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Cited by 324

The DOI matches its Crossref record; 1 of the 1 references it cites were found in a registry or an index.

Enhancing or disrupting guilt: the role of ad credibility and perceived manipulative intent

Cotte, June, Coulter, Robin A., Moore, Melissa·2005·Journal of Business Research
DOI 10.1016/s0148-2963(03)00102-4
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Crossref · 10.1016/s0148-2963(03)00102-4

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1 of 1 references verified0 citation errors · 0 not checkable

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Citations

Cites

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Research works printed but not linked: 31

  1. Bagozzi, 1994, Public service advertisements: emotions and empathy guide prosocial behavior, J. Mark, 58, 56, 10.2307/1252251 · DOI
  2. Basil DZ, Ridgway N, Nakamoto K, Basil M. The effects of guilt and empathy on charitable donations. Working paper presented at 1998 Society for Consumer Psychology Conference. Austin (TX); 1998.
  3. Batra, 1986, Affective responses mediating acceptance of advertising, J. Consum. Res, 13, 234, 10.1086/209063 · DOI · Paper page
  4. Bozinoff, 1983, Evaluating guilt arousing marketing communications, J. Bus. Res, 11, 243, 10.1016/0148-2963(83)90031-0 · DOI
  5. Brown, 1998, A meta-analysis of relationships between ad-evoked feelings and advertising responses, J. Mark. Res, 35, 114, 10.2307/3151934 · DOI
  6. Burke, 1989, The impact of feelings on ad-based affect and cognition, J. Mark. Res, 26, 69, 10.2307/3172670 · DOI
  7. Campbell, 1995, When attention-getting advertising tactics elicit consumer inferences of manipulative intent: the importance of balancing benefits and investments, J. Consum. Psychol, 4, 225, 10.1207/s15327663jcp0403_02 · DOI
  8. Chute, 1980, Effect of color and monochrome versions of a film on incidental and task-relevant learning, Educ. Commun. Technol, 28, 10, 10.1007/BF02791375 · DOI
  9. Cialdini, 1976, Altrusims as Hedonism: a social development perspective on the relationship of negative mood state and helping, J. Pers. Soc. Psychol, 34, 907, 10.1037/0022-3514.34.5.907 · DOI
  10. Coulter, 1995, Guilt appeals in advertising: what are their effects, J. Appl. Psychol, 80, 697, 10.1037/0021-9010.80.6.697 · DOI
  11. Coulter, 1999, Believe it or not: persuasion, manipulation and credibility of guilt appeals, vol. 26, 288
  12. Eagly, 1978, Causal inferences about communicators and their effect on opinion change, J. Pers. Soc. Psychol, 36, 424, 10.1037/0022-3514.36.4.424 · DOI
  13. Eaton H. The effect of recall, importance and believability on attitude change: a study of television commercials. Thesis, University of Connecticut, Department of Communication Sciences; 1988.
  14. Edell, 1987, The power of feelings in understanding advertising effects, J. Consum. Res, 14, 421, 10.1086/209124 · DOI
  15. Goldberg, 1990, The effects of advertiser reputation and extremity of advertising claim on advertising effectiveness, J. Consum. Res, 17, 172, 10.1086/208547 · DOI · Paper page
  16. Holbrook, 1987, Assessing the role of emotions as mediators of consumer responses to advertising, J. Consum. Res, 14, 404, 10.1086/209123 · DOI
  17. Huhmann, 1997, A content analysis of guilt appeals in popular magazine advertisements, J. Advert, 26, 35, 10.1080/00913367.1997.10673521 · DOI
  18. Kavanoor, 1997, Ads promoting OTC medications: the effect of ad format and credibility on beliefs, attitudes, and purchase intentions, J. Bus. Res, 40, 219, 10.1016/S0148-2963(96)00238-X · DOI
  19. Kover, 1995, Copywriters' implicit theories of communication: an exploration, J. Consum. Res, 21, 596, 10.1086/209421 · DOI
  20. Lamberski, 1981, The instructional effect of color in intermediate and delayed reaction, J. Instr. Psychol, 8, 122
  21. MacKenzie, 1989, An empirical examination of the structural antecedents of attitude toward the ad in an advertising pretesting context, J. Mark, 53, 48, 10.2307/1251413 · DOI · Paper page
  22. Moore, 1996, Affect intensity and the consumer's attitude toward high impact emotional advertising appeals, J. Advert, 25, 37, 10.1080/00913367.1996.10673498 · DOI
  23. Murphy, 1994, Feeling guilty, Parents, 69, 8
  24. Osterhus, 1997, Pro-social consumer influence strategies: when and how do they work, J. Mark, 61, 16, 10.2307/1252084 · DOI
  25. Pinto, 1991, Guilt appeals in advertising: an exploratory study, Psychol. Rep, 69, 375, 10.2466/pr0.1991.69.2.375 · DOI
  26. Ray, 1970, Fear: the potential of an appeal neglected by marketing, J. Mark, 34, 54, 10.2307/1250296 · DOI
  27. Samalin, 1994, Guilt busters, Parents, 69, 133
  28. Scott, 1994, The bridge from text to mind: adapting reader-response theory to consumer research, J. Consum. Res, 21, 461, 10.1086/209411 · DOI
  29. Shelton, 1981, Fear-arousing and empathy-arousing appeals to help: the pathos of persuasion, J. Appl. Soc. Psychol, 11, 366, 10.1111/j.1559-1816.1981.tb00829.x · DOI
  30. Sternthal, 1974, Fear appeals: revisited and revised, J. Consum. Res, 1, 22, 10.1086/208597 · DOI
  31. Wood, 1981, Stages in the analysis of persuasive messages: the role of causal attributions and message comprehension, J. Pers. Soc. Psychol, 40, 246, 10.1037/0022-3514.40.2.246 · DOI

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Metadata

Authors
Cotte, J., Coulter, R. A., & Moore, M.
Venue
Journal of Business Research
Publisher
Elsevier BV
Published
2005-03
Volume
58
Issue
3
Pages
361-368
ISSN
0148-2963
DOI
10.1016/s0148-2963(03)00102-4
Cited by
324
References
1
Language
en
Licence
www.elsevier.com/tdm/userlicense/1.0/ (tdm)

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