Product, personality or prose? Testing functional matching effects in advertising persuasion

Journal of Current Issues and Research in Advertising

Volumn 32, Issue 2, 2010, Pages 11-26

  Paek, Hye Jin ^a   Choi, Hojoon ^b   Nelson, Michelle R ^c  

^a MICHIGAN STATE UNIVERSITY   (United States)

^b UNIVERSITY OF GEORGIA   (United States)

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

Author keywords

Advertising appeals; Attitude functions; Creative strategy; Functional matching effect; Self monitoring personality

Indexed keywords

EID: 84908299584     PISSN: 10641734     EISSN: 21647313     Source Type: Journal    
DOI: 10.1080/10641734.2010.10505282     Document Type: Article

References (54)

1. Aaker, Jennifer L. (1999), "The Malleable Self: The Role of SelfExpression in Persuasion," Journal of Marketing Research, 36 (February), 45-57.
2. Ajzen, Icek and Martin Fishbein (1980), Understanding Attitudes and Predicting Social Behavior, Englewood Qiffe, NJ: Prentice-Hall, Inc.
3. Alwitt, Linda F. (1991), "Consumer Personality Characteristics Can Help Guide Marketing and Creative Strategies," Journal of Direct Marketing, 5 (Summer), 39-47.
4. Andsager, Julie L., Victoria Bemker, Hong-Lim Choi, and Vitalis Torwel (2006), "Perceived Similarity of Exemplar Traits and Behavior: Effects on Message Evaluation," Communication Research, 33 (February), 3-18.
5. Auty, Susan and Richard Elliott (1998), "Fashion Involvement, SelfMonitoring, and the Meaning of Brands, " Journal of Product & Brand Management, 7,109-123.
6. Bendinger, Bruce (2002), The Copy Workshop Workbook, Chicago: The Copy Workshop.
7. Brunei, Frederic F. and Michelle R. Nelson (2000), "Explaining Gendered Responses to 'Help-Self' and 'Help-Others' Charity Ad Appeals: The Mediating Role of World-Views," Journal of Advertising, 29 (Fall), 15-27.
8. DeBono, Kenneth G. (1987), "Investigating the Socially-adjustive and Value-Expressive Functions of Attitudes: Implications for Persuasion Processes," Journal of Personality and Social Psychology, 52 (February), 279-287.
9. DeBono, Kenneth G. and Michelle Packer (1991), "The Effects of Advertising Strategy on Perceptions of Product Quality," Personality and Social Psychology Bulletin, 17,194-200.
10. DeBono, Kenneth G., Amy Leavitt, and Jennifer Backus (2003), "Product Packaging and Product Evaluation: An Individual Difference Approach," Journal of Applied Social Psychology, 33 (July), 513-521.
11. Dillard, James Price and Eugenia Peck (2000), "Affect and Persuasion: Emotional Responses to Public Service Announcement," Communication Research, 27 (August), 461-495.
12. Dueck, Cameron (2008), "Party King," South China Morning Post, http://olympics.scmp.com/Article.aspx?id=911.
13. Eagly, Alice H. and Shelly Chaiken (1993), The Psychology of Attitudes, Fort Worth, TX: Harcourt Brace College Publishers.
14. Gangestad, Steven W. and Mark Snyder, (1985), "To Carve Nature at its Joints: On the Existence of Discrete Classes in Personality," Psychological Review, 92 July, 317-349.
15. Gangestad, Steven W. and Mark Snyder (2000), "Self-Monitoring: Appraisal and Reappraisal," Psychological Bulletin, 126 (July), 530-555.
16. Gliner, Jeffrey A., George A. Morgan, and Robert J. Harmon (2002), "Single-Factor Repeated-Measures Designs: Analysis and Interpretation," Journal of the American Academy of Child & Adolescent Psychiatry, 41,1014-1016.
17. Graeff, Timothy R. (1996), "Image Congruence Effects in Product Evaluation: The Role of Self-Monitoring and Public/Private Consumption," Psychology & Marketing, 13 (August), 481-499.
18. Hair, Joseph E., Rolph E. Anderson, Ronald L. Tatham, and William C. Black (1998), Multivariate Data Analysis, Upper Saddle River, NJ: Prentice Hall.
19. Harnish, Richard J. and K. Robert Bridges (2006), "Social Influence: The Role of Self-Monitoring When Making Social Comparisons," Psychology & Marketing 23 (November), 961-973.
20. Herek, Gregory M. (1986), "The Instrumentality of Attitudes: Toward a Neofunctional Theory," Journal of Social Issues, 42 (Summer), 99-114.
21. Johar, J. S. and M. Joseph Sirgy (1991), "Value-Expressive versus Utilitarian Advertising Appeals: When and Why to Use Which Appeal," Journal of Advertising, 20 (September), 23-34.
22. Katz, Daniel (1960), "The Functional Approach to the Study of Attitudes," Public Opinion Quarterly, 24 (Summer), 163-204.
23. LaBarbera, Priscilla A., Peter Weingard, and Eric A. Yorkston (1998), "Matching the Message to the Mind: Advertising Imagery and Consumer Processing Styles," Journal of Advertising Research, 38 (September), 29-41.
24. Lavine, Howard and Mark Snyder (1996), "Cognitive Processing and the Functional Matching Effect in Persuasion: The Mediating Role of Subjective Perceptions of Message Quality," Journal of Experimental Social Psychology, 32 (July), 580-604.
25. Lavine, Howard and Mark Snyder (2000), "Cognitive Processes and the Functional Matching Effect in Persuasion: Studies of Personality and Political Behavior," in Why We Evaluate: Functions of Attitudes, Gregory R. Maio and James M. Olson, eds., Mahwah, NJ: Lawrence Erlbaum Associates, 97-131.
26. Lennox, Richard D. and Raymond N. Wolfe (1984), "Revision of the Self-Monitoring Scale," Journal of Personality and Social Psychology, 46 (June), 1349-1364.
27. Lucas, Christopher P. (1992), "The Order Effect: Reflections on the Validity of Multiple Test Presentations," Psychological Medicine, 22 (January), 197-202.
28. Lutz, Richard J. (1979), "A Functional Theory Framework for Designing and Pretesting Advertising Themes," in Attitude Research Plays for High Stakes, John C. Maloney and Bernard Silverman, eds., Chicago: American Marketing Association, 37-49.
29. Maio, Gregory R. and James M. Olson (2000), Why We Evaluate: Functions of Attitudes, Mahwah, NJ: Lawrence Erlbaum Associates.
30. Martin, Brett A. S., Bodo Lang, and Stephanie Wong (2004), "Conclusion Explicitness in Adverting," Journal of Advertising, 32 (Winter), 57-65.
31. Mook, Douglas G. (1982), Psychological Research: Strategy and Tactics, New York: Harper & Row.
32. Nelson, Michelle. R., Sharon Shavitt, Angela Schennum, and Jacqueline Barkmeier (1997), "Prediction of Long-term Advertising Effectiveness: New Cognitive Approaches," in William D. Wells (ed.), Measuring Advertising Effectiveness, Mahwah, NJ: Lawrence Erlbaum, 133-156.
33. O'Cass, A. (2000), "New An Assessment of Consumers Product, Purchase Decision, Advertising and Consumption Involvement in Fashion Clothing," Journal of Economic Psychology, 21 (February), 545-576.
34. O'Keefe, Daniel J. (2002), Persuasion: Theory and Research, 2nd ed., Thousand Oaks, CA: Sage.
35. Petty, Richard E. and John T. Cacioppo (1986), The Elaboration Likelihood Model of Persuasion, New York: Academic Press.
36. Petty, Richard E., S. Christian Wheeler, and George Y. Bizer (2000), "Attitude Functions and Persuasion: An Elaboration Likelihood Approach to Matched Versus Mismatched Messages," in Why We Evaluate: Functions of Attitudes, Gregory R. Maio and James M. Olson, eds., Mahwah, NJ: Lawrence Erlbaum Associates, 133-162.
37. Rodgers, Shelly (2003), "The Effects of Sponsor Relevance on Consumer Reactions to Internet Sponsorships," Journal of Advertising, 32 (Winter), 67-76.
38. Shadish, William R., Thomas D. Cook, Donald T. Campbell (2002), Experimental and Quasi-Experimental Designs for Generalized Causal Inference, Boston: Houghton Mifflin.
39. Shavitt, Sharon (1989), "Operationalizing Functional Theories of Attitude," in Attitude Structure and Function, Anthony R. Pratkanis, Steven J. Breckler, and Anthony G. Greenwald, eds., Hillsdale, NJ: Lawrence Erlbaum Associates, Inc., 311-337.
40. Shavitt, Sharon (1990), "The Role of Attitude Objects in Attitude Functions," Journal of Experimental Social Psychology, 26 (March), 124-148.
41. Shavitt, Sharon (1992), "Evidence for Predicting the Effectiveness of Value-expressive Versus Utilitarian Appeals: A Reply to Johar and Sirgy," Journal of Advertising, 21 (June), 47-52.
42. Shavitt, Sharon, Tina M. Lowrey, and Sang-Pil Han (1992), "Attitude Functions in Advertising: The Interactive Role of Products and Self-Monitoring," Journal of Consumer Psychology, 1,337-364.
43. Shavitt, Sharon and Michelle R. Nelson (2002), "The Role of Attitude Functions in Persuasion and Social Judgment," in The Persuasion Handbook Developments in Theory and Practice, James Price Dillard and Michale Pfau, eds., Thousand Oaks, CA: Sage, 137-53.
44. Sirgy, M. Joseph and J. S. Johar (1992), "Value Expressive Versus Utilitarian Appeals: A Reply to Shavitt," Journal of Advertising, 21 (June), 53-54.
45. Slama, Mark E. and Rodger B. Singley (1996), "Self-Monitoring and Value-Expressive vs. Utilitarian Ad Effectiveness: Why the Mixed Findings?" Journal of Current Issues and Research in Advertising, 18 (Fall), 39-52.
46. Smith, M. Brewster, Jerome S. Bruner, and Robert W. White (1956), Opinions and Personality, New York: Wiley.
47. Snyder, Mark (1974), "Self-Monitoring of Expressive Behavior," Journal of Personality and Social Psychology, 30 (October), 526-37.
48. Snyder, Mark (1987), Public Appearances as Private Realities: The Psychology of Self-monitoring, New York: Freeman.
49. Snyder, Mark and Kenneth G. DeBono (1985), "Appeals to Image and Claims about Quality: Understanding the Psychology of Advertising," Journal of Personality and Social Psychology, 49 (September), 586-597.
50. Snyder, Mark and Steven W. Gangestad (1986), "On the Nature of Self-monitoring: Matters of Assessment, Matters of Validity," Journal of Personality and Social Psychology, 51 (July), 125-139.
51. Snyder, Mark and Kenneth G. DeBono (1987), "Understanding the Functions of Attitudes: Lessons from Personality and Social Behavior," in Attitude Structure and Function, Anthony R. Pratkanis, Steven J. Breckler, and Anthony G. Greenwald, eds., Hillsdale, NJ: Lawrence Erlbaum Associates, Inc., 339-59.
52. Tapp, Alan (1998), Principles of Direct and Database Marketing, London: Financial Times Management, Pitman Publishing.
53. Xue, Fei (2008), "The Moderating Effects of Product Involvement on Situational Brand Choice," Journal of Consumer Marketing, 25,85-94.
54. Zaichkowsky, Judith L. (1985), "Measuring the Involvement Construct," Journal of Consumer Research, 12 (December), 341-352.