology, ed. Harry T. Reis and Charles M. Judd, New York: Cambridge University Press, 253-85.
9. Bornstein, Robert F., and Paul R. D'Agostino (1994), "The Attribution and Discounting of Perceptual Fluency: Preliminary Tests of a Perceptual Fluency/Attributional Model of the Mere Exposure Effect," Social Cognition, 12 (Summer), 103-28.
10. Cacioppo, John T. (2004), "Asymmetries in Affect Laden Information Processing," in Perspectivism in Social Psychology: The Yin and Yang of Scientific Process, ed. John T. Jost, Mahzarin R. Banaji, and Deborah A. Prentice, Washington, DC: American Psychological Association, 85-95.
11. Cacioppo, John T., Wendi L. Gardner, and Gary G. Berntson (1999), "The Affect System Has Parallel and Integrative Processing Components: Form Follows Function," Journal of Personality and Social Psychology, 76 (5), 839-55.
12. Carré, Justin M., Cheryl M. McCormick, and Catherine J. Mondloch (2009), "Facial Structure Is a Reliable Cue of Aggressive Behavior," Psychological Science, 20 (10), 1194-98.
13. Chartrand, Tanya L., Joel Huber, Baba Shiv, and Robin J. Tanner (2008), "Nonconscious Goals and Consumer Choice," Journal of Consumer Research, 35 (August), 189-201.
14. Chaudhuri, Arjun, and Morris B. Holbrook (2001), "The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty," Journal of Marketing, 65 (April), 81-93.
15. Chen, Mark, and John A. Bargh (1999), "Consequences of Automatic Evaluation: Immediate Behavioral Predispositions to Approach or Avoid the Stimulus," Personality and Social Psychology Bulletin, 25 (2), 215-24.
16. Corwin, G. H. (1921), "The Involuntary Response to Pleasantness," American Journal of Psychology, 32 (4), 563-70.
17. Critchley, Hugo, Eileen Daly, Mary Phillips, Michael Brammer, Edward Bullmore, Steven Williams, Therese Van Amelsvoort, Dene Robertson, Anthony David, and Declan Murphy (2000), "Explicit and Implicit Neural Mechanisms for Processing of Social Information from Facial Expressions: A Functional Magnetic Resonance Imaging Study," Human Brain Mapping, 9 (2), 93-105.
18. DeBruine, Lisa M. (2002), "Facial Resemblance Enhances Trust," Proceedings of the Royal Society, Series B, 269 (1498), 1307-12.
19. DeBruine, Lisa M. (2004a), "Resemblance to Self Increases the Appeal of Child Faces to Both Men andWomen," Evolution and Human Behavior, 25 (2), 142-54.
20. DeBruine, Lisa M. (2004b), "Trustworthy but Not Lust-Worthy: Context Specific Effects of Facial Resemblance," Proceedings of the Royal Society, Series B, 272 (1566), 919-22.
21. De Houwer, Jan, Sarah Thomas, and Frank Baeyens (2001), "Association Learning of Likes and Dislikes: A Review of 25 Years of Research on Human Evaluative Conditioning," Psychological Bulletin, 127 (6), 853-69.
22. Devine, Patricia G. (1989), "Stereotypes and Prejudice: Their Automatic and Controlled Components," Journal of Personality and Social Psychology, 56 (January), 5-18.
23. Dion, Karen, Ellen Berscheid, and Elaine Walster (1972), "What Is Beautiful Is Good," Journal of Personality and Social Psychology, 24 (3), 285-90.
24. Doney, Patricia M., and Joseph P. Cannon (1997), "An Examination of the Nature of Trust in Buyer-Seller Relationships," Journal of Marketing, 61 (April), 35-51.
25. Ekman, Paul (1992), "Facial Expressions of Emotion: New Findings, New Questions," Psychological Science, 3 (1), 34-38.
26. Elliot, Andrew J. (2006), "The Hierarchical Model of Approach- Avoidance Motivation," Motivation and Emotion, 30 (2), 111-16.
27. Elliot, Andrew J., and Martin V. Covington (2001), "Approach and Avoidance Motivation," Educational Psychology Review, 13 (2), 73-92.
28. Engell, Andew D., James V. Haxby, and Alexander Todorov (2007), "Implicit Trustworthiness Decisions: Automatic Coding of Face Properties in Human Amygdala," Journal of Cognitive Neuroscience, 19 (9), 1508-19.
29. Fiske, Susan T., Amy J. Cuddy, and Pete Glicke (2007), "Universal Dimensions of Social Cognition: Warmth and Competence," Trends in Cognitive Sciences, 11 (2), 77-83.
30. Fitzsimons, Grainne M., Tanya L. Chartrand, and Gavan J. Fitzsimons (2008), "Automatic Effects of Brand Exposure on Motivated Behavior: How Apple Makes You Think Different," Journal of Consumer Research, 35 (June), 21-35.
31. Friestad, Marian, and PeterWright (1994), "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, 21 (June), 1-31.
32. Hansen, Christine H., and Ronald D. Hansen (1988), "Finding the Face in the Crowd: An Anger Superiority Effect," Journal of Personality and Social Psychology, 54 (6), 917-24.
33. Hassin, Ran R., James S. Uleman, and John A. Bargh, eds. (2005), The New Unconscious, New York: Oxford University Press.
34. Hatfield, Elaine, John T. Cacioppo, and Richard L. Rapson (1993), "Emotional Contagion," in Review of Personality and Social Psychology, Vol. 14, Emotion and Social Behavior, Newbury Park, CA: Sage, 151-77.
35. Hauber, Mark E., and Paul W. Sherman (2001), "Self-Referent Phenotype Matching: Theoretical Considerations and Empirical Evidence," Trends in Neuroscience, 24 (10), 609-16.
36. Howard, Daniel J., and Charles Gengler (2001), "Emotional Contagion Effects on Product Attitudes," Journal of Consumer Research, 28 (September), 189-201.
37. Ives, Nat (2008), "Despite Talk of Ethics Codes, Airbrushing Is Here to Stay," Advertising Age 79 (April 21), 24.
38. Kanwisher, Nancy, and Galit Yovel (2006), "The Fusiform Face Area: A Cortical Region Specialized for the Perception of Faces," Philosophical Transactions of the Royal Society B: Biological Sciences, 361 (November), 2109-28.
39. Kim, Moonja, and Seymour Rosenberg (1980), "Comparison of Two Structural Models of Implicit Personality Theory," Journal of Personality and Social Psychology, 38 (3), 375-89.
40. Kunst-Wilson, William R., and Robert B. Zajonc (1980), "Affective Discrimination of Stimuli That Cannot Be Recognized," Science, 207 (February), 557-58.
41. Langlois, Judith H., and Lori A. Roggman (1990), "Attractive Faces Are Only Average," Psychological Science, 1 (2), 115-21.
42. Lewin, Kurt (1935), A Dynamic Theory of Personality, New York: McGraw-Hill.
43. McCracken, Grant (1989), "Who Is the Celebrity Endorser? Cultural Foundations of the Endorsement Process," Journal of Consumer Research, 16 (3), 310-21.
44. Mehta, Ravi, and Rui Zhu (2009), "Blue or Red? Exploring the Effect of Color on Cognitive Task Performances," Science 323 (5918), 1226-29.
45. Neumann, Roland, and Fritz Strack (2000), "Approach and Avoidance: The Influence of Proprioceptive and Extereoceptive Cues on Encoding of Affective Information," Journal of Personality and Social Psychology, 79 (1), 39-48.
46. Nummenmaa, Lauri, Jukka Hyona, and Jari K. Hietanen (2009), "I'll Walk This Way: Eyes Reveal the Direction of Loco-motion and Make Passersby Look and Go the Other Way," Psychological Science, 20 (12), 1454-58.
47. Ohanian, Roobina (1990), "Construction and Validation of a Scale to Measure Celebrity Endorsers' Perceived Expertise, Trustworthiness, and Attractiveness," Journal of Advertising, 19 (3), 39-52.
48. Oosterhof, Nikolaas N., and Alexander Todorov (2008), "The Functional Basis of Face Evaluation," Proceedings of the National Academy of Sciences, USA, 105 (32), 11087-92.
49. Osgood, Charles E., George J. Suci, and Percy H. Tannenbaum (1957), The Measurement of Meaning, Urbana: University of Illinois Press, 1957.
50. Park, Justin H., and Mark Schaller (2005), "Does Attitude Similarity Serve as a Heuristic Cue for Kinship? Evidence of an Implicit Cognitive Association," Evolution and Human Behavior, 26 (2005), 158-70.
51. Parr, Lisa A., and Frans B. M. de Waal (1999), "Visual Kin Recognition in Chimpanzees," Nature, 399 (June), 647-48.
52. Schwarz, Norbert (2004), "Metacognitive Experiences in Consumer Judgment and Decision Making," Journal of Consumer Psychology, 14 (4), 332-48.
53. Shanteau, James, and Geraldine F. Nagy (1979), "Probability of Acceptance in Dating Choice," Journal of Personality and Social Psychology, 37 (4), 522-33.
54. Small, Deborah A., and Nicole M. Verrochi (2009), "The Face of Need: Facial Emotion Expression on Charity Advertisements," Journal of Marketing Research, 46 (December), 777-87.
55. Tanner, Robin J., Rosellina Ferraro, Tanya L. Chartrand, James R. Bettman, and Rick Van Baaren (2008), "Of Chameleons and Consumption: The Impact of Mimicry on Choice and Preferences," Journal of Consumer Research, 34 (April), 754-66.
56. Todorov, Alexander, and Andrew D. Engell (2008), "The Role of the Amygdala in Implicit Evaluation of Emotionally Neutral Faces," Social, Cognitive, and Affective Neuroscience, 3 (4), 303-12.
57. Todorov, Alexander, Anesu N. Mandisodza, Amir Goren, and Crystal C. Hall (2005), "Inferences of Competence from Faces Predict Election Outcomes," Science, 308 (5728), 1623-26.
58. Todorov, Alexander, Manish Pakrashi, and Nikolaas N. Oosterhof (2009), "Evaluating Faces on Trustworthiness after Minimal Time Exposure," Social Cognition, 27 (6), 813-33.
59. Verosky, Sara C., and Alexander Todorov (2010), "Generalization of Affective Learning about Faces to Perceptually Similar Faces," Psychological Science, 21 (6), 779-85.
60. Weisbuch, Max, and Diane Mackie (2009), "False Fame, Perceptual Clarity, or Persuasion? Flexible Fluency Attribution in Spokesperson Familiarity Effects," Journal of Consumer Psychology, 19 (2009), 62-72.
61. Weisbuch, Max, Diane Mackie, and Teresa Garcia-Marques (2003), "Prior Source Exposure and Persuasion: Further Evidence for Misattribution Processes," Personality and Social Psychology Bulletin, 29 (6), 691-700.
62. Wells, Peter A. (1987), "Kin Recognition in Humans," in Kin Recognition in Animals, ed. David J. C. Fletcher and Charles D. Michener, Chichester: Wiley, 395-415.
63. Whalen, Paul J. (1998), "Fear, Vigilance, and Ambiguity: Initial Neuroimaging Studies of the Human Amygdala," Current Directions in Psychological Science 7 (December), 177-88.
64. Willis, Janine, and Alexander Todorov (2006), "First Impressions: Making Up Your Mind after 100 Milliseconds Exposure to a Face," Psychological Science, 17 (7), 592-98.
65. Winkielman, Piotr, and John T. Cacioppo (2001), "Mind at Ease Puts a Smile on the Face: Psychophysiological Evidence That Processing Facilitation Increases Positive Affect," Journal of Personality and Social Psychology, 81 (6), 989-1000.
66. Winston, Joel S., Bryan A. Strange, John O'Doherty, and Raymond J. Dolan (2002), "Automatic and Intentional Brain Responses during Evaluation of Trustworthiness of Faces," Nature Neuroscience, 5 (3), 277-83.
67. Zajonc, Robert (1968), "Attitudinal Effects of Mere Exposure," Journal of Personality and Social Psychology Monograph Supplement, 9 (2, pt. 2), 1-28.