메뉴 건너뛰기




Volumn 43, Issue 10, 2013, Pages 2007-2016

The impacts of goal orientation, terminology effect, and source credibility on communication effectiveness

Author keywords

[No Author keywords available]

Indexed keywords


EID: 84885834126     PISSN: 00219029     EISSN: 15591816     Source Type: Journal    
DOI: 10.1111/jasp.12154     Document Type: Article
Times cited : (9)

References (47)
  • 1
    • 69349087672 scopus 로고    scopus 로고
    • Affect and retail shopping behavior: Understanding the role of mood regulation and regulatory focus
    • Arnold, M. J., & Reynolds, K. E. (2009). Affect and retail shopping behavior: Understanding the role of mood regulation and regulatory focus. Journal of Retailing, 85, 308-320.
    • (2009) Journal of Retailing , vol.85 , pp. 308-320
    • Arnold, M.J.1    Reynolds, K.E.2
  • 2
    • 0038897448 scopus 로고    scopus 로고
    • The effects of judgments of new clients' integrity upon risk judgments, audit evidence, and fees
    • Beaulieu, P. (2001). The effects of judgments of new clients' integrity upon risk judgments, audit evidence, and fees. Auditing: A Journal of Practice and Theory, 20(2), 85-99.
    • (2001) Auditing: A Journal of Practice and Theory , vol.20 , Issue.2 , pp. 85-99
    • Beaulieu, P.1
  • 3
    • 33845939025 scopus 로고    scopus 로고
    • How does negative source credibility affect commercial lenders' decisions
    • Beaulieu, P. R., & Rosman, A. J. (2003). How does negative source credibility affect commercial lenders' decisions? Advances in Accounting Behavioral Research, 6, 79-94.
    • (2003) Advances in Accounting Behavioral Research , vol.6 , pp. 79-94
    • Beaulieu, P.R.1    Rosman, A.J.2
  • 5
    • 0028399230 scopus 로고
    • Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment
    • Chaiken, S., & Maheswaran, D. (1994). Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment. Journal of Personality and Social Psychology, 66, 460-473.
    • (1994) Journal of Personality and Social Psychology , vol.66 , pp. 460-473
    • Chaiken, S.1    Maheswaran, D.2
  • 7
    • 12844270008 scopus 로고    scopus 로고
    • Goal orientation and consumer preference for the status quo
    • Chernev, A. (2004). Goal orientation and consumer preference for the status quo. Journal of Consumer Research, 31, 557-565.
    • (2004) Journal of Consumer Research , vol.31 , pp. 557-565
    • Chernev, A.1
  • 8
    • 84895911022 scopus 로고    scopus 로고
    • The effect of terminologies on attitudes toward advertisements and brands: Consumer product knowledge as a moderator
    • Chuang, S. C., Tsai, C. C., Cheng, Y. H., & Sun, Y. C. (2009). The effect of terminologies on attitudes toward advertisements and brands: Consumer product knowledge as a moderator. Journal of Business and Psychology, 24, 485-491.
    • (2009) Journal of Business and Psychology , vol.24 , pp. 485-491
    • Chuang, S.C.1    Tsai, C.C.2    Cheng, Y.H.3    Sun, Y.C.4
  • 9
    • 84986166746 scopus 로고    scopus 로고
    • The effects of regulatory focus and tie strength on word-of-mouth behavior
    • Chung, C., & Tsai, Q. (2009). The effects of regulatory focus and tie strength on word-of-mouth behavior. Asia Pacific Journal of Marketing and Logistics, 21, 329-341.
    • (2009) Asia Pacific Journal of Marketing and Logistics , vol.21 , pp. 329-341
    • Chung, C.1    Tsai, Q.2
  • 11
    • 33749053177 scopus 로고    scopus 로고
    • The relationship of the visual elements of an advertisement to service quality expectations and source credibility
    • Clow, K. E., Fames, K. E., Kranenburg, K. E., & Berry, C. T. (2006). The relationship of the visual elements of an advertisement to service quality expectations and source credibility. Journal of Services Marketing, 20, 404-411.
    • (2006) Journal of Services Marketing , vol.20 , pp. 404-411
    • Clow, K.E.1    Fames, K.E.2    Kranenburg, K.E.3    Berry, C.T.4
  • 12
    • 0000702735 scopus 로고    scopus 로고
    • Regulatory focus and strategic inclinations: Promotion and prevention in decision making
    • Crowe, E., & Higgins, T. E. (1997). Regulatory focus and strategic inclinations: Promotion and prevention in decision making. Organizational Behavior and Human Decision Processes, 69, 117-132.
    • (1997) Organizational Behavior and Human Decision Processes , vol.69 , pp. 117-132
    • Crowe, E.1    Higgins, T.E.2
  • 13
    • 84885844455 scopus 로고    scopus 로고
    • The persuasive effect of spokesperson similarity moderated by source credibility
    • Summer
    • DeShields, O. W., Jr., & Kara, A. (2000). The persuasive effect of spokesperson similarity moderated by source credibility. American Marketing Association Conference Proceedings, 11(Summer), 132-138.
    • (2000) American Marketing Association Conference Proceedings , vol.11 , pp. 132-138
    • DeShields Jr, O.W.1    Kara, A.2
  • 15
    • 0003207482 scopus 로고
    • The effects of advertiser reputation and extremity of advertising claim on advertising effectiveness
    • Goldberg, M. E., & Hartwick, J. (1990). The effects of advertiser reputation and extremity of advertising claim on advertising effectiveness. Journal of Consumer Research, 17, 172-179.
    • (1990) Journal of Consumer Research , vol.17 , pp. 172-179
    • Goldberg, M.E.1    Hartwick, J.2
  • 16
    • 0041116185 scopus 로고    scopus 로고
    • The impact of corporate credibility and celebrity credibility on consumer reactions to advertisements and brands
    • Goldsmith, R. E., Lafferty, B. A., & Newell, S. J. (2000). The impact of corporate credibility and celebrity credibility on consumer reactions to advertisements and brands. Journal of Advertising, 29, 43-54.
    • (2000) Journal of Advertising , vol.29 , pp. 43-54
    • Goldsmith, R.E.1    Lafferty, B.A.2    Newell, S.J.3
  • 17
    • 84986841607 scopus 로고
    • Consumer decision making: A model of the effects of involvement, source credibility, and location on the size of the price difference required to induce consumers to change suppliers
    • Gotlieb, J. B., Schlacter, J. L., & St. Louis, R. D. (1992). Consumer decision making: A model of the effects of involvement, source credibility, and location on the size of the price difference required to induce consumers to change suppliers. Psychology and Marketing, 9, 191-208.
    • (1992) Psychology and Marketing , vol.9 , pp. 191-208
    • Gotlieb, J.B.1    Schlacter, J.L.2    St. Louis, R.D.3
  • 18
    • 0000622880 scopus 로고
    • The persuasive effects of source credibility in buy and lease situations
    • Harmon, R. R., & Coney, K. A. (1982). The persuasive effects of source credibility in buy and lease situations. Journal of Marketing Research, 19, 255-260.
    • (1982) Journal of Marketing Research , vol.19 , pp. 255-260
    • Harmon, R.R.1    Coney, K.A.2
  • 19
    • 0031304419 scopus 로고    scopus 로고
    • Beyond pleasure and pain
    • Higgins, E. T. (1997). Beyond pleasure and pain. American Psychologist, 52, 1280-1300.
    • (1997) American Psychologist , vol.52 , pp. 1280-1300
    • Higgins, E.T.1
  • 20
    • 0034332318 scopus 로고    scopus 로고
    • Making a good decision: Value from fit
    • Higgins, T. E. (2000). Making a good decision: Value from fit. American Psychologist, 55, 1217-1230.
    • (2000) American Psychologist , vol.55 , pp. 1217-1230
    • Higgins, T.E.1
  • 21
    • 0036385876 scopus 로고    scopus 로고
    • How self-regulation creates distinct values: The case of promotion and prevention decision making
    • Higgins, T. E. (2002). How self-regulation creates distinct values: The case of promotion and prevention decision making. Journal of Consumer Psychology, 12, 177-191.
    • (2002) Journal of Consumer Psychology , vol.12 , pp. 177-191
    • Higgins, T.E.1
  • 22
    • 84885834670 scopus 로고    scopus 로고
    • The influence of the terminology to the customer's attitude and purchase intension: The interfering effect of the product's innovativeness. Master's thesis, Department of Business Administration, Fu-jen University, Taiwan
    • Hong, C. (2002). The influence of the terminology to the customer's attitude and purchase intension: The interfering effect of the product's innovativeness. Master's thesis, Department of Business Administration, Fu-jen University, Taiwan.
    • (2002)
    • Hong, C.1
  • 23
    • 33745775400 scopus 로고    scopus 로고
    • When more may be less: The effects of regulatory focus on responses to different comparative frames
    • Jain, S. P., Agrawal, N., & Maheswaran, D. (2006). When more may be less: The effects of regulatory focus on responses to different comparative frames. Journal of Consumer Research, 33, 91-98.
    • (2006) Journal of Consumer Research , vol.33 , pp. 91-98
    • Jain, S.P.1    Agrawal, N.2    Maheswaran, D.3
  • 24
  • 25
    • 0346561168 scopus 로고
    • Processes of opinion change
    • Kelman, H. C. (1961). Processes of opinion change. Public Opinion Quarterly, 25, 57-78.
    • (1961) Public Opinion Quarterly , vol.25 , pp. 57-78
    • Kelman, H.C.1
  • 26
    • 33646474854 scopus 로고    scopus 로고
    • The role of regulatory focus in message framing in antismoking advertisements for adolescents
    • Kim, Y. J. (2006). The role of regulatory focus in message framing in antismoking advertisements for adolescents. Journal of Advertising, 35, 143-151.
    • (2006) Journal of Advertising , vol.35 , pp. 143-151
    • Kim, Y.J.1
  • 27
    • 0033072662 scopus 로고    scopus 로고
    • Corporate credibility's role in consumer attitudes and purchase intentions when a high versus a low credibility endorser is used in the ad
    • Lafferty, B. A., & Goldsmith, R. E. (1999). Corporate credibility's role in consumer attitudes and purchase intentions when a high versus a low credibility endorser is used in the ad. Journal of Business Research, 44, 109-116.
    • (1999) Journal of Business Research , vol.44 , pp. 109-116
    • Lafferty, B.A.1    Goldsmith, R.E.2
  • 28
    • 21244489870 scopus 로고    scopus 로고
    • The dual credibility model: The influence of corporate and endorser credibility on attitudes and purchase intentions
    • Lafferty, B. A., Goldsmith, R. E., & Newell, S. J. (2002). The dual credibility model: The influence of corporate and endorser credibility on attitudes and purchase intentions. Journal of Marketing Theory and Practice, 10, 1-13.
    • (2002) Journal of Marketing Theory and Practice , vol.10 , pp. 1-13
    • Lafferty, B.A.1    Goldsmith, R.E.2    Newell, S.J.3
  • 29
    • 1342325082 scopus 로고    scopus 로고
    • Bringing the frame into focus: The influence of regulatory fit on processing fluency and persuasion
    • Lee, A. Y., & Aaker, J. L. (2004). Bringing the frame into focus: The influence of regulatory fit on processing fluency and persuasion. Journal of Personality and Social Psychology, 86, 205-218.
    • (2004) Journal of Personality and Social Psychology , vol.86 , pp. 205-218
    • Lee, A.Y.1    Aaker, J.L.2
  • 33
    • 85044491699 scopus 로고    scopus 로고
    • Motivation by positive or negative role models: Regulatory focus determines who will best inspire us
    • Lockwood, P., Jordan, C., & Kunda, Z. (2002). Motivation by positive or negative role models: Regulatory focus determines who will best inspire us. Journal of Personality and Social Psychology, 83, 854-864.
    • (2002) Journal of Personality and Social Psychology , vol.83 , pp. 854-864
    • Lockwood, P.1    Jordan, C.2    Kunda, Z.3
  • 34
    • 84885846541 scopus 로고    scopus 로고
    • Technically speaking: A content analysis of technical language, explanatory context, and information cues in magazine advertising
    • D. D. Muehling (Ed.), Pullman, WA: Washington State University
    • Meeds, R. (1998). Technically speaking: A content analysis of technical language, explanatory context, and information cues in magazine advertising. In D. D. Muehling (Ed.), Proceedings of the 1998 Conference of the American Academy of Advertising (p. 87). Pullman, WA: Washington State University.
    • (1998) Proceedings of the 1998 Conference of the American Academy of Advertising , pp. 87
    • Meeds, R.1
  • 35
    • 77649103960 scopus 로고    scopus 로고
    • The effect of message's regulatory focus and product type on persuasion
    • Micu, C. C., & Chowdhury, T. G. (2010). The effect of message's regulatory focus and product type on persuasion. Journal of Marketing Theory and Practice, 18, 181-190.
    • (2010) Journal of Marketing Theory and Practice , vol.18 , pp. 181-190
    • Micu, C.C.1    Chowdhury, T.G.2
  • 36
    • 34547830371 scopus 로고    scopus 로고
    • Compromise and attraction effects under prevention and promotion motivations
    • Mourali, M., Bockenholt, U., & Laroche, M. (2007). Compromise and attraction effects under prevention and promotion motivations. Journal of Consumer Research, 34, 234-247.
    • (2007) Journal of Consumer Research , vol.34 , pp. 234-247
    • Mourali, M.1    Bockenholt, U.2    Laroche, M.3
  • 37
    • 77952741899 scopus 로고    scopus 로고
    • Remote leadership, communication effectiveness, and leadership performance
    • Neufeld, D. J., Wan, Z., & Fang, Y. (2010). Remote leadership, communication effectiveness, and leadership performance. Group Decision and Negotiation, 19, 227-246.
    • (2010) Group Decision and Negotiation , vol.19 , pp. 227-246
    • Neufeld, D.J.1    Wan, Z.2    Fang, Y.3
  • 39
    • 84900583330 scopus 로고
    • Construction and validation of a scale to measure perceived celebrity endorsers' perceived expertise, trustworthiness, and attractiveness
    • Ohanian, R. (1990). Construction and validation of a scale to measure perceived celebrity endorsers' perceived expertise, trustworthiness, and attractiveness. Journal of Advertising, 19, 39-52.
    • (1990) Journal of Advertising , vol.19 , pp. 39-52
    • Ohanian, R.1
  • 42
    • 1542380758 scopus 로고    scopus 로고
    • The persuasiveness of source credibility: A critical review of five decades' evidence
    • Pornpitakpan, C. (2004). The persuasiveness of source credibility: A critical review of five decades' evidence. Journal of Applied Social Psychology, 34, 243-281.
    • (2004) Journal of Applied Social Psychology , vol.34 , pp. 243-281
    • Pornpitakpan, C.1
  • 44
    • 84859169936 scopus 로고    scopus 로고
    • Don't worry, be happy? Neuroticism, trait-consistent affect regulation, and performance
    • Tamir, M. (2005). Don't worry, be happy? Neuroticism, trait-consistent affect regulation, and performance. Journal of Personality and Social Psychology, 83, 663-677.
    • (2005) Journal of Personality and Social Psychology , vol.83 , pp. 663-677
    • Tamir, M.1
  • 45
    • 0040549535 scopus 로고
    • The vividness effect: Making a mountain out of a molehill?
    • Taylor, S. E., & Wood, J. V. (1983). The vividness effect: Making a mountain out of a molehill? Advances in Consumer Research, 10, 540-542.
    • (1983) Advances in Consumer Research , vol.10 , pp. 540-542
    • Taylor, S.E.1    Wood, J.V.2
  • 46
    • 35548976160 scopus 로고    scopus 로고
    • Multiple roles for source credibility under high elaboration: It is all in the timing
    • Tormala, Z. L., Briñol, P., & Petty, R. E. (2007). Multiple roles for source credibility under high elaboration: It is all in the timing. Social Cognition, 25, 536-552.
    • (2007) Social Cognition , vol.25 , pp. 536-552
    • Tormala, Z.L.1    Briñol, P.2    Petty, R.E.3
  • 47
    • 78651420920 scopus 로고    scopus 로고
    • Goal orientation and variety seeking behavior: The role of decision task
    • Wu, P. H., & Kao, D. T. (2011). Goal orientation and variety seeking behavior: The role of decision task. Journal of Economic Psychology, 32, 65-72.
    • (2011) Journal of Economic Psychology , vol.32 , pp. 65-72
    • Wu, P.H.1    Kao, D.T.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.