The DOI matches its Crossref record; 30 of the 30 references it cites were found in a registry or an index.
The Effects of Physiological Arousal on Information Processing and Persuasion
Abstract
The effects of physiological arousal on persuasion are investigated. An exercise task was used to manipulate physiological arousal, and systolic blood pressure readings were taken to assess the effectiveness of this manipulation. The results indicate that endorser status (celebrity or noncelebrity) has a stronger influence on brand attitudes under high than under moderate levels of physiological arousal, whereas argument strength has a greater impact under moderate than under high arousal levels. The results are consistent with the Elaboration Likelihood Model of persuasion.
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Cites
The Elaboration Likelihood Model of Persuasion
Petty, R. E., & Cacioppo, J. T. (1986) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60214-2 · Cited by 8,822
Egeth, H., & Kahneman, D. (1975) · The American Journal of Psychology · doi:10.2307/1421603 · Cited by 6,972
Conflict, arousal, and curiosity.
Berlyne, D. E. (1960) · McGraw-Hill Book Company · doi:10.1037/11164-000 · Cited by 5,995
Chaiken, S. (1980) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.39.5.752 · Cited by 5,516
Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement
Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983) · Journal of Consumer Research · doi:10.1086/208954 · Cited by 4,610
Attitudes and Persuasion: Classic and Contemporary Approaches
Petty, R. E., & Cacioppo, J. T. (1981) · Medical Entomology and Zoology · Cited by 3,368
The effect of emotion on cue utilization and the organization of behavior
Easterbrook, J. A. (1959) · Psychological Review · doi:10.1037/h0047707 · Cited by 3,090 · cited 2×
“Easterbrook (1959), who proposed that heightened arousal leads to increased attentional selectivity, based his conclusions on research that tested the impact of various arousal-inducing manipulations on dual task performance (see Eysenck 1982 for a review).”
BackgroundAutomatic and effortful processes in memory.
Hasher, L., & Zacks, R. T. (1979) · Journal of Experimental Psychology: General · doi:10.1037/0096-3445.108.3.356 · Cited by 2,812
(2017) · Managerial Leadership for Librarians · doi:10.5040/9798400682018.ch-003 · Cited by 2,240
(1971) · Medical Entomology and Zoology · Cited by 1,687
Cited by
The Role of Emotions in Marketing
Bagozzi, R. P., Gopinath, M., & Nyer, P. U. (1999) · Journal of the Academy of Marketing Science · doi:10.1177/0092070399272005 · Cited by 3,349
Angst, C. M., & Agarwal, R. (2009) · MIS Quarterly · doi:10.2307/20650295 · Cited by 1,043
Cross-category effects of induced arousal and pleasure on the internet shopping experience
Menon, S., & Kahn, B. (2002) · Journal of Retailing · doi:10.1016/s0022-4359(01)00064-1 · Cited by 688
The effectiveness of celebrity endorsements: a meta-analysis
Knoll, J., & Matthes, J. (2017) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-016-0503-8 · Cited by 601
Emotion and Rationality: A Critical Review and Interpretation of Empirical Evidence
Pham, M. T. (2007) · Review of General Psychology · doi:10.1037/1089-2680.11.2.155 · Cited by 552
Metadata
- Authors
- Sanbonmatsu, D. M., & Kardes, F. R.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1988-12
- Volume
- 15
- Issue
- 3
- Pages
- 379
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2000988685
- Cited by
- 317
- References
- 30
- FWCI
- 3.94
- 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.
