Is the Devil in the Details?

References

• Aiken , Leona S. and West , Stephen G. 1991 . Multiple Regression: Testing and Interpreting Interactions , Thousand Oaks , CA : Sage .
   Google Scholar
• Alter , Adam L. and Oppenheimer , Daniel M. “Predicting Short-Term Stock Fluctuations by Using Processing Fluency,” . Proceedings of the National Academy of Sciences . Vol. 103 , pp. 9369 – 9372 . 24
   Google Scholar
• Baron , Reuben M. and Kenny , David A. 1986 . “The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations,” . Journal of Personality and Social Psychology , 51 ( 6 ) : 1173 – 1182 .
   PubMed Web of Science ®Google Scholar
• Boulding , William and Kirmani , Amna . 1993 . “A Consumer-Side Experimental Examination of Signaling Theory: Do Consumers Perceive Warranties as Signals of Quality?” . Journal of Consumer Research , 20 ( 1 ) : 111 – 123 .
   Web of Science ®Google Scholar
• Boush , Dave M. , Friestad , Marian and Rose , Gregory M. 1994 . “Adolescent Skepticism Toward TV Advertising and Knowledge of Advertiser Tactics,” . Journal of Consumer Research , 21 ( 1 ) : 165 – 174 .
   Web of Science ®Google Scholar
• Burke , Kenneth . 1954 . Permanence and Change , Los Altos , CA : Hermes .
   Google Scholar
• Burson , Katherine A. , Larrick , Richard P. and Lynch , John G. Jr. 2009 . “Six of One, Half-Dozen of the Other: Expanding and Contracting Numerical Dimensions Produces Preference Reversals,” . Psychological Science , 20 ( 9 ) : 1074 – 1078 .
   PubMed Web of Science ®Google Scholar
• Campbell , Margaret C. and Kirmani , Amna . 2000 . “Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent,” . Journal of Consumer Research , 27 ( 1 ) : 69 – 83 .
   Web of Science ®Google Scholar
• Carlson , Les , Grove , Stephen J. and Kangun , Norman . 1993 . “A Content Analysis of Environmental Advertising Claims: A Matrix Method Approach,” . Journal of Advertising , 22 ( 3 ) : 27 – 39 .
   Web of Science ®Google Scholar
• Chan , Ricky Y.K. 2000 . “The Effectiveness of Environmental Advertising: The Role of Claim Type and the Source Country Green Image,” . International Journal of Advertising , 19 ( 3 ) : 349 – 375 .
   Google Scholar
• Chernev , Alexander and Carpenter , Gregory S. 2001 . “The Role of Market Efficiency Institutions in Consumer Choice: A Case of Compensatory Inferences,” . Journal of Marketing Research , 38 ( 3 ) : 349 – 361 .
   Web of Science ®Google Scholar
• Clark , John M. , Cornwell , T. Bettina and Pruitt , Stephen W. 2002 . “Corporate Stadium Sponsorships, Signaling Theory, Agency Conflicts, and Shareholder Wealth,” . Journal of Advertising Research , 42 ( 6 ) : 16 – 32 .
   Web of Science ®Google Scholar
• Cummins , Chris , Sauerland , Uli and Solt , Stephani . 2012 . “Granularity and Scalar Implicature in Numerical Expressions,” . Linguistics and Philosophy , 35 ( 2 ) : 135 – 169 .
   Web of Science ®Google Scholar
• Darke , Peter R. and Ritchie , Robin J.B. 2007 . “The Defensive Consumer: Advertising Deception, Defensive Processing, and Distrust,” . Journal of Marketing Research , 44 ( 1 ) : 114 – 127 .
   Web of Science ®Google Scholar
• DeCarlo , Thomas . 2005 . “The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation,” . Journal of Consumer Psychology , 15 ( 3 ) : 238 – 249 .
   Web of Science ®Google Scholar
• Diemand-Yauman , Connor , Oppenheimer , Daniel M. and Vaughan , Erikka B. 2011 . “Fortune Favors the Bold (and the Italicized): Effects of Disfluency on Educational Outcomes,” . Cognition , 118 ( 1 ) : 111 – 115 .
   PubMed Web of Science ®Google Scholar
• Erdem , Tülin and Swait , Joffre . 2004 . “Brand Credibility, Brand Consideration, and Choice,” . Journal of Consumer Research , 31 ( 1 ) : 191 – 198 .
   Web of Science ®Google Scholar
• Fagerlin , Angela , Zikmund-Fisher , J. Brian , Ubel , Peter A. , Jankovic , Aleksandra , Derry , Holly A. and Smith , Dylan M. 2007 . “Measuring Numeracy Without a Math Test: Development of the Subjective Numeracy Scale,” . Medical Decision Making , 27 ( 5 ) : 672 – 680 .
   PubMed Web of Science ®Google Scholar
• Federal Trade Commission (FTC) . 2012 . “Guides for the Use of Environmental Marketing Claims,” available at www.ftc.gov/bcp/grnrule/guides980427.htm(accessed June 15, 2012)
   Google Scholar
• Ford , Garyt T. , Smith , Darlene B. and Swasy , John . 1990 . “Consumer Skepticism of Advertising Claims: Testing Hypotheses from Economics of Information,” . Journal of Consumer Research , 16 ( 4 ) : 433 – 441 .
   Web of Science ®Google Scholar
• Forehand , Mark R. and Grier , Sonya . 2003 . “When Is Honesty the Best Policy? The Effect of Stated Company Intent on Consumer Skepticism,” . Journal of Consumer Psychology , 13 ( 3 ) : 349 – 356 .
   Web of Science ®Google Scholar
• Friestad , Marian and Wright , Peter . 1994 . “The Persuasion Knowledge Model: How People Cope with Persuasion Attempts,” . Journal of Consumer Research , 21 ( 1 ) : 1 – 31 .
   Web of Science ®Google Scholar
• Hardesty , David M. , Carlson , Jay P. and Bearden , William O. 2002 . “Brand Familiarity and Invoice Price Effects on Consumer Evaluations: The Moderating Role of Skepticism Toward Advertising,” . Journal of Advertising , 31 ( 2 ) : 1 – 15 .
   Web of Science ®Google Scholar
• Kangun , Norman , Carlson , Les and Grove , Stephen J. 1991 . “Environmental Advertising Claims: A Preliminary Investigation,” . Journal of Public Policy and Marketing , 10 ( 2 ) : 47 – 58 .
   Web of Science ®Google Scholar
• Kilbourne , William E. 1995 . “Green Advertising: Salvation or Oxymoron?” . Journal of Advertising , 24 ( 2 ) : 7 – 20 .
   Web of Science ®Google Scholar
• Kim , Hakkyun , Rao , Akshay R. and Lee , Angela Y. 2009 . “It's Time to Vote: The Effect of Matching Message Orientation and Temporal Frame on Political Persuasion,” . Journal of Consumer Research , 35 ( 6 ) : 877 – 889 .
   Web of Science ®Google Scholar
• King , Dan and Janiszewski , Chris . 2011 . “The Sources and Consequences of the Fluent Processing of Numbers,” . Journal of Marketing Research , 48 ( 2 ) : 327 – 341 .
   Web of Science ®Google Scholar
• Kinnear , Thomas C. , Taylor , James R. and Ahmed , Sadrudin A. 1974 . “Ecologically Concerned Consumers: Who Are They?” . Journal of Marketing , 38 ( 2 ) : 20 – 24 .
   Web of Science ®Google Scholar
• Kirmani , Amna . 1997 . “Advertising Repetition as a Signal of Quality: If It's Advertised So Often, Something Must Be Wrong,” . Journal of Advertising , 26 ( 3 ) : 77 – 86 .
   Web of Science ®Google Scholar
• Kirmani , Amna and Rao , Akshay R. 2000 . “No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality,” . Journal of Marketing , 64 ( 2 ) : 66 – 79 .
   Web of Science ®Google Scholar
• Kirmani , Amna and Wright , Peter . 1989 . “Money Talks: Perceived Advertising Expense and Expected Product Quality,” . Journal of Consumer Research , 16 ( 3 ) : 344 – 353 .
   Web of Science ®Google Scholar
• Kivetz , Ran and Simonson , Itamar . 2000 . “The Effects of Incomplete Information on Consumer Choice,” . Journal of Marketing Research , 37 ( 4 ) : 427 – 448 .
   Web of Science ®Google Scholar
• Kotler , Philip . 2011 . “Reinventing Marketing to Manage the Environmental Imperative,” . Journal of Marketing , 75 ( 4 ) : 132 – 135 .
   Web of Science ®Google Scholar
• Kronrod , Ann , Grinstein , Amir and Wathieu , Luc . 2012 . “Go Green! Should Environmental Messages Be So Assertive?” . Journal of Marketing , 76 ( 1 ) : 95 – 102 .
   Web of Science ®Google Scholar
• Laham , Simon M. , Koval , Peter and Alter , Adam L. 2012 . “The Name-Pronunciation Effect: Why People Like Mr. Smith More Than Mr. Colquhoun,” . Journal of Experimental Social Psychology , 48 ( 3 ) : 752 – 756 .
   Web of Science ®Google Scholar
• Lee , Angela Y. and Labroo , Aparna A. 2004 . “The Effect of Conceptual and Perceptual Fluency on Brand Evaluation,” . Journal of Marketing Research , 41 ( 2 ) : 151 – 165 .
   Web of Science ®Google Scholar
• Lord , Kenneth R. 1994 . “Motivating Recycling Behavior: A Quasi-Experimental Investigation of Message and Source Strategies,” . Psychology and Marketing , 11 ( 4 ) : 341 – 358 .
   Google Scholar
• Luchs , Michael G. , Naylor , Rebecca Walker , Irwin , Julie R. and Raghunathan , Rajagopal . 2010 . “The Sustainability Liability: Potential Negative Effects of Ethicality on Product Preference,” . Journal of Marketing , 74 ( 5 ) : 18 – 31 .
   Web of Science ®Google Scholar
• Mader , Thomas F. 1973 . “On Presence in Rhetoric,” . College Composition and Communication , 24 ( 5 ) : 375 – 381 .
   Google Scholar
• Main , Kelley J. , Dahl , Darren W. and Darke , Peter R. 2007 . “Deliberative and Automatic Bases of Suspicion: Empirical Evidence of the Sinister Attribution Error,” . Journal of Consumer Psychology , 17 ( 1 ) : 59 – 69 .
   Web of Science ®Google Scholar
• Miles , Morgan P. and Covin , Jeffrey G. 2000 . “Environmental Marketing: A Source of Reputational, Competitive, and Financial Advantage,” . Journal of Business Ethics , 23 ( 3 ) : 299 – 311 .
   Web of Science ®Google Scholar
• Montoro-Rios , Javier , Francisco , Luque-Martínez , Teodoro and Rodríguez-Molina , Miguel-Angel . 2008 . “How Green Should You Be: Can Environmental Associations Enhance Brand Performance?” . Journal of Advertising Research , 48 ( 4 ) : 547 – 563 .
   Web of Science ®Google Scholar
• Murphy , Patrick E. , Kangun , Norman and Locander , William B. 1978 . “Environmentally Concerned Consumers: Racial Variations,” . Journal of Marketing , 42 ( 4 ) : 61 – 66 .
   Web of Science ®Google Scholar
• Nakajima , Nina . 2001 . “Green Advertising and Green Public Relations as Integration Propaganda,” . Bulletin of Science, Technology and Society , 21 ( 5 ) : 334 – 348 .
   Google Scholar
• Obermiller , Carl . 1995 . “The Baby Is Sick/the Baby Is Well: A Test of Environmental Communication Appeals,” . Journal of Advertising , 24 ( 2 ) : 55 – 70 .
   Web of Science ®Google Scholar
• Obermiller , Carl and Spangenberg , Eric R. 1998 . “Development of a Scale to Measure Consumer Skepticism Toward Advertising,” . Journal of Consumer Psychology , 7 ( 2 ) : 159 – 186 .
   Google Scholar
• Obermiller , Carl , Spangenberg , Eric R. and MacLachlan , Douglas L. 2005 . “Ad Skepticism,” . Journal of Advertising , 34 ( 3 ) : 7 – 17 .
   Web of Science ®Google Scholar
• Pandelaere , Mario , Briers , Barbara and Lembregts , Christophe . 2011 . “How to Make a 29% Increase Look Bigger: The Unit Effect in Option Comparisons,” . Journal of Consumer Research , 38 ( 2 ) : 308 – 322 .
   Web of Science ®Google Scholar
• Peters , E. , Dieckmann , N. F. , Västfjäll , D. , Mertz , C. K. , Slovic , P. and Hibbard , J. H. 2009 . “Bringing Meaning to Numbers: The Impact of Evaluative Categories on Decisions,” . Journal of Experimental Psychology: Applied , 15 ( 3 ) : 213 – 227 .
   PubMed Web of Science ®Google Scholar
• Peters , E. , Västfjäll , D. , Slovic , P. , Mertz , C. , Mazzocco , K. and Dickert , S. 2006 . “Numeracy and Decision Making,” . Psychological Science , 17 ( 5 ) : 407 – 413 .
   PubMed Web of Science ®Google Scholar
• Scammon , Debra L. and Mayer , Robert N. 1995 . “Agency Review of Environmental Marketing Claims: Case-by-Case Decomposition of the Issues,” . Journal of Advertising , 24 ( 2 ) : 33 – 43 .
   Web of Science ®Google Scholar
• Schuhwerk , Melody E. and Lefkoff-Hagius , Roxanne . 1995 . “Green or Non-Green? Does Type of Appeal Matter When Advertising a Green Product?” . Journal of Advertising , 24 ( 2 ) : 45 – 54 .
   Web of Science ®Google Scholar
• Schwarz , Norbert . 2004 . “Metacognitive Experiences in Consumer Judgment and Decision Making,” . Journal of Consumer Psychology , 14 ( 4 ) : 332 – 348 .
   Web of Science ®Google Scholar
• Sen , Sankar and Bhattacharya , C. B. 2001 . “Does Doing Good Always Lead to Doing Better? Consumer Reactions to Corporate Social Responsibility,” . Journal of Marketing Research , 38 ( 2 ) : 225 – 243 .
   Web of Science ®Google Scholar
• Shah , Anuj K. and Oppenheimer , Daniel M. 2007 . “Easy Does It: The Role of Fluency in Cue Weighting,” . Judgment and Decision Making , 2 ( 6 ) : 371 – 379 .
   Web of Science ®Google Scholar
• Sheth , Jagdish , Sethia , Nirmal and Srinivas , Shanthi . 2011 . “Mindful Consumption: A Customer-Centric Approach to Sustainability,” . Journal of the Academy of Marketing Science , 39 ( 1 ) : 21 – 39 .
   Web of Science ®Google Scholar
• Shrum , L. J. , McCarty , John A. and Lowrey , Tina M. 1995 . “Buyer Characteristics of the Green Consumer and Their Implications for Advertising Strategy,” . Journal of Advertising , 24 ( 2 ) : 71 – 82 .
   Web of Science ®Google Scholar
• Sigurd , Bengt . 1988 . “Round Numbers,” . Language in Society , 17 ( 2 ) : 243 – 252 .
   Web of Science ®Google Scholar
• Suau-Jiménez , Francisca . 2005 . “The Difficult Balance Between Author's and Academic Community's Power over Research Articles in Applied Linguistics,” . LSP and Professional Communication , 5 ( 2 ) : 59 – 72 .
   Google Scholar
• Stafford , Marla Royne , Stafford , Thomas F. and Chowdhury , Jhinuk . 1996 . “Predispositions Toward Green Issues: The Potential Efficacy of Advertising Appeals,” . Journal of Current Issues and Research in Advertising , 18 ( 1 ) : 67 – 79 .
   Google Scholar
• Thomas , Manoj and Morwitz , Vicki G. 2009 . “The Ease-of-Computation Effect: The Interplay of Metacognitive Experiences and Naive Theories in Judgments of Price Differences,” . Journal of Marketing Research , 46 ( 1 ) : 81 – 91 .
   Web of Science ®Google Scholar
• Viswanathan , Madhubalan . 1997 . “Individual Differences in Need for Precision,” . Personality and Social Psychology Bulletin , 23 ( 7 ) : 717 – 735 .
   Web of Science ®Google Scholar
• Wei , Jennifer M. Y. 2003 . “Codeswitching in Campaigning Discourse: The Case of Taiwanese President Chen Shuibian,” . Language and Linguistics , 4 ( 1 ) : 139 – 165 .
   Google Scholar
• Wertenbroch , Klaus , Soman , Dilip and Chattopadhyay , Amitava . 2007 . “On the Perceived Value of Money: The Reference Dependence of Currency Numerosity Effects,” . Journal of Consumer Research , 34 ( 1 ) : 1 – 10 .
   Web of Science ®Google Scholar
• Wiener , Joshua Lyle . 1985 . “Are Warranties Accurate Signals of Product Reliability?” . Journal of Consumer Research , 12 ( 2 ) : 245 – 250 .
   Web of Science ®Google Scholar
• Zinkhan , George M. and Carlson , Les . 1995 . “Green Advertising and the Reluctant Consumer,” . Journal of Advertising , 24 ( 2 ) : 1 – 6 .
   Web of Science ®Google Scholar