Publication Cover
International Journal of Social Psychology
Revista de Psicología Social
Volume 23, 2008 - Issue 1
306
Views
1
CrossRef citations to date
0
Altmetric
Original Articles

Eficacia del uso de tácticas de influencia social en la propaganda de marketing social

Effectiveness of social influence techniques in social marketing advertising

&
Pages 17-28 | Published online: 23 Jan 2014

Referencias

  • Bargh, J. A. & Pietromonaco, P. (1982). Automatic information processing and social perception: The influence of trait information presented outside of conscious awareness on impression formation. Journal of Personality and Social Psychology, 43, 437–449.
  • Brockner, J., Guzzi, B., Kane, J., Levine, E. & Shaplen, K. (1984). Organizational fundraising: further evidence on the effects of legitimizing small donations. Journal of Consumer Research, 11, 611–614.
  • Cialdini, R. B. (2001a). Influence: Science and practice. Boston: Allyn & Bacon. 4th ed.
  • Cialdini, R. B. (2001b). Systematic opportunism. An approach to the study of tactical social influence. En J. P. Forgas & K. D. Williams (Eds.) Social influence. Direct and indirect processes (pp. 25–39). Lillington: Psychology Press.
  • Cialdini, R. B. (2003). Crafting normative Messages to protect the environment. Current directions in Psychological Science, 12, 105–109.
  • Cialdini, R. B., Demaine, L. J., Sagarin, B. J., Barrett, D. W., Rhoad, K. & Winter, P. L. (2006). Managing social norms for persuasive impact. Social Influence, 1, 3–15.
  • Cialdini, R. B. & Sagarín, B. J. (2005). Principles of interpersonal influence. En T. C. Brock & M. C. Green (Eds.), Persuasion. Psychological insights and perspectives (pp. 143–169). Thousand Oaks: Sage.
  • Cialdini, R. B. & Schroeder, D. A. (1976). Increasing compliance by legitimising paltry contributions: When even a penny helps. Journal of Personality and Social Psychology, 34, 599–604.
  • Desteno, D., Petty, R., Rucker, D., Wegener, D. & Braverman, J. (2004). Discrete Emotions and Persuasion: The Role of Emotions-Induced Expectancies. Journal of Personality and Social Psychology, 86, 43–55.
  • Desteno, D., Petty, R., Wegener, D. & Rucker, D. (2000). Beyond valence in the perception of likelihood: the role of emotion specificity. Journal of Personality and Social Psychology, 78, 397–416.
  • Devine, P. G. (1989). Stereotypes and prejudice: Their automatic and controlled components. Journal of Personality and Social Psychology, 56, 5–18.
  • Falces, C., Briñol, P., Sierra, B. & Horcajo, J. (2001). Alteraciones del script y juicios afectivos: la satisfacción del consumidor. Psicothema, 14, 623–629.
  • Forgas, J. P. (1998). Asking nicely? Mood effects on responding to more or less polite requests. Personality and Social Psychology Bulletin, 24, 173–185.
  • Forgas, J. P. (2001) On being mood but influential: the role of affect in social influence strategies. En J. P. Forgas & K. D. Williams (Eds.), Social influence. Direct and indirect processes (pp. 147–166). Lillington: Psychology Press.
  • Kardes, F. R. (1988). Spontaneous inference processes in advertising: the effects of conclusions omission and involvement on persuasion. Journal of Consumer Research, 15, 225–233.
  • Lutz, K. A. & Lutz, R. J. (1977). Effects of interactive imagery on learning: applications to advertising. Journal of Applied Psychology, 62, 493–498.
  • Mitchell, A. A. & Olson, J. C. (1981). Are product attribute beliefs the only mediator of advertising effects on brand attitudes? Journal of Marketing Research, 18, 318–332.
  • Petty, R. E. & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. Advances in Experimental social Psychology, 19, 123–205.
  • Petty, R. E., Schumann, D. W., Richman, S. A. & Strathman, A. J. (1993). Positive mood and persuasion: different roles for affect under high and low elaboration conditions. Journal of Personality and Social Psychology, 64, 5–20.
  • Petty, R. & Wegener, D. T. (1998) Attitude change: Multiple roles of persuasion variables. En D. T. Gilbert, S. T. Fiske & G. Lindzey (Eds.) Handbook of social psychology (4th, vol. 1, pp. 323–390). Boston: McGraw-Hill.
  • Phillips, B. & Mcquarrie, E. F. (2003). The development, change and transformation or rhetorical style in magazine advertisement, 1954–1999. Journal of Advertising, 31, 1–13.
  • Reeves, R. A., Macolini, R. M. & Martín, R. C. (1987). Legitimising paltry contributions. On-the-spot vs. mail-in requests. Journal of Applied Social Psychology, 17, 731–738.
  • Reingen, D. H. (1978). On inducing compliance with requests. Journal of Consumer Research, 5, 96–102.
  • Reingen, D. H. (1982). Test of e list procedure for inducing compliance with a request to donate money. Journal of Applied Psychology, 67, 110–118.
  • Sáiz, D., Baqués, J. & Sáiz, M. (1999). Factores que pueden mejorar la codificación de los mensajes publicitarios: ¿una cuestión de memoria implícita o de memoria explícita? Psicothema, 11, 891–900.
  • Schwarz, N., Bless, H. & Bohner, G. (1991). Mood and persuasion: Affective states influence processing on persuasive communications. En M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 24, pp. 161–199). Nueva York: Guilford Press.
  • Scott, L. (1994). Images in advertising: the need for a theory of visual rhetoric. Journal of Consumer Research, 21, 252–273.
  • Shepard, R. N. (1967). Recognition memory for words, sentences and pictures. Journal of verbal learning and verbal behaviour, 66, 156–163
  • Smith, R. A. (1991). The effects of visual and verbal advertising information on consumer inferences. Journal of advertising, 20, 13–24.
  • Varela, J., Rial, A., García, C., Braña, T. & Olea, J. A. (1996). Una medida de la implicación de los consumidores con las marcas comerciales. Psicothema, 8, 543–551.
  • Weyant, J. M. (1984). Applying social psychology to induce charitable donations. Journal of Applied Social Psychology, 14, 441–447.

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.