The Antecedents and Belief-Polarized Effects of Thought Confidence

ABSTRACT

This article investigates 2 possible antecedents of thought confidence and explores the effects of confidence induced before or during ad exposure. The results of the experiments indicate that both consumers’ dispositional optimism and spokesperson attractiveness have significant effects on consumers’ confidence in thoughts that are generated after viewing the advertisement. Higher levels of thought confidence will influence the quality of the thoughts that people generate, lead to either positively or negatively polarized message processing, and therefore induce better or worse advertising effectiveness, depending on the valence of thoughts. The authors posit the belief-polarization hypothesis to explain these findings.

Keywords:

• belief-polarization hypothesis
• optimism
• self-validation hypothesis
• spokesperson attractiveness
• thought confidence