Publication Cover
International Journal of Advertising
The Review of Marketing Communications
Volume 35, 2016 - Issue 2
432
Views
5
CrossRef citations to date
0
Altmetric
Original Articles

Before–after appeals: a dual-route effect model

Pages 301-324 | Received 05 Jun 2014, Accepted 13 Feb 2015, Published online: 22 Apr 2015

References

  • Batra, R., and M.L. Ray. 1986. Affective responses mediating acceptance of advertising. Journal of Consumer Research 13, no. 2: 234–49. doi:10.1086/209063
  • Baumgartner, H., R. Pieters, and R.P. Bagozzi. 2008. Future-oriented emotions: Conceptualization and behavioral effects. European Journal of Social Psychology 38, no. 4: 685–96. doi:10.1002/Ejsp.467
  • Bolls, P.D., and D.D. Muehling. 2007. The effects of dual-task processing on consumers' responses to high- and low-imagery radio advertisements. Journal of Advertising 36, no. 4: 35–47.
  • Borgida, E., and B. Howard-Pitney. 1983. Personal involvement and the robustness of perceptual salience effects. Journal of Personality and Social Psychology 45: 560–70.
  • Brislin, R.W. 1987. The wording and translation of research instruments. In Field methods in cross-cultural research, ed. W.J. Lonner and J.W. Berry, 137–64. Beverly Hills, CA: Sage Publications.
  • Castaño, R., M. Sujan, M. Kacker, and H. Sujan. 2008. Managing consumer uncertainty in the adoption of new products: Temporal distance and mental simulation. Journal of Marketing Research 45, no. 3: 320–36. doi:10.1509/jmkr.45.3.320
  • Chang, C. 2002. Self-congruency as a cue in different advertising processing contexts. Communication Research 29, no. 5: 503–36. doi:10.1177/009365002236193
  • Chang, C. 2006. Context-induced and ad-induced affect: Individual differences as moderators. Psychology and Marketing 23, no. 9: 757–82. doi:10.1002/mar.20128
  • Chang, C. 2008. Ad framing effects for consumption products: An affect priming process. Psychology & Marketing 25, no. 1: 24–46. doi:10.1002/mar.20199
  • Chang, C. 2012. The role of ad-evoked consumption visions in predicting brand attitudes: A relevancy principle model. Psychology & Marketing 29, no. 12: 956–67. doi:10.1002/mar.20577
  • Chang, C. 2013. Men's and women's responses to two-sided health news coverage: A moderated mediation model. Journal of Health Communication 18, no. 11: 1326–44.
  • Childers, T.L., M.J. Houston, and S.E. Heckler. 1985. Measurement of individual differences in visual versus verbal information processing. Journal of Consumer Research 12, no. 2: 125–34. doi:10.2307/254345
  • Clore, G.L., N. Schwarz, and M. Conway. 1994. Affective causes and consequences of social information processing. In Handbook of social cognition 2nd ed., vol. 1, ed. R.S. Wyer and T.K. Srull, 323–418. Hillsdale, NJ: Lawrence Erlbaum.
  • Coren, S., and J.T. Enns. 1993. Size contrast as a function of conceptual similarity between test and inducers. Perception & Psychophysics 54, no. 5: 579–88. doi:10.3758/BF03211782
  • Cutler, B.D., E.G. Thomas, and S.R. Rao. 2000. Informational/transformational advertising: Differences in usage across media types, product categories, and national cultures. Journal of International Consumer Marketing 12, no. 3: 69–83. doi:10.1300/J046v12n03_05
  • Decker, R., and K. Gnibba‐Yukawa. 2010. Sales forecasting in high‐technology markets: A utility‐based approach. Journal of Product Innovation Management 27: 115–29.
  • Edell, J.A., and M.C. Burke. 1987. The power of feelings in understanding advertising effects. Journal of Consumer Research 14, no. 3: 421–33. doi:10.1086/209124
  • Escalas, J.E. 2004. Imagine yourself in the product: Mental simulation, narrative transportation, and persuasion. Journal of Advertising 33, no. 2: 37–48. doi:10.1080/00913367.2004.10639163
  • Escalas, J.E., and M.F. Luce. 2004. Understanding the effects of process-focused versus outcome-focused thought in response to advertising. Journal of Consumer Research 31, no. 2: 274–85. doi:10.1086/422107
  • Heiman, A., and E. Muller. 1996. Using demonstration to increase new product acceptance: Controlling demonstration time. Journal of Marketing Research 33, 422–430.
  • Hennink-Kaminski, H.J. 2011. Ethical advertising and cosmetic surgery: A content analysis of ads in large city magazines, 2005–2007. American Academy of Advertising Conference Proceedings 90–91.
  • Kapferer, J.N., and G. Laurent. 1985. Consumer involvement profiles: A new and practical approach to consumer involvement. Journal of Advertising Research 25, no. 6: 48–56.
  • Kemp, E., M. Bui, and S. Chapa. 2012. The role of advertising in consumer emotion management. International Journal of Advertising 31, no. 2: 339–53. doi:10.2501/Ija-31-2-339-353
  • Kenrick, D.T., and S.E. Gutierres. 1980. Contrast effects and judgments of physical attractiveness: When beauty becomes a social problem. Journal of Personality and Social Psychology 38, no. 1: 131–40. doi:10.1037/0022-3514.38.1.131
  • Knobloch-Westerwick S., and S. Alter. 2006. Mood adjustment to social situations through mass media use: How men ruminate and women dissipate angry moods. Human Communication Research 32: 58–73.
  • Larsen, R.J., and E. Diener. 1987. Affect intensity as an individual difference characteristic: A review. Journal of Research in Personality 21, no. 1: 1–39. doi:10.1016/0092-6566(87)90023-7
  • MacInnis, D.J., and G.E. de Mello. 2005. The concept of hope and its relevance to product evaluation and choice. Journal of Marketing 69, no. 1: 1–14. doi:10.1509/jmkg.69.1.1.55513
  • Maio, G.R., and V.M. Esses. 2001. The need for affect: Individual differences in the motivation to approach or avoid emotions. Journal of Personality 69, no. 4: 583–615. doi:10.1111/1467-6494.694156
  • Marlowe, J., G. Selnow, and L. Blosser. 1989. A content analysis of problem-resolution appeals in television commercials. Journal of Consumer Affairs 23, 175–194.
  • Mazursky, D., and Y. Schul. 1992. Learning from the ad or relying on related attitudes: The moderating role of involvement. Journal of Business Research 25: 81–93.
  • Moore, D.J. 2010. Consumer response to affective versus deliberative advertising appeals: The role of anticipatory emotion and individual differences in savouring capacity. Innovative Marketing 6: no. 1: 96–103.
  • Moriarty, S.E. 1987. A content analysis of visuals used in print media advertising. Journalism Quarterly 64, no. 2–3: 550–54.
  • Mussweiler, T. 2007. Assimilation and contrast as comparison effects: A selective accessibility model. Assimilation and Contrast in Social Psychology 7: 165–85.
  • Ogilvy, D., and J. Raphaelson. 1982. Research on advertising techniques that work and don't work. Harvard Business Review July–August: 14–18, 20.
  • Park, C.W., and B. Mittal. 1985. A theory of involvement in consumer behavior: Problems and issues. Research in Consumer Behavior 1: 201–31.
  • Park, C.W., and M. Young. 1986. Consumer response to television commercials: The impact of involvement and background music on brand attitude formation. Journal of Marketing Research 23, no. 1: 11–24.
  • Phillips, D.M. 1996. Anticipating the future: The role of consumption visions in consumer behavior. Advances in Consumer Research 23, no. 1: 70–5.
  • Phillips, D.M., and H. Baumgartner. 2002. The role of consumption emotions in the satisfaction response. Journal of Consumer Psychology 12, no. 3: 243–52.
  • Phillips, D.M., J.C. Olson, and H. Baumgartner. 1995. Consumption visions in consumer decision making. Advances in Consumer Research 22, no. 1: 280–4.
  • Poels, K., and S. Dewitte. 2008. Hope and self-regulatory goals applied to an advertising context: Promoting prevention stimulates goal-directed behavior. Journal of Business Research 61, no. 10: 1030–40. doi:10.1016/j.jbusres.2007.09.019
  • Preacher, K.J., and A.F. Hayes. 2004. SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior Research Methods Instruments & Computers 36, no. 4: 717–31. doi:10.3758/Bf03206553
  • Richins, M.L. 1997. Measuring emotions in the consumption experience. Journal of Consumer Research 24, no. 2: 127–46. doi:10.1086/209499
  • Rosenhan, D.L., P. Salovey, and K. Hargis. 1981. The joys of helping: Focus of attention mediates the impact of positive affect on altruism. Journal of Personality and Social Psychology 40, no. 5: 899–905. doi:10.1037/0022-3514.40.5.899
  • Sanna, L.J. 2000. Mental simulation, affect and personality: A conceptual framework. Current Directions in Psychological Science 9, no. 5: 168–73. doi:10.1111/1467-8721.00086
  • Shi, Y.-Z., K.-M. Cheung, and G. Prendergast. 2005. Behavioural response to sales promotion tools: A Hong Kong study. International Journal of Advertising 24, no. 4: 467–86.
  • Snyder, C.R., C. Harris, J.R. Anderson, S.A. Holleran, L.M. Irving, S.T. Sigmon, L. Yoshinobu, et al. (1991). The will and the ways: Development and validation of an individual-differences measure of hope. Journal of Personality and Social Psychology 60, no. 4: 570–85. doi: 10.1037/0022-3514.60.4.570
  • Solomon, M. 2014. Consumer behavior: Buying, having, and being 11th ed. Upper Saddle River, NJ: Prentice Hall.
  • Stewart, D.W., and S. Koslow. 1989. Executional factors and advertising effectiveness: A replication. Journal of Advertising 18, 21–32.
  • Tellegen, A., and G. Atkinson. 1974. Openness to absorbing and self-altering experiences (‘absorption’), a trait related to hypnotic susceptibility. Journal of Abnormal Psychology 83, no. 3: 268–77.
  • Wilke, J. 1993. What new-product marketers should know about related recall. Journal of Advertising Research 33, no. 2: Rc7–12.
  • Winterich, K.P., and K.L. Haws. 2011. Helpful hopefulness: The effect of future positive emotions on consumption. Journal of Consumer Research 38, no. 3: 505–24. doi:10.1086/659873
  • Wood, J.T. 1997. Gendered lives: Communication, gender and culture. Washington, DC: Wadsworth Publishing Company.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.