What Products Can Benefit From African American Advertising Appeals? The Moderating Role of Product Involvement

REFERENCES

• Aaker , Jennifer. 1999 . “The Malleable Self: The Role of Self-Expression in Persuasion.” Journal of Marketing Research 36 ( February ): 45 – 57 .
   Google Scholar
• Aaker , Jennifer L. , Anne M. Brumbaugh , and Sonya A. Grier . 2000 . “Nontarget Markets and View Distinctiveness: The Impact of Target Marketing on Advertising Attitudes.” Journal of Consumer Psychology 9 ( September ): 127 – 40 .
   Google Scholar
• Appiah , Osei. 2001 . “Ethnic Identification on Adolescents’ Evaluations of Advertisements.” Journal of Advertising Research 4 ( May ): 7 – 22 .
   Google Scholar
• Bailey , Ainsworth Anthony . 2006 . “A Year in the Life of the African-American Male in Advertising.” Journal of Advertising 35 ( Spring ): 83 – 104 .
   Google Scholar
• Bhattacharya , C. B. , Hayagreeva Rao , and Mary Ann Glynn . 1995 . “Understanding the Bond of Identification: An Investigation of Its Correlates Among Art Museum Members.” Journal of Marketing 59 ( December ): 46 – 57 .
   Google Scholar
• Bush , Ronald F. , Alan J. Resnick , and Bruce L. Stern . 1980 . “A Content Analysis of the Portrayal of Black Models in Magazine Advertising in Marketing in the ‘80 s: Changes and Challenges.” . In AMA Educators’ Conference Proceedings , edited by Richard P. Bagozzi , 484 – 87 . Chicago : American Marketing Association .
   Google Scholar
• Cox , Keith. 1970 . “Changes in Stereotyping of Negroes and Whites in Magazine Advertisements.” Public Opinion Quarterly 33 ( Winter ): 603 – 6 .
   Google Scholar
• Cui , Geng. 1997 . “Marketing Strategies in a Multi-Ethnic Environment.” Journal of Marketing Theory and Practice 1 ( May ): 122 – 34 .
   Google Scholar
• DelVecchio , D. , & R. C. Goodstein . 2004 . “Moving Beyond Race: The Role of Ethnic Identity.” . In Evaluating Celebrity Endorsers in Diversity in Advertising , edited by Jerome D. Williams , 50 – 52 . Mahwah , NJ : Lawrence Erlbaum Associates .
   Google Scholar
• Deshpande , Rohit , & Douglas Stayman . 1994 . “A Tale of Two Cities: Distinctiveness Theory and Advertising Effectiveness.” Journal of Marketing Research 31 ( March ): 57 – 64 .
   Google Scholar
• Deshpande , Rohit , Wayne D. Hoyer , and Naveen Donthu . 1986 . “The Intensity of Ethnic Affiliation: A Study of Sociology of Ethnic Consumption.” Journal of Consumer Research 13 ( June ): 214 – 20 .
   Google Scholar
• Dimofte , Claudiu V. , Mark R. Forehand , and Rohit Deshpande . 2004 . “Ad Schema Incongruity as Elicitor of Ethnic Self-Awareness and Differential Advertising Response.” Journal of Advertising 32 ( December ): 7 – 17 .
   Google Scholar
• Elliott , Richard , & Kritsadarat Wattanasuwan . 1998 . “Brands as Symbolic Resources for the Construction of Identity.” International Journal of Advertising 17 ( June ): 131 – 44 .
   Google Scholar
• Erdogan , B. Zater , Michael J. Baker , and Stephen Tagg . 2001 . “Selecting Celebrity Endorsers: The Practitioner's Perspective.” Journal of Advertising Research 41 ( September ): 39 – 48 .
   Google Scholar
• Forehand , Mark R. , & Rohit Deshpande . 2001 . “What We See Makes Us Who We Are: Priming Ethnic Self-Awareness and Advertising Response.” Journal of Marketing Research 38 ( September ): 336 – 48 .
   Google Scholar
• Forehand , Mark R. , Rohit Deshpande , and Americus Reed II . 2002 . “Identity Salience and the Influence of Differential Activation of the Social Self-Schema on Advertising Response.” Journal of Applied Psychology 87 ( June ): 1086 – 99 .
   PubMed Web of Science ®Google Scholar
• Green , Corliss L. 1999. “Ethnic Evaluations of Advertising: Interaction Effects of Strength of Ethnic Identification, Media Placement, and Degree of Racial Composition.” Journal of Advertising 28 (March): 49–64.
   Google Scholar
• Grier , Sonya A. , and Anne M. Brumbaugh . 1999 . “Noticing Cultural Differences: Ad Meanings Created by Target and Non-Target Markets.” Journal of Advertising 28 ( March ): 79 – 93 .
   Google Scholar
• Grier , Sonya A. , & Rohit Deshpande . 2001 . “Social Dimensions of Consumer Distinctiveness: The Influence of Social Status of Group Identity and Advertising Persuasion.” Journal of Marketing Research 38 ( June ): 216 – 24 .
   Google Scholar
• Humphreys , Jeffrey M. 2007 . “The multicultural economy 2007.” Selig Report 67 ( 3 ): 1 – 15 . http://www.selig.uga.edu/forecast/GBEC/GBEC0703Q.pdf
   Google Scholar
• Koslow , Scott , Prem N. Shamdasani , and Ellen E. Touchstone . 1994 . “Exploring Language Effects in Ethnic Advertising: A Sociolinguistic Perspective.” Journal of Consumer Research 20 ( December ): 575 – 85 .
   Google Scholar
• Lee , Christina Kwai-Choi , Nalini Fernandez , and Brett A. S. Martin . 2002 . “Using Self-Referencing to Explain the Effectiveness of Ethnic Minority Models in Advertising.” International Journal of Advertising 21 ( March ): 367 – 79 .
   Google Scholar
• Licata , Jane W. , & Abhijit Biswas . 1993 . “Representation, Roles, and Occupational Status of Black Models in Television Advertisements.” Journalism Quarterly 70 ( December ): 868 – 92 .
   Google Scholar
• Maldonado , Rachel , Patriya Tansuhaj , and Darrel D. Muehling . 1993 . “The Impact of Gender on Ad Processing: A Social Identity Perspective.” Academy of Marketing Science Review. http://www.vancouver.wsu.edu/otcgi/llscgi60.exe, 1–6.
   Google Scholar
• Martin , Brett A. S. , Christina Kwai-Choi Lee , and Feng Yang . 2004 . “The Influence of Ad Model Ethnicity and Self-Referencing on Attitudes.” Journal of Advertising 33 ( December ): 27 – 37 .
   Google Scholar
• McGuire , William. 1978 . “Search for the Self: Going Beyond Self-Esteem and the Reactive Self.” . In Personality and the Prediction of Behavior , edited by Robert A. Zucker , Joel Aronoff , & A. I. Rabin , 73 – 120 . New York : Academic Press .
   Google Scholar
• McGuire , William , Claire V. McGuire , and Ward Winton . 1984 . “Effects of Household Sex Composition on the Salience of One's Gender in the Spontaneous Self-Concept.” Journal of Experimental Social Psychology 15 ( March ): 77 – 90 .
   Google Scholar
• Nagel Andrea . 2007 . “SoftSheen Takes Consumers to Heart.” WWD: Women's Wear Daily 193 ( 122 ): 18 .
   Google Scholar
• Petty , Richard E. , and John T. Cacioppo . 1986a . Communication and Persuasion: Central and Peripheral Routes to Attitude Change . New York : Springer-Verlag .
   Google Scholar
• Petty , Richard E. , and John T. Cacioppo . 1986b “Elaboration Likelihood Model of Persuasion.” In Advances in Experimental Social Psychology , edited by L. Berkowitz , 30 – 56 . New York : Academic Press .
   Google Scholar
• Phinney , Jean S. 1992 . “The Multigroup Ethnic Identification Measure: A New Scale for Use With Diverse Groups.” Journal of Adolescent Research 7 ( February ) 156 – 76 .
   Google Scholar
• Pitts , Robert E. , Joel D. Whalen , Robert O'Keefe , and Vernon Murray . 1989 . “Black and White Response to Culturally Targeted Television Commercials: A Value-Based Approach.” Psychology & Marketing 6 ( December ): 311 – 28 .
   Google Scholar
• Ratchford , Brian T. 1987 . “New Insights about the FCB Grid.” Journal of Advertising Research 27 ( December ): 24 – 38 .
   Google Scholar
• Smith , Eliot R. 2000 . “Research Design.” . In Handbook of Research Methods in Social and Personality Psychology , edited by Harry T. Reis , & Charles M. Judd , 17 – 39 . New York : Cambridge University Press .
   Google Scholar
• Stevenson , Thomas H. 2002 . “The Portrayal of African-Americans in Business-to-Business Catalog Advertising.” Journal of Current Issues and Research in Advertising 24 ( Fall ): 41 – 49 .
   Google Scholar
• Swanson , Scott R. , & Scott W. Kelley . 2001 . “Attributions and Outcomes of the Service Recovery Process.” Journal of Marketing Theory and Practice 9 ( December ): 50 – 58 .
   Google Scholar
• Taylor , Charles R. , & Ju Yung Lee . 1995 . “Portrayals of African, Hispanic, and Asian Americans in Magazine Advertising.” American Behavioral Scientist 38 ( April ): 608 – 21 .
   Google Scholar
• TNS Media Intelligence . 2005 . “Ethnic.” Marketing News 39 ( 12 ): 23 .
   Google Scholar
• Torres Ivonne M . 2007 . “A Tale of Two Theories: Sympathy or Competition.” Journal of Business Research 60 ( September ): 197 – 205 .
   Google Scholar
• U.S. Census Bureau. 2007. “Resident Population Estimates of the United States by Race and Hispanic or Latino Origin.” Accessed April 27, 2012. http: //www.census.gov/compendia/statab/cats/population.html.
   Google Scholar
• Webster , Cynthia. 1990 . “The Reaching the burgeoning Hispanic Market.” Business Forum 15 ( June ): 18 – 23 .
   Google Scholar
• Webster , Cynthia. 1992 . “The Effects of Hispanic Subcultural Identification on Information Search Behavior.” Journal of Advertising Research 32 ( May ): 54 – 62 .
   Google Scholar
• Whittler , Tommy E. 1989 . “Viewers’ Processing of Actor's Race and Message Claims in Advertising Stimuli.” Psychology & Marketing 6 ( December ): 287 – 309 .
   Google Scholar
• Whittler , Tommy E. , & J. DiMeo . 1991 . “Viewers Reactions to Racial Cues in Advertising Stimuli.” Journal of Advertising Research 31 ( June ): 37 – 46 .
   Google Scholar
• Williams , Jerome D. , & William J. Qualls . 1989 . “Middle-Class Black Consumers and Intensity of Ethnic Identification.” Psychology and Marketing 6 ( December ): 263 – 86 .
   Google Scholar
• Williams , Jerome D. , Wei-Na Lee , and Geraldine Rosa Henderson . 2008. “Marketplace Diversity in Consumer Psychology.”. In The Handbook of Consumer Psychology , edited by Curtis P. Haugtvedt , Paul M. Herr , and Frank R. Kardes . Mahwah , NJ : Lawrence Erlbaum Associates.
   Google Scholar
• Wooten , David B. 1995 . “One-of-a-Kind in a Full House: Some Consequences of Ethnic and Gender Distinctiveness.” Journal of Consumer Psychology 4 ( September ): 205 – 24 .
   Google Scholar
• Zaichkowsky , Judy Lynne . 1985 . “Measuring the Involvement Construct.” Journal of Consumer Research 12 ( December ): 341 – 52 .
   Web of Science ®Google Scholar