Boomers and their Babies: An Exploratory Study Comparing Psychological Profiles and Advertising Appeal Effectiveness Across Two Generations

References

• Aaker, Jennifer L. (1997), "Dimensions of Brand Personality," Journal of Marketing Research, 34 (March), 347-356.
   Google Scholar
• Agrawal, Nidhi, and Adam Duhachek (2010), "Emotional Compatibility and the Effectiveness of Antidrinking Messages: A Defensive Processing Perspective on Shame and Guilt," Journal of Marketing Research, 47 (April), 263-273.
   Google Scholar
• Argo, Jennifer J., Rui (Juliet) Zhu, and Darren W. Dahl (2008), "Fact or Fiction: An Investigation of Empathy Differences in Response to Emotional Melodramatic Entertainment," Journal of Consumer Research, 34 (February), 614-623.
   Google Scholar
• Arnett, Jeffrey J. (2000), "Emerging Adulthood: A Theory of Development from the Late Teens Through the Twenties," American Psychologist, 55 (May), 469-480.
   Google Scholar
• Bagozzi, Richard P., and David J. Moore (1994), "Public Service Advertisements: Emotions and Empathy Guide Prosocial Behavior," Journal of Marketing, 58 (January), 56-70.
   Google Scholar
• Basil, Debra Z., Nancy M. Ridgway, and Michael D. Basil (2008), "Guilt and Giving: A Process Model of Empathy and Efficacy," Psychology & Marketing, 25 (January), 1-23.
   Google Scholar
• Beard, Fred K. (2003), "College Student Attitudes Toward Advertising's Ethical, Economic, and Social Consequences," Journal of Business Ethics, 48 (3), 217-228.
   Google Scholar
• Becherer, Richard C., and Lawrence M. Richard (1978), "Self-Monitoring as a Moderating Variable in Consumer Behavior," Journal of Consumer Research, 5 (December), 159-162.
   Google Scholar
• Belk, Russell W. (1985), "Materialism: Trait Aspects of Living in the Material World," Journal of Consumer Research, 12 (December), 265-276.
   Google Scholar
• Belk, Russell W. (1986), "Yuppies as Arbiters of the Emerging Consumption Style," in Advances in Consumer Research, vol. 13, Richard. J. Lutz, ed., Provo, UT: Association for Consumer Research, 514-519.
   Google Scholar
• Belk, Russell W. (1988), "Possessions and the Extended Self," Journal of Consumer Research, 15 (September), 139-168.
   Google Scholar
• Boush, David M., Marian Friestad, and Gregory M. Rose (1994), "Adolescent Skepticism Toward TV Advertising and Knowledge of Advertiser Tactics," Journal of Consumer Research, 21 (June), 165-175.
   Google Scholar
• Caspi, Avshalom, Brent W. Roberts, and Rebecca L. Shiner (2005), "Personality Development: Stability and Change," Annual Review of Psychology, 56, 453-484.
   Google Scholar
• Castaldo, Sandro, Francesco Perrini, Nicola Misani, and Antonio Tencati (2009), "The Missing Link Between Corporate Social Responsibility and Consumer Trust: The Case of Fair Trade Products," Journal of Business Ethics, 84 (1), 1-15.
   Google Scholar
• Chang, Chingching (2006), "Enhancing Self-Consciousness: Implications for the Effectiveness of Ad Appeals," in Advances in Consumer Research, vol. 33, Connie Pechmann and Linda Price, eds., Provo, UT: Association for Consumer Research, 503-508.
   Google Scholar
• Cheung, Lily, Debra Harker, and Michael Harker (2008), "The State of the Art of Advertising from the Consumers' Perspective: A Generational Approach," Marketing Review, 8 (May), 125-146.
   Google Scholar
• Costa, Paul T., and Robert R. McCrae (1982), "An Approach to the Attribution of Aging, Period, and Cohort Effects," Psychological Bulletin, 92 (July), 238-250.
   Google Scholar
• Costello, Anna B., and Jason W. Osborne (2005), "Best Practices in Exploratory Factor Analysis: Four Recommendations for Getting the Most from Your Analysis," Practical Assessment, Research & Evaluation, 10 (July), 1-9.
   Google Scholar
• Craig-Lees, Margaret, Jennifer Harris, and Wilson Lau (2008), "The Role of Dispositional, Organizational and Situational Variables in Volunteering," Journal of Nonprofit & Public Sector Marketing, 19 (2), 1-24.
   Google Scholar
• Davis, Mark H. (1980), "A Multidimensional Approach to Individual Differences in Empathy," Catalog of Selected Documents in Psychology, 10 (4), 85.
   Google Scholar
• Doran, Caroline J. (2009), "The Role of Personal Values in Fair Trade Consumption," Journal of Business Ethics, 84 (4), 549-563.
   Google Scholar
• Edmunds, June, and Bryan S. Turner (2005), "Global Generations: Social Change in the Twentieth Century," British Journal of Sociology, 56 (November), 559-577.
   Google Scholar
• Ellison, Christopher G., David A. Gay, and Thomas A. Glass (1989), "Does Religious Commitment Contribute to Individual Life Satisfaction?" Social Forces, 68 (September), 100-123.
   Google Scholar
• Escalas, Jennifer Edson, and James R. Bettman (2005), "Self-Construal, Reference Groups, and Brand Meaning," Journal of Consumer Research, 32 (December), 378-390.
   Google Scholar
• Escalas, Jennifer Edson, and Barbara B. Stern (2003), "Sympathy and Empathy: Emotional Responses to Advertising Dramas," Journal of Consumer Research, 29 (March), 566-578.
   Google Scholar
• Eyerman, Ron, and Bryan S. Turner (1998), "Outline of a Theory of Generations," European Journal of Social Theory, 1 (July), 91-106.
   Google Scholar
• Ferguson, Rick, and Bill Brohaugh (2010), "The Aging of Aquarius," Journal of Consumer Marketing, 27 (1), 76-81.
   Google Scholar
• Fisher, Robert J., Mark Vandenbosch, and Kersi D. Antia (2008), "An Empathy-Helping Perspective on Consumers' Responses to Fund-Raising Appeals," Journal of Consumer Research, 35 (October), 519-531.
   Google Scholar
• Freling, Traci H., Jody L. Crosno, and David H. Henard (2011), "Brand Personality Appeal: Conceptualization and Empirical Validation," Journal of the Academy of Marketing Science, 39 (3), 392-406.
   Google Scholar
• Grubb, Edward L., and Harrison L. Grathwohl (1967), "Consumer Self-Concept, Symbolism and Market Behavior: A Theoretical Approach," Journal of Marketing, 31 (October), 22-27.
   Google Scholar
• Grubb, Edward L., and Bruce L. Stern (1971), "Self-Concept and Significant Others," Journal of Marketing Research, 8 (August), 382-385.
   Google Scholar
• Helgeson, James G., and Magne Supphellen (2004), "A Conceptual and Measurement Comparison of Self-Congruity and Brand Personality: The Impact of Socially Desirable Responding," International Journal of Market Research, 46 (Spring), 205-233.
   Google Scholar
• Henley, Walter H., Jr., Melodie J. Philhours, Sampath K. Ranganathan, and Alan J. Bush (2009), "The Effects of Symbol Product Relevance and Religiosity on Consumer Perceptions of Christian Symbols in Advertising," Journal of Current Issues in Research in Advertising, 31 (1), 89-103.
   Google Scholar
• Hibbert, Sally, Andrew Smith, Andrea Davies, and Fiona Ireland (2007), "Guilt Appeals: Persuasion Knowledge and Charitable Giving," Psychology & Marketing, 24 (August), 723-742.
   Google Scholar
• Hodges, Jane, and Jennifer DeCoursey (1996), "Aging Boomers Like ‘Info Ads,’" Advertising Age, 67 (April), 47.
   Google Scholar
• Irwin, Julie R., and Rebecca W. Naylor (2009), "Ethical Decisions and Response Mode Compatibility: Weighting of Ethical Attributes in Consideration Sets Formed by Excluding Versus Including Product Alternatives," Journal of Marketing Research, 46 (April), 234-246.
   Google Scholar
• Kapner, Suzanne, and Ali Cybulski (1997), "Understanding Y," Restaurant Business, 96 (July), 48-52.
   Google Scholar
• Kennedy, Laurel (2001), "The Up & Coming Generation," Retail Merchandiser, 41 (8), 66.
   Google Scholar
• Kilbourne, William E., and Mary C. LaForge (2010), "Materialism and Its Relationship to Individual Values," Psychology & Marketing, 27 (August), 780-798.
   Google Scholar
• Konrath, Sara H., Edward H. O'Brien, and Courtney Hsing (2011), "Changes in Dispositional Empathy over Time in American College Students: A Meta-Analysis," Personality and Social Psychology Review, 15 (May), 180-198.
   Google Scholar
• LaBarbera, Priscilla A., and Zeyhep Gurhan (1997), "The Role of Materialism, Religiosity, and Demographics in Subjective Well-Being," Psychology & Marketing, 14 (January), 71-97.
   Google Scholar
• Larkin, Ernest F. (1977), "A Factor Analysis of College Students' Attitudes Toward Advertising," Journal of Advertising, 6 (2), 42-46.
   Google Scholar
• Laverie, Debra A., Robert E. Kleine, III, and Susan S. Kleine (2002), "Reexamination and Extension of Kleine, Kleine, and Kernan's Social Identity Model of Mundane Consumption: The Mediating Role of the Appraisal Process," Journal of Consumer Research, 28 (March), 659-670.
   Google Scholar
• Lee, Julie Anne, and Stephen J. S. Holden (1999), "Understanding the Determinants of Environmentally Conscious Behavior," Psychology & Marketing, 16 (August), 373-392.
   Google Scholar
• Lee-Wingate, Sooyeon, and Kim Corfman (2010), "A Little Something for Me and Maybe for You, Too: Promotions that Relieve Guilt," Marketing Letters, 21 (December), 385-395.
   Google Scholar
• Lennox, Richard D., and Raymond N. Wolfe (1984), "Revision of the Self-Monitoring Scale," Journal of Personality and Social Psychology, 46 (June), 1349-1364.
   Google Scholar
• Lepak, Brian M. (2001), "Enhancing Cause-Related Marketing Effectiveness Through Empathy," M. S. thesis, University of Wisconsin, Madison.
   Google Scholar
• Levy, Sidney J. (1959), "Symbols for Sale," Harvard Business Review, 37 (July-August), 117-124.
   Google Scholar
• Litvan, Laura M. (1996), "X Marks the Spot for Low-Key Sales," National Business, 84 (May), 32-35.
   Google Scholar
• Maciejewski, Jeffrey J. (2004), "Is the Use of Sexual and Fear Appeals Ethical? A Moral Evaluation by Generation Y College Students," Journal of Current Issues and Research in Advertising, 26 (Fall), 97-105.
   Google Scholar
• Mannheim, Karl (1952), "The Problem of Generations," in Essays on the Sociology of Knowledge, Paul Kecskemeti, ed., London: Routledge & Kegan Paul, 276-322.
   Google Scholar
• Mannheim, Karl (1953), Essays on Sociology and Social Psychology, New York: Oxford University Press.
   Google Scholar
• Manolis, Chris (1999), "A Fresh and Calculated Look at U. S. Teenagers: Examining the Present to Predict the Future," Social Behavior and Personality, 27 (6), 587-596.
   Google Scholar
• Mishra, Arul, and Himanshu Mishra (2011), "The Influence of Price Discount Versus Bonus Pack on the Preference for Virtue and Vice Foods," Journal of Marketing Research, 48 (February), 196-206.
   Google Scholar
• Mohr, Gina S., Donald R. Lichtenstein, and Chris Janiszewski (2012), "The Effect of Marketer-Suggested Serving Size on Consumer Responses: The Unintended Consequences of Consumer Attention to Calorie Information," Journal of Marketing, 76 (January), 59-75.
   Google Scholar
• Napoli, Julie, and Michael T. Ewing (2001), "The Net Generation: An Analysis of Lifestyles, Attitudes and Media Habits," Journal of International Consumer Marketing, 13 (1), 21-34.
   Google Scholar
• Neuborne, Ellen, and Kathleen Kerwin (1999), "Generation Y," BusinessWeek (February 14), 46-50.
   Google Scholar
• Newport, Frank (2006), "Religion Most Important to Blacks, Women, and Older Americans," Gallup News Service, November 29 (available at www.gallup.com/poll/25585/Religion-Most-Important-Blacks-Women-Older-Americans.aspx
   Google Scholar
• Noble, Stephanie M., Diana L. Haytko, and Joanna Phillips (2009), "What Drives College-Age Generation Y Consumers?" Journal of Business Research, 62 (6), 617-628.
   Google Scholar
• Ong, Fon S., and George P. Moschis (2006), "Religiosity and Consumer Behavior: A Cross-Cultural Study," Proceedings of the 2006 International Conference on Business and Information, 3 (July), 12-14.
   Google Scholar
• Paul, Pamela (2001), "Getting Inside Gen Y," American Demographics, 23 (September), 42-49.
   Google Scholar
• Quiles, Zandra N., and Jane Bybee (1997), "Chronic and Predispositional Guilt: Relations to Mental Health, Prosocial Behavior, and Religiosity," Journal of Personality Assessment, 69 (August), 104-126.
   Google Scholar
• Ratner, Rebecca K., and Barbara E. Kahn (2002), "The Impact of Private Versus Public Consumption on Variety-Seeking Behavior," Journal of Consumer Research, 29 (September), 246-257.
   Google Scholar
• Reisenwitz, Timothy H., and Rajesh Iyer (2007), "A Comparison of Younger and Older Baby Boomers: Investigating the Viability of Cohort Segmentation," Journal of Consumer Marketing, 24 (April), 202-213.
   Google Scholar
• Reisenwitz, Timothy H., and Rajesh Iyer (2009), "Differences in Generation X and Generation Y: Implications for the Organization and Marketers," Marketing Management Journal, 19 (Fall), 91-103.
   Google Scholar
• Rentz, Joseph O., and Fred D. Reynolds (1981), "Separating Age, Cohort and Period Effects in Consumer Behavior," in Advances in Consumer Research, vol. 8, Kent B. Monroe, ed., Provo, UT: Association for Consumer Research, 596-601.
   Google Scholar
• Richins, Marsha L., and Scott Dawson (1992), "A Consumer Value Orientation for Materialism and Its Measurement: Scale Development and Validation," Journal of Consumer Research, 19 (December), 303-316.
   Google Scholar
• Roberts, James A. (1998), "Compulsive Buying Among College Students: An Investigation of Its Antecedents, Consequences, and Implications for Public Policy," Journal of Consumer Affairs, 32 (March), 295-219.
   Google Scholar
• Roberts, James A. (2000), "Consuming in a Consumer Culture: College Students, Materialism, Status Consumption, and Compulsive Buying," Marketing Management Journal, 10 (Fall-Winter) 76-91.
   Google Scholar
• Roberts, James A., and Aimee Clement (2007), "Materialism and Satisfaction with Overall Quality of Life and Eight Life Domains," Social Indicators Research, 82 (1), 79-92.
   Google Scholar
• Roberts, James A., and Chris Manolis (2000), "Baby Boomers and Busters: An Exploratory Investigation of Attitudes Toward Marketing, Advertising, and Consumerism," Journal of Consumer Marketing, 17 (6), 481-499.
   Google Scholar
• Rokeach, Milton (1973), The Nature of Human Values, New York; Free Press.
   Google Scholar
• Schwartz, Shalom H. (1992), "Universals in the Context and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries," in Advances in Experimental Social Psychology, vol. 25, Mark P. Zanna, ed., Amsterdam: Elsevier, 1-65.
   Google Scholar
• Sharma, Piyush, Bharadhwaj Sivakumaran, and Roger Marshall (2010), "Exploring Impulse Buying and Variety Seeking by Retail Shoppers: Towards A Common Conceptual Framework," Journal of Marketing Management, 26 (May), 473-494.
   Google Scholar
• Shavitt, Sharon, Pamela Lowrey, and James Haefner (1998), "Public Attitudes Toward Advertising: More Favorable Than You Might Think," Journal of Advertising Research, 38 (July-August), 7-22.
   Google Scholar
• Shaw, Deirdre, and Terry Newholm (2002), "Voluntary Simplicity and the Ethics of Consumption," Psychology & Marketing, 19 (February), 167-185.
   Google Scholar
• Sirgy, M. Joseph (1982), "Self-Concept in Consumer Behavior: A Critical Review," Journal of Consumer Research, 9 (December), 287-300.
   Google Scholar
• Sirgy, M. Joseph (1985), "Using Self-Congruity and Ideal Congruity to Predict Purchase Motivation," Journal of Business Research, 13 (June), 195-206.
   Google Scholar
• Sirgy, M. Joseph, Dhruv Grewal, and Tamara Mangleburg (2000), "Retail Environment, Self-Congruity, and Retail Patronage: An Integrative Model and a Research Agenda," Journal of Business Research, 49 (August), 127-138.
   Google Scholar
• Snyder, Mark (1974), "Self-Monitoring of Expressive Behavior," Journal of Personality and Social Psychology, 30 (October), 526-537.
   Google Scholar
• Snyder, Mark, and Kenneth G. DeBono (1985), "Appeals to Image and Claims About Quality: Understanding the Psychology of Advertising," Journal of Personality and Social Psychology, 49 (September), 586-597.
   Google Scholar
• Solomon, Michael R. (1983), "The Role of Products as Social Stimuli: A Symbolic Interactionism Perspective," Journal of Consumer Research, 10 (December), 319-330.
   Google Scholar
• Souiden, Nizar, and Bouthaina M'saad (2011), "Adolescent Girls from a Modern Conservative Culture: The Impact of Their Social Identity on Their Perception of Brand Symbolism," Psychology & Marketing, 28 (December), 1133-1153.
   Google Scholar
• Spiers, Joseph (1992), "Will the Busters Be Spenders?" Fortune, 11 (May), 26.
   Google Scholar
• Sprott, David, Sandor Czellar, and Eric Spangenberg (2009), "The Importance of a General Measure of Brand Engagement on Market Behavior: Development and Validation of a Scale," Journal of Marketing Research, 46 (1), 92-104.
   Google Scholar
• Stapinski, Helene (1999), "Y Not Love?" American Demographics (February 1), 63-68.
   Google Scholar
• Stewart, David W. (1981), "The Application and Misapplication of Factor Analysis in Marketing Research," Journal of Marketing Research, 18 (February), 51-62.
   Google Scholar
• Tangari, Andrea H., Judith A. G. Folse, Scot Burton, and Jeremy Kees (2010), "The Moderating Influence of Consumers' Temporal Orientation on the Framing of Societal Needs and Corporate Responses in Cause-Related Marketing Campaigns," Journal of Advertising, 39 (Summer), 35-50.
   Google Scholar
• Taute, Harry A., Shaun McQuitty, and Elise Pookie Sautter (2011), "Emotional Information Management and Responses to Emotional Appeals," Journal of Advertising, 40 (Fall), 31-43.
   Google Scholar
• Thompson, Craig J., and Diana L. Haytko (1997), "Speaking of Fashion: Consumers' Uses of Fashion Discourses and the Appropriation of Countervailing Cultural Meanings," Journal of Consumer Research, 24 (June), 15-53.
   Google Scholar
• Twenge, Jean M. (2010), "A Review of the Empirical Evidence on Generational Differences in Work Attitudes," Journal of Business and Psychology, 25 (February), 201-210.
   Google Scholar
• Twenge, Jean M., Stacy M. Campbell, Brian J. Hoffman and, Charles E. Lance (2010), "Generational Differences in Work Values: Leisure and Extrinsic Values Increasing, Social and Intrinsic Values Decreasing," Journal of Management, 39 (September), 1117-1142.
   Google Scholar
• Wagner, Tillmann, Richard J. Lutz, and Barton A. Weitz (2009), "Corporate Hypocrisy: Overcoming the Threat of Inconsistent Corporate Social Responsibility Perceptions," Journal of Marketing, 73 (November), 77-91.
   Google Scholar
• Welch, B. L. (1947), "The Generalization of ‘Student's’ Problem When Several Different Population Variances Are Involved," Biometrika, 34 (1-2), 28-35.
   Google Scholar
• Wilkes, Robert E., John J. Burnett, and Roy D. Howell (1986), "On the Meaning and Measurement of Religiosity in Consumer Research," Journal of the Academy of Marketing Science, 14 (Spring), 47-56.
   Google Scholar
• Wolberg, Joyce M., and James Pokrywczynski (2001), "A Psychographic Analysis of Generation Y College Students," Journal of Advertising Research, 41 (September-October), 33-52.
   Google Scholar
• Wolfe, David B. (1988), "Learning to Speak the Language of the New Senior," Marketing Communications, 13 (March), 47-52.
   Google Scholar