When Do Warmth and Competence Sell Best? The “Golden Quadrant” Shifts as a Function of Congruity With the Product Type, Targets’ Individual Differences, and Advertising Appeal Type

REFERENCES

• Aaker, J., Garbinsky, E. N. & Vohs, K. D. (2012). Cultivating admiration in brands: Warmth, competence, and landing in the “golden quadrant”. Journal of Consumer Psychology, 22, 191–194. doi:10.1016/j.jcps.2011.11.012
   Web of Science ®Google Scholar
• Aaker, J., Vohs, K. D. & Mogilner, C. (2010). Non-profits are seen as warm and for-profits as competent: Firm stereotypes matter. Journal of Consumer Research, 37, 224–237. doi:10.1086/651566
   Web of Science ®Google Scholar
• Agerström, J., Björklund, F., Carlsson, R. & Rooth, D.-O. (2012). Warm and competent Hassan = cold and incompetent Eric: A harsh equation of real-life hiring discrimination. Basic and Applied Social Psychology, 34, 359–366. doi:10.1080/01973533.2012.693438
   Web of Science ®Google Scholar
• Bennett, A. M. & Hill, R. P. (2012). The universality of warmth and competence: A response to brands as intentional agents. Journal of Consumer Psychology, 22, 199–204. doi:10.1016/j.jcps.2011.10.005
   Web of Science ®Google Scholar
• Burke, M. C. & Edell, J. A. (1989). The impact of feelings on ad-based affect and cognition. Journal of Marketing Research, 26, 69–83. doi:10.2307/3172670
   Web of Science ®Google Scholar
• Choi, S. M. & Rifon, N. J. (2012). It is a match: The impact of congruence between celebrity image and consumer ideal self on endorsement effectiveness. Psychology & Marketing, 29, 639–650. doi:10.1002/mar.20550
   Web of Science ®Google Scholar
• Clausell, E. & Fiske, S. T. (2005). When do subgroup parts add up to the stereotyping whole? Mixed stereotype content for gay male subgroups explains overall ratings. Social Cognition, 23, 161–181. doi:10.1521/soco.23.2.161.65626
   Web of Science ®Google Scholar
• Copley, J. E. & Brownlow, S. (1995). The interactive effects of facial maturity and name warmth on perceptions of job candidates. Basic and Applied Social Psychology, 16, 251–265. doi:10.1080/01973533.1995.9646112
   Web of Science ®Google Scholar
• Cuddy, A. J. C., Norton, M. I. & Fiske, S. T. (2005). This old stereotype: The pervasiveness and persistence of the elderly stereotype. Journal of Social Issues, 61, 267–285. doi:10.1111/j.1540-4560.2005.00405.x
   Web of Science ®Google Scholar
• Czaja, S. J., Charness, N., Fisk, A. D., Hertzog, C., Nair, S. N., Rogers, W. A. & Sharit, J. (2006). Factors predicting the use of technology: Findings from the Center for Research and Education on Aging and Technology Enhancement (CREATE). Psychology and Aging, 21, 333–352. doi:10.1037/0882-7974.21.2.333
   PubMed Web of Science ®Google Scholar
• Deitz, G. D., Myers, S. W. & Stafford, M. R. (2012). Understanding consumer response to sponsorship information: A resource‐matching approach. Psychology and Marketing, 29, 226–239. doi:10.1002/mar.20517
   Web of Science ®Google Scholar
• Dittmar, H. & Howard, S. (2004). Professional Hazards? The impact of models’ body size on advertising effectiveness and women's body-focused anxiety in professionals that do and do not emphasize the cultural ideal of thinness. British Journal of Social Psychology, 43, 477–497. doi:10.1348/0144666042565407
   PubMed Web of Science ®Google Scholar
• Eckes, T. (2002). Paternalistic and envious gender stereotypes: Testing predictions from the stereotype content model. Sex Roles, 47, 99–114. doi:10.1023/A:1021020920715
   Web of Science ®Google Scholar
• Ellis, R. D. & Allaire, J. C. (1999). Modelling computer interest in older adults: The role of age, education, computer knowledge, and computer anxiety. Human Factors: The Journal of the Human Factors and Ergonomics Society, 41, 345–355. doi:10.1518/001872099779610996
   PubMed Web of Science ®Google Scholar
• Escalas, J. E. (2004). Imagine yourself in the product: Mental simulation, narrative transportation, and persuasion. Journal of Advertising, 33, 37–48. doi:10.1080/00913367.2004.10639163
   Web of Science ®Google Scholar
• Fiske, S. T., Cuddy, A. J. C. & Glick, P. (2007). Universal dimensions of social cognition: warmth and competence. Trends in Cognitive Sciences, 11, 77–83. doi:10.1016/j.tics.2006.11.005
   PubMed Web of Science ®Google Scholar
• Fiske, S. T., Cuddy, A. J. C., Glick, P. & Xu, J. (2002). A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition. Journal of Personality and Social Psychology, 82, 878–902. doi:10.1037/0022-3514.82.6.878
   PubMed Web of Science ®Google Scholar
• Fiske, S. T., Malone, C. & Kervyn, N. (2012). Brands as intentional agents: Our response to commentaries. Journal of Consumer Psychology, 22, 205–207. doi:10.1016/j.jcps.2011.12.002
   Web of Science ®Google Scholar
• Fleck, N., Korchia, M. & Le Roy, I. (2012). Celebrities in advertising: Looking for congruence or likability? Psychology & Marketing, 29, 651–662. doi:10.1002/mar.20551
   Web of Science ®Google Scholar
• Fleck, N. D. & Quester, P. (2007). Birds of a feather flock together … definition, role and measure of congruence: An application to sponsorship. Psychology and Marketing, 24, 975–1000. doi:10.1002/mar.20192
   Web of Science ®Google Scholar
• Fournier, S. & Alvarez, C. (2012). Brands as relationship partners: Warmth, competence, and in-between. Journal of Consumer Psychology, 22, 177–185. doi:10.1016/j.jcps.2011.10.003
   Web of Science ®Google Scholar
• Jones, C. S. & Kaplan, M. F. (2003). The effects of racially stereotypical crimes on juror decision-making and information-processing strategies. Basic and Applied Social Psychology, 25, 1–13. doi:10.1207/S15324834BASP2501_1
   Web of Science ®Google Scholar
• Judd, C. M., James-Hawkins, L., Yzerbyt, V. & Kashima, Y. (2005). Fundamental dimensions of social judgment: Understanding the relations between judgments of competence and warmth. Journal of Personality and Social Psychology, 89, 899–913. doi:10.1037/0022-3514.89.6.899
   PubMed Web of Science ®Google Scholar
• Keller, K. L. (2012). Understanding the richness of brand relationships: Research dialogue on brands as intentional agents. Journal of Consumer Psychology, 22, 186–190. doi:10.1016/j.jcps.2011.11.011
   Web of Science ®Google Scholar
• Kenworthy, J. B. & Tausch, N. (2008). Expectations about the accuracy and stability of warmth versus competence traits: An intergroup analysis. European Journal of Social Psychology, 38, 1121–1129. doi:10.1002/ejsp.543
   Web of Science ®Google Scholar
• Kervyn, N., Fiske, S. T. & Malone, C. (2012). Brands as intentional agents framework: How perceived intentions and ability can map brand perception. Journal of Consumer Psychology, 22, 166–176. doi:10.1016/j.jcps.2011.09.006
   Web of Science ®Google Scholar
• Koenig, A. M. & Eagly, A. H. (2014). Extending role congruity theory of prejudice to men and women with sex-typed mental illnesses. Basic and Applied Social Psychology, 36, 70–82. doi:10.1080/01973533.2013.856789
   Web of Science ®Google Scholar
• Lee, T. L. & Fiske, S. T. (2006). Not an outgroup, not yet an ingroup: Immigrants in the stereotype content model. International Journal of Intercultural Relations, 30, 751–768. doi:10.1016/j.ijintrel.2006.06.005
   Web of Science ®Google Scholar
• Loyd, B. H. & Gressard, C. (1984). Reliability and factorial validity of computer attitude scales. Educational and Psychological Measurement, 44, 501–505. doi:10.1177/0013164484442033
   Web of Science ®Google Scholar
• MacInnis, D. J. (2012). “Brands as intentional agents”: Questions and extensions. Journal of Consumer Psychology, 22, 195–198. doi:10.1016/j.jcps.2011.10.004
   Web of Science ®Google Scholar
• Petty, R. E. & Cacioppo, J. T. (1983). Central and peripheral routes to persuasion: Application to advertising. In L. Percy & A. G. Woodside (Eds.), Advertising and consumer psychology (pp. 3–23). Lexington, KY: Lexington Books.
   Google Scholar
• Rogers, W. A., Meyer, B., Walker, N. & Fisk, A. D. (1998). Functional limitations to daily living tasks in the aged: A focus group analysis. Human Factors: The Journal of the Human Factors and Ergonomics Society, 40, 111–125. doi:10.1518/001872098779480613
   PubMed Web of Science ®Google Scholar
• Spence, C. (2012). Managing sensory expectations concerning products and brands: Capitalizing on the potential of sound and shape symbolism. Journal of Consumer Psychology, 22, 37–54. doi:10.1016/j.jcps.2011.09.004
   Web of Science ®Google Scholar
• Spence, C. & Gallace, A. (2011). Multisensory design: Reaching out to touch the consumer. Psychology and Marketing, 28, 267–308. doi:10.1002/mar.20392
   Web of Science ®Google Scholar
• Trafimow, D. (2003). Hypothesis testing and theory evaluation at the boundaries: Surprising insights from Bayes's theorem. Psychological Review, 110, 526–535. doi:10.1037/0033-295X.110.3.526
   PubMed Web of Science ®Google Scholar
• Trafimow, D. (2014). Editorial. Basic and Applied Social Psychology, 36, 1–2. doi:10.1080/01973533.2014.865505
   Web of Science ®Google Scholar
• Trafimow, D. & Rice, S. (2009). What if social scientists had reviewed great scientific works of the past? Perspectives on Psychological Science, 4, 65–78. doi:10.1111/j.1745-6924.2009.01107.x
   Web of Science ®Google Scholar
• Van Swol, L. (2003). The effects of regulation on trust. Basic and Applied Social Psychology, 25, 221–233. doi:10.1207/S15324834BASP2503_05
   Web of Science ®Google Scholar
• Wells, G. L. & Petty, R. E. (1980). The effects of over head movements on persuasion: Compatibility and incompatibility of responses. Basic and Applied Social Psychology, 1, 219–230. doi:10.1207/s15324834basp0103_2
   Web of Science ®Google Scholar
• Wojciszke, B. (2005). Morality and competence in person- and self-perception. European Review of Social Psychology, 16, 155–188. doi:10.1080/10463280500229619
   Google Scholar
• Wojciszke, B. & Abele, A. E. (2008). The primacy of communion over agency and its reversals in evaluations. European Journal of Social Psychology, 38, 1139–1147. doi:10.1002/ejsp.549
   Web of Science ®Google Scholar
• Xu, H., Leung, A. & Yan, R.-N. T. (2013). It is nice to be important, but is it more important to be nice: Country-of-origin's perceived warmth in product failures. Journal of Consumer Behaviour, 12, 285–292. doi:10.1002/cb.1419
   Web of Science ®Google Scholar
• Zawisza, M. (2006). The effectiveness of advertisements which follow or break traditional gender stereotypes (Unpublished doctoral dissertation). University of London, London.
   Google Scholar
• Zawisza, M. & Cinnirella, M. (2010). What matters more—breaking tradition or stereotype content? Envious and paternalistic gender stereotypes and advertising effectiveness. Journal of Applied Social Psychology, 40, 1767–1797. doi:10.1111/j.1559-1816.2010.00639.x
   Web of Science ®Google Scholar