The DOI matches its Crossref record; 9 of the 9 references it cites were found in a registry or an index.
Identity salience and the influence of differential activation of the social self-schema on advertising response.
Abstract
The authors examined how identity primes and social distinctiveness influence identity salience (i.e., the activation of a social identity within an individual's social self-schema) and subsequent responses to targeted advertising. Across 2 studies, individuals who were exposed to an identity prime (an ad element that directs attention to the individual's social identity) and who were socially distinctive (minorities in the immediate social context) expressed systematically different evaluations of spokespersons and the advertisements that featured them. Specifically, Asian (Caucasian) participants responded most positively (negatively) to Asian spokespeople and Asian-targeted advertising when the participants were both primed and socially distinctive. No main effects of identity primes or social distinctiveness were found. The implications of these findings for identity theory, advertising practice, and intervention communications are discussed.
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Cites
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Cited by
A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels
Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008) · Journal of Consumer Research · doi:10.1086/586910 · Cited by 3,409
Are All Out-Groups Created Equal? Consumer Identity and Dissociative Influence
White, K., & Dahl, D. W. (2007) · Journal of Consumer Research · doi:10.1086/520077 · Cited by 425
AVERY, D. R., & McKAY, P. F. (2006) · Personnel Psychology · doi:10.1111/j.1744-6570.2006.00807.x · Cited by 396
Religious Identity and Economic Behavior
Benjamin, D. J., Choi, J. J., & Fisher, G. (2016) · Review of Economics and Statistics · doi:10.1162/rest_a_00586 · Cited by 355
Going green: how different advertising appeals impact green consumption behavior
Yang, D., Lu, Y., Zhu, W., & Su, C. (2015) · Journal of Business Research · doi:10.1016/j.jbusres.2015.04.004 · Cited by 299
Metadata
- Authors
- Forehand, M. R., Deshpandé, R., & Reed, A.
- Venue
- Journal of Applied Psychology
- Published
- 2002
- Volume
- 87
- Issue
- 6
- Pages
- 1086-1099
- ISSN
- 0021-9010 (ISSN-L)
- 1939-1854
- OpenAlex
- W3124706372
- Cited by
- 400
- References
- 9
- FWCI
- 14.32
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
