135
Views
37
CrossRef citations to date
0
Altmetric
Original Articles

The Effects of Advertising Distinctiveness and Message Content Involvement on Cognitive and Affective Responses to Advertising

, , &
Pages 45-58 | Published online: 08 May 2012

References

  • Ajzen , Icek and Fishbein , Martin . 1980 . Understanding Attitudes and Predicting Social Behavior , Englewood Cliffs , NJ : Prentice-Hall .
  • Andrews , Craig J. 1988 . “Motivation, Ability, and Opportunity to Process Information: Conceptual and Experimental Manipulation Issues,” . In Advances in Consumer Research , Edited by: Houston , Michael J. Vol. 15 , 219 – 225 . Provo , UT : Association for Consumer Research .
  • Andrews , Craig J. and Durvasula , Srinivas . 1991 . “Suggestions for Manipulating and Measuring Involvement in Advertising Message Content,” . In Advances in Consumer Research , Edited by: Holman , Rebecca H. and Solomon , Michael R. Vol. 18 , 194 – 201 . Provo , UT : Association for Consumer Research .
  • Andrews , Craig J. and Shimp , Terence A. 1990 . “Effects of Involvement, Argument Strength, and Source Characteristics on Central and Peripheral Processing of Advertising,” . Psychology & Marketing , 7 ( Fall ) : 195 – 214 .
  • Batra , Rajeev and Ray , Michael L. 1986 . “Situational Effects of Advertising Repetition: The Moderating Influence of Motivation, Ability, and Opportunity to Respond,” . Journal of Consumer Research , 12 ( March ) : 432 – 445 .
  • Beattie , Ann E. and Mitchell , Andrew A. 1985 . “The Relationship Between Advertising Recall and Persuasion: An Experimental Investigation,” . In Psychological Processes and Advertising Effects: Theory, Research, and Applications , Edited by: Alwitt , Linda F. and Mitchell , Andrew A. 129 – 155 . Hillsdale , NJ : Lawrence Erlbaum .
  • Bitner , Mary J. and Obermiller , Carl . 1985 . “The Elaboration Likelihood Model: Limitations and Extensions in Marketing,” . In Advances in Consumer Research , Edited by: Hirschman , Elizabeth C. and Holbrook , Morris B. Vol. 12 , 420 – 425 . Provo , UT : Association for Consumer Research .
  • Borgida , Eugene and Howard-Pitney , Beth . 1983 . “Personal Involvement and the Robustness of Perceptual Salience Effects,” . Journal of Personality and Social Psychology , 45 ( September ) : 560 – 570 .
  • Calder , Bobby J. , Insko , Chester A. and Yandell , Ben . 1974 . “The Relation of Cognitive and Memorial Processes to Persuasion in a Simulated Jury Trial,” . Journal of Applied Social Psychology , 4 ( January-March ) : 62 – 93 .
  • Celsi , Richard L. and Olson , Jerry C. 1988 . “The Role of Involvement in Attention and Comprehension Processes,” . Journal of Consumer Research , 15 ( September ) : 210 – 224 .
  • Cheskin , Louis . 1954 . Color Guide for Marketing Media , New York : MacMillan .
  • Childers , Terry L. and Houston , Michael J. 1984 . “Conditions for a Picture- Superiority Effect on Consumer Memory,” . Journal of Consumer Research , 11 ( September ) : 643 – 654 .
  • Cialdini , Robert B. , Herman , C. Peter , Levy , Alan , Kozlowski , Lynn T. and Petty , Richard E. 1976 . “Elastic Shifts of Opinion: Determinants of Direction and Durability,” . Journal of Personality and Social Psychology , 34 ( October ) : 663 – 672 .
  • Dooley , Roger P. and Harkins , Larry E. 1970 . “Functional and Attention-Getting Effects of Color on Graphic Communications,” . Perceptual and Motor Skills , 31 ( December ) : 851 – 854 .
  • Engel , John F. , Blackwell , Roger D. and Miniard , Paul W. 1986 . Consumer Behavior , Chicago : The Dryden Press .
  • Farley , Frank H. and Grant , Alfred P. 1976 . “Arousal and Cognition: Memory for Color Versus Black and White Multimedia Presentation,” . Journal of Psychology , 94 ( September ) : 147 – 150 .
  • Fishbein , Martin and Ajzen , Icek . 1975 . Belief, Attitude, Intention, and Behavior: An Introduction to Theory and Research , Reading , MA : Addison-Wesley .
  • Folkes , Valerie S. 1988 . “The Availability Heuristic and Perceived Risk,” . Journal of Consumer Research , 15 ( June ) : 13 – 23 .
  • Gardner , Meryl Paula . 1985 . “Does Attitude Toward the Ad Affect Brand Attitude Under a Brand Evaluation Set?” . Journal of Marketing Research , 22 ( May ) : 192 – 198 .
  • Gorn , Gerald J. 1982 . “The Effects of Music in Advertising on Choice Behavior: A Classical Conditioning Approach,” . Journal of Marketing , 46 ( Winter ) : 94 – 101 .
  • Greenwald , Anthony G. 1968 . “Cognitive Learning, Cognitive Response to Persuasion and Attitude Change,” . In Psychological Foundations of Attitudes , Edited by: Greenwald , Anthony G. , Brock , Timothy C. and Ostrom , Thomas M. 147 – 170 . New York : Academic Press .
  • Helson , Harry . 1959 . “Adaptation Level Theory,” . In Psychology: A Study of Science , Edited by: Koch , S. Vol. 1 , New York : McGraw-Hill .
  • Helson , Harry . 1964 . Adaptation-Level Theory: An Experimental and Systematic Approach to Behavior , New York : Harper & Row .
  • Huddleston , B. M. 1985 . An Experimental Investigation of the Influence Deceptive Nonverbal Cues Exert on Persuasive Processes , Columbia , MO : Department of Communication, University of Missouri . unpublished dissertation
  • Kahneman , Daniel and Tversky , Amos . 1982 . Judgment Under Uncertainty: Heuristics and Biases , New York : Cambridge University Press .
  • Katzman , Natan and Nyenhuis , James . 1972 . “Color Versus Black and White Effects on Learning, Opinion, and Attention,” . Audio Visual Communication Review , 20 ( Spring ) : 16 – 28 .
  • Lutz , Richard J. 1985 . “Affective and Cognitive Antecedents of Attitude Toward the Ad: A Conceptual Framework,” . In Psychological Processes and Advertising Effects: Theory, Research, and Applications , Edited by: Alwitt , Linda F. and Mitchell , Andrew A. 45 – 63 . Hillsdale , NJ : Lawrence Erlbaum .
  • Lutz , Richard J. , MacKenzie , Scott B. and Belch , George E. 1983 . “Attitude Toward the Ad as a Mediator of Advertising Effectiveness: Determinants and Consequences,” . In Advances in Consumer Research , Edited by: Bagozzi , Richard P. and Tybout , Alice M. Vol. 10 , 532 – 538 . Ann Arbor , MI : Association for Consumer Research .
  • McGuire , William J. 1969 . “The Nature of Attitudes and Attitude Change,” . In The Handbook of Social Psychology, , 2nd ed. , Edited by: Lindzey , Gardner and Aronson , Elliot . Vol. 3 , Reading , MA : Addison-Wesley .
  • Mitchell , Andrew A. 1981 . “The Dimensions of Advertising Involvement,” . In Advances in Consumer Research , Edited by: Monroe , Kent B. Vol. 8 , 25 – 30 . Ann Arbor , MI : Association for Consumer Research .
  • Mitchell , Andrew A. and Olson , Jerry C. 1981 . “Are Product Attribute Beliefs the Only Mediators of Advertising Effects on Brand Attitudes?” . Journal of Marketing Research , 18 ( August ) : 318 – 332 .
  • Muehling , Darrel D. , Laczniak , Russell N. and Stoltman , Jeffrey J. 1991 . “The Moderating Effects of Ad Message Involvement: A Reassessment,” . Journal of Advertising , 20 ( June ) : 29 – 38 .
  • Nachmias , Jacob . 1958 . “The Effect of Stimulus-Heterogeneity on Free Recall,” . American Journal of Psychology , 71 ( September ) : 578 – 582 .
  • Park , Whan C. and Young , S. Mark . 1986 . “Consumer Response to Television Commercials: The Impact of Involvement and Background Music on Brand Attitude Formation,” . Journal of Marketing Research , 23 ( February ) : 11 – 24 .
  • Percy , Larry and Rossiter , John R. 1983 . “Effects of Picture Size and Color on Brand Attitude Responses in Print Advertising,” . In Advances in Consumer Research , Edited by: Bagozzi , Richard P. and Tybout , Alice M. Vol. 10 , 17 – 20 . Ann Arbor , MI : Association for Consumer Research .
  • Perdue , Barbara C. and Summers , John O. 1986 . “Checking the Success of Manipulations in Marketing Experiments,” . Journal of Marketing Research , 23 ( November ) : 317 – 326 .
  • Perreault , William D. Jr. and Leigh , Laurence E. 1989 . “Reliability of Nominal Data Based on Qualitative Judgments,” . Journal of Marketing Research , 26 ( May ) : 135 – 148 .
  • Petty , Richard E. and Cacioppo , John T. 1981a . “Issue Involvement as a Moderator of the Effects on Attitude of Advertising Content and Context,” . In Advances in Consumer Research , Edited by: Monroe , Kent B. Vol. 8 , 20 – 24 . Ann Arbor , MI : Association for Consumer Research .
  • Petty , Richard E. and Cacioppo , John T. 1981b . Attitudes and Persuasion: Classic and Contemporary Approaches , Dubuque , IA : William C. Brown .
  • Petty , Richard E. and Cacioppo , John T. 1983 . “Central and Peripheral Routes to Persuasion: Application to Advertising,” . In Advertising and Consumer Psychology , Edited by: Percy , Larry and Woodside , Arch G. 3 – 23 . Lexington , MA : Lexington Books .
  • Petty , Richard E. and Cacioppo , John T. 1986 . Communication and Persuasion: Central and Peripheral Routes to Attitude Change , New York : Springer-Verlag .
  • Petty , Richard E. , Cacioppo , John T. and Schumann , David . 1983 . “Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement,” . Journal of Consumer Research , 10 ( September ) : 135 – 146 .
  • Rossiter , John R. and Percy , Larry . 1987 . Advertising and Promotion Management , New York : McGraw-Hill .
  • Taylor , Shelley E. and Fiske , Susan T. 1978 . “Salience, Attention, and Attribution: Top of the Head Phenomena,” . In Advances in Experimental Social Psychology , Edited by: Berkowitz , Leonard . Vol. 11 , 249 – 288 . New York : Academic Press .
  • Taylor , Shelley E. and Wood , Joanne V. 1983 . “The Vividness Effect: Making a Mountain Out of a Molehill?” . In Advances in Consumer Research , Edited by: Bagozzi , Richard P. and Tybout , Alice M. Vol. 10 , 540 – 542 . Ann Arbor , MI : Association for Consumer Research .
  • Tversky , Amos and Kahneman , Daniel . 1973 . “Availability: A Heuristic for Judging Frequency and Probability,” . Cognitive Psychology , 5 ( September ) : 207 – 232 .
  • Webb , Peter H. 1979 . “Consumer Initial Processing in a Difficult Media Environment,” . Journal of Consumer Research , 6 ( December ) : 225 – 236 .
  • Webb , Peter H. and Ray , Michael L. 1979 . “Effects of TV Clutter,” . Journal of Advertising Research , 19 ( June ) : 7 – 12 .
  • Wright , Peter . 1973 . “The Cognitive Processes Mediating Acceptance of Advertising,” . Journal of Marketing Research , 10 ( February ) : 53 – 62 .
  • Wright , Peter . 1980 . “Message-Evoked Thoughts: Persuasion Research Using Thought Verbalizations,” . Journal of Consumer Research , 7 ( September ) : 151 – 175 .

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.