Psychological Processes and Advertising Effects: Theory, Research, and Applications

By Linda F. Alwitt; Andrew A. Mitchell | Go to book overview

vided, favorable attitudes would result. In work currently in progress we are attempting to pin down these various possibilities. An important implication of this research is that if variation works via the peripheral route, the attitudes formed should be less enduring and less predictive of purchase intentions than if variation works via the central route.


ACKNOWLEDGMENTS

We thank William Cleve Corlett, David Schumann, and Joseph Sidera for their assistance in this research. Address correspondence to John T. Cacioppo, Department of Psychology, University of Iowa, Iowa City, IA 52242, or to Richard E. Petty, Department of Psychology, University of Missouri, Columbia, MO 65211.


REFERENCES

Appel, V. ( 1971). On advertising wearout. Journal of Advertising Research, II, 11-13.

Bower, G. H. ( 1981). Mood and memory. American Psychologist, 36, 129-148.

Cacioppo, J. T., & Petty, R. E. ( 1979). The effects of message repetition and position on cognitive response, recall, and persuasion. Journal of Personality and Social Psychology, 37, 97-109.

Cacioppo, J. T., & Petty, R. E. ( 1980a). Persuasiveness of communications is affected by exposure frequency and message quality: A theoretical and empirical analysis of persisting attitude change. In J. F. Leigh & C. R. Martin (Eds.), Current issues and research in advertising. Ann Arbor, MI: University of Michigan Press. Pp. 97-122.

Cacioppo, J. T., & Petty, R. E. ( 1980b). Sex differences in influenceability: Toward specifying the underlying processes. Personality and Social Psychology Bulletin, 6, 651-656.

Cacioppo, J. T., & Petty, R. E. ( 1981). Social psychological procedures for cognitive response assessment: The thought-listing technique. In T. V. Merluzzi, C. R. Glass, & M. Genest (Eds.), Cognitive assessment. New York: Guilford Press.

Cacioppo, J. T., Petty, R. E., & Morris, K. J. ( 1983). Effects of need for cognition on message evaluation, recall, and persuasion. Journal of Personality and Social Psychology, 45, 805-818.

Calder, B. J., & Sternthal, B. ( 1980). Television commercial wearout: An information processing analysis. Journal of Marketing Research, 17, 173-186.

Chaiken, S. ( 1979). Communicator physical attractiveness and persuasion. Journal of Personality and Social Psychology, 38, 1387-1397.

Chaiken, S. ( 1980). Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39, 752-766.

Clark, M. S., & Isen, A. M. ( 1982). Toward understanding the relationship between feeling states and social behavior. In A. Hastorf & A. M. Isen (Eds.), Cognitive social psychology. New York: Elsevier North Holland.

Corlett, W. C. ( 1984). Central or peripheral routes to attitude change: The role of repetition in television commercial wearout. Unpublished doctoral dissertation, The University of Iowa.

Gorn, G. J., & Goldberg, M. E. ( 1980). Children's responses to repetitive TV commercials. Journal of Consumer Research, 6, 421-425.

Grass, R., & Wallace, W. H. ( 1969). Satiation effects of television commercials. Journal of Advertising Research, 9, 3-8.

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