Classical Conditioning of Consumer Attitudes: Four Experiments in an Advertising Context

Abstract

We conducted four experiments to test various properties of classical conditioning in an advertising/consumer behavior context. Experiment 1 demonstrates attitude conditioning at each of four levels of conditioned stimulus-unconditioned stimulus pairing. In Experiment 2, latent inhibition due to subject preexposure to the conditioned stimulus is shown to retard conditioning for both 10-trial and 1-trial pairings of conditioned and unconditioned stimuli. Experiment 3 reveals that forward conditioning of attitudes is superior to backward conditioning. Experiment 4 extends the findings from the first three experiments and serves to counter some of their potential methodological problems. Collectively, these experiments provide an initial response to McSweeney and Bierley's (1984) call for more sophisticated classical conditioning research in consumer behavior.