Journal ArticleDOI
Central and peripheral routes to persuasion: An individual difference perspective.
TLDR
Deux experiences differenciant les sujets selon le niveau de leurs besoins en cognition examinent les effets de ces derniers sur le traitement d'un message and le persuasion and mettent a l'epreuve un modele associant un mode de pensee extensif a plus forte correspondance entre attitude and comportement as mentioned in this paper.Abstract:
Deux experiences differenciant les sujets selon le niveau de leurs besoins en cognition examinent les effets de ces derniers sur le traitement d'un message et le persuasion et mettent a l'epreuve un modele associant un mode de pensee extensif a une plus forte correspondance entre attitude et comportementread more
Citations
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Journal ArticleDOI
Personalization in Email Marketing: The Role of Noninformative Advertising Content
TL;DR: In this article, the authors conducted randomized field experiments in which experimentally tailored email ads were sent to millions of individuals and found consistently that personalizing the emails by adding consumer-specific information e.g., recipient's name benefited the advertisers.
Journal ArticleDOI
The Very Efficient Assessment of Need for Cognition: Developing a Six-Item Version
TL;DR: The need for cognition refers to people's tendency to engage in and enjoy thinking and has become influential across social and medical sciences as discussed by the authors, and the NCS-6 is a short version of the Need for Cognition Scale (NCS-18).
Journal ArticleDOI
Self-construal and need-for-cognition effects on brand attitudes and purchase intentions in response to comparative advertising in thailand and the united states
Kawpong Polyorat,Dana L. Alden +1 more
TL;DR: In this paper, the authors investigated the moderating roles of self-construal and need for cognition on brand attitudes and purchase intentions in response to comparative versus non-comparative advertising.
Journal ArticleDOI
Do customer reviews drive purchase decisions? The moderating roles of review exposure and price
TL;DR: The results reveal a four-way interaction with the effect of valence on purchase probability strongest when (1) there are many reviews, (2) the customer reads reviews, and the product is higher priced.
Journal ArticleDOI
The Persuasive Effects of Emotive Visual Imagery: Superficial Manipulation or the Product of Passionate Reason?
TL;DR: This article found that emotional appeals work via passionate reason, in which affective responses to an emotive image are integrated with, and potentially bias, reasoned thought about the accompanying message, leading to the counterintuitive prediction that individuals who are most highly involved in an issue (and who know the most about it) are most influenced by emotional imagery.
References
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Journal ArticleDOI
Self-efficacy: toward a unifying theory of behavioral change.
TL;DR: An integrative theoretical framework to explain and to predict psychological changes achieved by different modes of treatment is presented and findings are reported from microanalyses of enactive, vicarious, and emotive mode of treatment that support the hypothesized relationship between perceived self-efficacy and behavioral changes.
Book
Handbook of social psychology
TL;DR: In this paper, Neuberg and Heine discuss the notion of belonging, acceptance, belonging, and belonging in the social world, and discuss the relationship between friendship, membership, status, power, and subordination.
Journal ArticleDOI
Telling more than we can know: Verbal reports on mental processes.
TL;DR: In this paper, it was shown that people are sometimes unaware of the existence of a stimulus that influenced a response, unaware of its existence, and unaware that the stimulus has affected the response.
Book ChapterDOI
The elaboration likelihood model of persuasion
TL;DR: This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion, and outlines the two basic routes to persuasion.