The DOI matches its Crossref record; 8 of the 8 references it cites were found in a registry or an index.
Moderating Effects of Need for Cognition on Responses to Positively versus Negatively Framed Advertising Messages
Abstract
A 2 × 2 × 2 experimental study was conducted to investigate the moderating effect of consumer individual differences in need for cognition (NFC) and source credibility on the processing of framed advertising messages. The authors used a student sample (n = 160) and three dependent variables: product attractiveness, willingness to purchase, and perceived performance. Results indicate NFC influenced the strength of framed messages and source credibility effects in consumer responses to ad messages. Specifically, the message framing effect was more salient for low- NFC subjects than high- NFC subjects. Further, low- NFC subjects were influenced more by the negatively framed messages than by the positively framed messages. Although the hypothesized source credibility main effect did not materialize, low- NFC subjects responded the least favorably to messages presented by non-expert sources. Other findings and implications are discussed.
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Cites
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Cited by
The Persuasiveness of Source Credibility: A Critical Review of Five Decades' Evidence
Pornpitakpan, C. (2004) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.2004.tb02547.x · Cited by 2,205
Decision framing: moderating effects of individual differences and cognitive processing
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Message framing and regulatory focus effects on destination image formation
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Debiasing the framing effect: The effect of warning and involvement
Cheng, F.-F., & Wu, C.-S. (2010) · Decision Support Systems · doi:10.1016/j.dss.2010.04.002 · Cited by 105
Disentangling the effects of social network density on electronic word-of-mouth (eWOM) intention
Sohn, D. (2009) · Journal of Computer-Mediated Communication · doi:10.1111/j.1083-6101.2009.01444.x · Cited by 98
Metadata
- Authors
- Zhang, Y., & Buda, R.
- Venue
- Journal of Advertising
- Publisher
- Informa UK Limited
- Published
- 1999-06
- Volume
- 28
- Issue
- 2
- Pages
- 1-15
- ISSN
- 0091-3367 (ISSN-L)
- 1557-7805
- OpenAlex
- W2091768115
- Cited by
- 310
- References
- 8
- FWCI
- 8.20
- Type
- journal article
- Language
- en
- Open access
- closed
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- Zhang, Y., & Buda, R. (1999). Moderating Effects of Need for Cognition on Responses to Positively versus Negatively Framed Advertising Messages. Journal of Advertising. https://doi.org/10.1080/00913367.1999.10673580
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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.
