... ACKNOWLEDGEMENTS We are indebted to Joanna Pinsky, a professional artist, for the idea of exp... more ... ACKNOWLEDGEMENTS We are indebted to Joanna Pinsky, a professional artist, for the idea of explor-ing individual differences in preferences for perceptual distance, and to Dipan-karChakravarti, Morris Holbrook, Dawn Iacobucci, Joan Meyers-Levy, John Lynch, and Brian ...
An experiment manipulated source expertise, source bias, and message format. The findings reveal ... more An experiment manipulated source expertise, source bias, and message format. The findings reveal that expert sources are expected to quantify message claims whereas non-expert sources are not. Persuasion is greater when these expectations are met versus when the source and the message format are incongruent, but only when the source also has self-interest in the advocacy. It appears that source-message incongruity and source bias focus attention on the source and, in combination, lead to negative inferences about the source's manipulative intent. This interpretation is consistent with the Persuasion Knowledge Model (Friestad and Wright 1994).
... All rights reserved CONSUMER PSYCHOLOGY Alice M. Tybout ... Bagozzi & Warshaw... more ... All rights reserved CONSUMER PSYCHOLOGY Alice M. Tybout ... Bagozzi & Warshaw (1990) explore the observation that consumers often perceive behavior to be subject to impediments, and therefore, to require effort or trying. ...
This paper describes a social marketing campaign that encouraged individuals to adopt environment... more This paper describes a social marketing campaign that encouraged individuals to adopt environmentally sustainable behaviors such as purchasing green power, installing energy‐efficient lights, and checking tire pressure and refrigerator efficiency. An e‐mail campaign was developed using the social marketing tools of commitment, prompting, and social norms. The results suggest that electronic listservs, which leverage social networks, can be a viable vehicle for social marketing. The paper extends the literature by introducing e‐mail as a vehicle for obtaining individual commitment to change behavior.
... ACKNOWLEDGEMENTS We are indebted to Joanna Pinsky, a professional artist, for the idea of exp... more ... ACKNOWLEDGEMENTS We are indebted to Joanna Pinsky, a professional artist, for the idea of explor-ing individual differences in preferences for perceptual distance, and to Dipan-karChakravarti, Morris Holbrook, Dawn Iacobucci, Joan Meyers-Levy, John Lynch, and Brian ...
An experiment manipulated source expertise, source bias, and message format. The findings reveal ... more An experiment manipulated source expertise, source bias, and message format. The findings reveal that expert sources are expected to quantify message claims whereas non-expert sources are not. Persuasion is greater when these expectations are met versus when the source and the message format are incongruent, but only when the source also has self-interest in the advocacy. It appears that source-message incongruity and source bias focus attention on the source and, in combination, lead to negative inferences about the source's manipulative intent. This interpretation is consistent with the Persuasion Knowledge Model (Friestad and Wright 1994).
... All rights reserved CONSUMER PSYCHOLOGY Alice M. Tybout ... Bagozzi & Warshaw... more ... All rights reserved CONSUMER PSYCHOLOGY Alice M. Tybout ... Bagozzi & Warshaw (1990) explore the observation that consumers often perceive behavior to be subject to impediments, and therefore, to require effort or trying. ...
This paper describes a social marketing campaign that encouraged individuals to adopt environment... more This paper describes a social marketing campaign that encouraged individuals to adopt environmentally sustainable behaviors such as purchasing green power, installing energy‐efficient lights, and checking tire pressure and refrigerator efficiency. An e‐mail campaign was developed using the social marketing tools of commitment, prompting, and social norms. The results suggest that electronic listservs, which leverage social networks, can be a viable vehicle for social marketing. The paper extends the literature by introducing e‐mail as a vehicle for obtaining individual commitment to change behavior.
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