The Role of Endorsers, Framing, and Rewards on the Effectiveness of Dietary Supplement Advertisements

References

• Ahmed , Z. U. , Johnson , J. P. , Ling , C. P. , Fang , T. W. , & Hui , A. K. ( 2002 ). Country-of-origin and brand effects on consumers’ evaluations of cruise lines . International Marketing Review , 19 , 279 – 302 .
   Web of Science ®Google Scholar
• Ajzen , I. , & Fishbein , M. ( 1980 ). Understanding attitudes and predicting social behavior . Englewood Cliffs , NJ : Prentice-Hall .
   Google Scholar
• Belleau , B. D. , Summers , T. A. , Xu , Y. , & Pine , R. ( 2007 ). Theory of reasoned action: Purchase intention of young consumers . Clothing and Textiles Research Journal , 25 , 244 – 257 .
   Google Scholar
• Beltramini , R. ( 1982 ). Advertising perceived believability scale . In D. Corrigan , F. Kraft , & R. Ross (Eds.), Proceedings of the Southwestern Marketing Association (pp. 1 – 3 ). Wichita , KS : Wichita State University .
   Google Scholar
• Beltramini , R. F. , & Stafford , E. R. ( 1993 ). Comprehension and perceived believability of seals of approval information in advertising . Journal of Advertising , 22 ( 3 ), 3 – 13 .
   Web of Science ®Google Scholar
• Bergkvist , L. , & Rossiter , J. R. ( 2007 ). The predictive validity of multiple-item versus single-item measures of the same constructs . Journal of Marketing Research , 44 , 175 – 184 .
   Web of Science ®Google Scholar
• Bergkvist , L. , & Rossiter , J. R. ( 2008 ). The role of ad likability in predicting an ad's campaign performance . Journal of Advertising , 37 ( 2 ), 85 – 97 .
   Web of Science ®Google Scholar
• Berridge , K. C. ( 1996 ). Food reward: Brain substrates of wanting and liking . Neuroscience and Biobehavioral Reviews , 20 ( 1 ), 1 – 25 .
   PubMed Web of Science ®Google Scholar
• Biswas , D. , Biswas , A. , & Das , N. ( 2006 ). The differential effects of celebrity and expert endorsements on consumer risk perceptions: The role of consumer knowledge, perceived congruency, and product technology . Journal of Advertising , 35 ( 2 ), 17 – 31 .
   Web of Science ®Google Scholar
• Bonafede , M. , Caron , W. , & Zeolla , M. ( 2009 ). An evidence-based elective on dietary supplements . American Journal of Pharmaceutical Education , 75 ( 3 ), 1 – 7 .
   Google Scholar
• Brasini , S. , Freo , M. , & Tassinari , G. ( 2008 ). An analysis of the role of liking on the memorial response to advertising. Unpublished Munich Personal RePEc Archive paper, University of Bologna .
   Google Scholar
• Brown , S. P. , & Stayman , D. M. ( 1992 ). Antecedents and consequences of attitude toward the ad: A meta-analysis . Journal of Consumer Research , 19 ( 1 ), 34 – 52 .
   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 ( 1 ), 69 – 83 .
   Web of Science ®Google Scholar
• Cameron , J. , Banko , K. M. , & Pierce , D. ( 2001 ). Pervasive negative effects of rewards on intrinsic motivation: The myth continues . The Behavior Analyst , 24 ( 1 ), 1 – 44 .
   PubMed Web of Science ®Google Scholar
• Chang , C. C. ( 2005 ). The moderating influence of ad framing for ad-self-congruency effects . Psychology & Marketing , 22 , 955 – 968 .
   Web of Science ®Google Scholar
• Chang , C. C. (2008). Ad framing effects for consumption products: An affect priming process. Psychology & Marketing , 25, 24–46.
   Web of Science ®Google Scholar
• Chang , C. T. ( 2007 ). Health-care product advertising: The influences of message framing and perceived product characteristics . Psychology & Marketing , 24 , 143 – 169 .
   Web of Science ®Google Scholar
• Choi , S. M. ( 2002 ). Attributional approach to understanding celebrity/product congruence effects: Role of perceived expertise . Unpublished doctoral dissertation. Michigan State University .
   Google Scholar
• Cismaru , M. , & Lavack , A. M. ( 2006 ). Marketing communications and protection motivation theory: Examining consumer decision-making . International Review on Public and Nonprofit Marketing , 3 ( 2 ), 9 – 24 .
   Google Scholar
• Cleland , R. L. , Gross , W. C. , Koss , L. D. , Daynard , M. , & Muoio , K. M. ( 2002 ). Weight-loss advertising: An analysis of current trends . Washington , DC : Federal Trade Commission .
   Google Scholar
• Conner , M. , Kirk , S. , Cade , J. E. , & Barrett , J. H. ( 2003 ). Environmental influences: Factors influencing a woman's decision to use dietary supplements . The Journal of Nutrition , 133 , 1978S – 1982S .
   PubMedGoogle Scholar
• Dipayan , B. , Biswas , A. , & Das , N. ( 2006 ). The differential effects of celebrity and expert endorsements on consumer risk perceptions . Journal of Advertising , 35 ( 2 ), 17 – 31 .
   Google Scholar
• Dodds , W. B. , Monroe , K. , & Grewal , D. ( 1991 ). Effects of price, brand, and store information on buyers’ product evaluations . Journal of Marketing Research , 28 , 307 – 319 .
   Web of Science ®Google Scholar
• Feigelman , S. , Li , X. , & Stanton , B. ( 1995 ). Perceived risks and benefits of alcohol, cigarette, and drug use among urban low-income African-American early adolescents . Bulletin of the New York Academy of Medicine , 72 ( 1 ), 57 – 75 .
   PubMedGoogle Scholar
• Feltz , D. L. ( 1992 ). Understanding motivation in sport: A self-efficacy perspective . In G. C. Roberts (Ed.), Motivation in sport and exercise (pp. 93 – 105 ). Champaign , IL : Human Kinetics .
   Google Scholar
• Floyd , D. , Prentice-Dunn , S. , & Rogers , R. ( 2000 ). A meta-analysis of research on protection motivation theory . Journal of Applied Social Psychology , 30 , 407 – 429 .
   Web of Science ®Google Scholar
• Freiden , J. B. ( 1984 ). Advertising spokesperson effects: An examination of endorser type and gender on two audiences . Journal of Advertising Research , 24 ( 5 ), 33 – 41 .
   Web of Science ®Google Scholar
• Gerend , M. A. , & Cullen , M. ( 2008 ). Effects of message framing and temporal context on college student drinking behavior . Journal of Experimental Social Psychology , 44 , 1167 – 1173 .
   Web of Science ®Google Scholar
• Gnewuch , T. L. ( 2002 ). Glitz or goodness: Assessing the comparative effectiveness of endorsements by celebrities vs. nonprofit organizations . Madison : University of Wisconsin–Madison .
   Google Scholar
• Green , L. , Myerson , J. , & McFadden , E. ( 1997 ). Rate of temporal discounting decreases with amount of reward . Memory & Cognition , 25 , 715 – 723 .
   PubMed Web of Science ®Google Scholar
• Helweg-Larsen , M. , & Howell , C. ( 2000 ). Effects of erotophobia on the persuasiveness of condom advertisements containing strong or weak arguments . Basic and Applied Social Psychology , 22 , 111 – 117 .
   Web of Science ®Google Scholar
• Holbrook , M. B. , & Batra , R. ( 1987 ). Assessing the role of emotions as mediators of consumer responses to advertising . Journal of Consumer Research , 14 , 404 – 420 .
   Web of Science ®Google Scholar
• Kadlec , D. ( 2008 ). From health to wealth . Time , 172 ( 12 ), 74 – 74 .
   PubMedGoogle Scholar
• Keller , K. L. ( 1993 ). Conceptualizing, measuring, and managing customer-based brand equity . Journal of Marketing , 57 ( 1 ), 1 – 22 .
   Web of Science ®Google Scholar
• Kerr , J. , & Slocum , J. W. ( 1987 ). Managing corporate culture through reward systems . Academy of Management Executive , 1 ( 2 ), 99 – 108 .
   Google Scholar
• Kickbusch , I. , & Payne , L. ( 2003 ). Twenty-first century health promotion: The public health revolution meets the wellness revolution . Health Promotion International , 18 , 275 – 278 .
   PubMed Web of Science ®Google Scholar
• Kwak , N. S. , & Jukes , D. J. ( 2001 ). Issues in the substantiation process of health claims . Critical Reviews in Food Science and Nutrition , 41 , 465 – 480 .
   PubMed Web of Science ®Google Scholar
• Lafferty , B. A. , Goldsmith , R. E. , & Newell , S. J. ( 2002 ). The dual credibility model: The influence of corporate and endorser credibility on attitudes and purchase intentions . Journal of Marketing Theory & Practice , 10 ( 3 ), 1 – 12 .
   Google Scholar
• Levin , I. P. , & Gaeth , G. J. (1988). How consumers are affected by the framing of attribute information before and after consuming the product. Journal of Consumer Research , 15, 374–378.
   Web of Science ®Google Scholar
• Lin , H. F. ( 2007 ). Effects of extrinsic and intrinsic motivation on employee knowledge sharing intentions . Journal of Information Science , 33 , 135 – 149 .
   Web of Science ®Google Scholar
• Lin , C. H. , Kao , D. T. , Chuang , S. C. , & Wu , P. H. ( 2006 ). The persuasiveness of framed commercial messages: A note on marketing implications for the airline industry . Journal of Air Transport Management , 12 , 204 – 206 .
   Web of Science ®Google Scholar
• Linville , P. W. , Fisher , G. W. , & Fischhoff , B. ( 1993 ). AIDS risk perceptions and decision biases . In J. B. Pryor & G. D. Reder (Eds.), The social psychology of HIV infection (pp. 5 – 38 ). Hillsdale , NJ : Erlbaum .
   Google Scholar
• Loscocco , K. A. ( 1989 ). The instrumentally oriented factory worker: Myth or reality? Work and Occupations , 16 ( 1 ), 3 – 25 .
   Google Scholar
• MacKenzie , S. B. , & Lutz , R. J. ( 1989 ). An empirical examination of the structural antecedents of attitude toward ad in an advertising pre-test context . Journal of Marketing , 53 ( 2 ), 48 – 65 .
   Web of Science ®Google Scholar
• Maibach , E. W. , Roser-Renouf , C. , & Leiserowitz , A. ( 2008 ). Communication and marketing as climate change-intervention assets: A public health perspective . American Journal of Preventive Medicine , 35 , 488 – 500 .
   PubMed Web of Science ®Google Scholar
• McCracken , G. ( 1989 ). Who is the celebrity endorser? Culture foundations of the endorsement process . Journal of Consumer Research , 16 , 310 – 321 .
   Web of Science ®Google Scholar
• Miniard , P. W. , Bhatla , S. , & Rose , R. L. ( 1990 ). On the formation and relationship of ad and brand attitudes: An experimental and causal analysis . Journal of Marketing Research , 27 , 290 – 303 .
   Web of Science ®Google Scholar
• Mitchell , A. A. , & Olson , J. C. ( 1981 ). Are product attribute beliefs the only mediator of advertising effects on brand attitude? Journal of Marketing Research , 18 , 318 – 332 .
   Web of Science ®Google Scholar
• Mowen , J. C. ( 2002 ). Consumer behavior . New York : Macmillan .
   Google Scholar
• Nowak , L. , McGough , P. , & Atkin , T. ( 2004 ). Effects of the dietary guidelines label statement on wine purchase intentions in young adults . International Journal of Wine Marketing , 16 ( 2 ), 49 – 61 .
   Google Scholar
• O'Cass , A. ( 2002 ). Political advertising believability and information source value during elections . Journal of Advertising , 31 ( 1 ), 63 – 74 .
   Web of Science ®Google Scholar
• Patch , C. , Tapsell , L. , & Williams , P. ( 2005 ). Attitudes and intentions toward purchasing novel foods enriched with omega-3 fatty acids . Journal of Nutrition Education and Behavior , 37 , 235 – 241 .
   PubMed Web of Science ®Google Scholar
• Peters , C. , Shelton , J. , & Sharma , P. ( 2003 ). An investigation of factors that influence the consumption of dietary supplements . Health Marketing Quarterly , 21 , 114 – 135 .
   Google Scholar
• Pierce , D. , Cameron , J. , Banko , K. M. , & So , S. ( 2003 ). Positive effects of rewards and performance standards on intrinsic motivation . The Psychological Record , 53 , 561 – 578 .
   Web of Science ®Google Scholar
• Prentice-Dunn , S. , Mcmath , B. F. , & Cramer , R. J. ( 2009 ). Protection motivation theory and stages of change in sun protective behavior . Journal of Health Psychology , 14 , 297 – 305 .
   PubMed Web of Science ®Google Scholar
• Reardon , J. , Miller , C. , Vida , I. , & Kim , I. ( 2005 ). The effects of ethnocentrism and economic development on the formation of brand and ad attitudes in transitional economies . European Journal of Marketing , 39 , 737 – 754 .
   Web of Science ®Google Scholar
• Rogers , R. W. ( 1983 ). Cognitive and physiological processes in fear appeals and attitude change: A revised theory of protection motivation . In J. Cacioppo & R. Petty (Eds.), Social psychophysiology (pp. 153 – 176 ). New York : Guilford Press .
   Google Scholar
• Rothman , A. J. , Bartels , R. D. , Wlaschin , J. , & Salovey , P. ( 2006 ). The strategic use of gain- and loss-framed messages to promote health behavior: How theory can inform practice . Journal of Communication , 56 ( 1 ), S202 – S220 .
   Web of Science ®Google Scholar
• Saade , R. G. , Nebebe , F. , & Mak , T. (2009). The role of intrinsic motivation in system adoption: A cross-culture perspective. Journal of Information, Information Technology and Organizations , 4, 1–20.
   Google Scholar
• Shimp , T. A. ( 1981 ). Attitude toward the ad as a mediator of consumer brand choice . Journal of Advertising , 10 ( 2 ), 9 – 48 .
   Google Scholar
• Silvera , D. H. , & Austad , B. ( 2004 ). Factors predicting the effectiveness of celebrity endorsement advertisements . European Journal of Marketing , 38 , 1509 – 1526 .
   Web of Science ®Google Scholar
• Speck , P. S. , Schumann , D. W. , & Thompson , C. ( 1988 ). Celebrity endorsements, scripts, schema and roles: Theoretical framework and preliminary tests . In M. Houston (Ed.), Advances in consumer research ( Vol. 15 , pp. 69 – 76 ). Provo , UT : Association for Consumer Research .
   Google Scholar
• Thomas , K. W. ( 2009 ). Intrinsic motivation at work: What really drives employee engagement . San Francisco , CA : Berrett-Koehler .
   Google Scholar
• Till , B. D. ( 1998 ). Using celebrity endorsers effectively: Lessons from associative learning . Journal of Product & Brand Management , 7 ( 5 ), 67 – 82 .
   Google Scholar
• Till , B. D. , & Busler , M. ( 1998 ). Matching products with endorsers: Attractiveness versus expertise . Journal of Consumer Marketing , 15 , 576 – 586 .
   Google Scholar
• Tsai , S. P. ( 2006 ). Investigating how the message framing strategy impacts brand marketing . Web Journal of Chinese Management Review , 9 ( 2 ), 2 – 29 .
   Google Scholar
• Tversky , A. , & Kahneman , D. ( 1981 ). The framing of decision and the psychology of choice . Science , 211 , 453 – 458 .
   PubMed Web of Science ®Google Scholar
• Umphrey , L. R. ( 2003 ). The effects of message framing and message processing on testicular self-examination attitudes and perceived susceptibility . Communication Research Reports , 20 ( 2 ), 97 – 105 .
   Google Scholar
• Wu , Y. , Stanton , B. F. , Li , X. , Galbraith , J. , & Cole , M. L. ( 2005 ). Protection motivation theory and adolescent drug trafficking: Relationship between health motivation and longitudinal risk involvement . Journal of Pediatric Psychology , 30 , 127 – 137 .
   PubMed Web of Science ®Google Scholar
• Xiang , P. , Bruene , A. , & Chen , A. ( 2005 ). Interactive impact of intrinsic motivators and extrinsic rewards on behavior and motivation outcomes . Journal of Teaching in Physical Education , 24 , 179 – 197 .
   Web of Science ®Google Scholar
• Zeithaml , V. A. ( 1988 ). Consumer perceptions of price, quality, and value: A means-end model and synthesis of evidence . Journal of Marketing , 52 ( 3 ), 2 – 22 .
   Web of Science ®Google Scholar
• Zeithaml , V. A. , Berry , L. L. , & Parasuraman , A. ( 1996 ). The behavioral consequences of services quality . Journal of Marketing , 60 ( 2 ), 31 – 46 .
   Web of Science ®Google Scholar