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The Differential Role of Characteristics of Music on High- and Low- Involvement Consumers' Processing of Ads
Abstract
This article examines the impact of two dimensions of music—its fit with the advertised message and its ties to past emotion-laden experiences (indexicality)—on low- and high-involvement consumers' ad processing. Previous research suggests that executional cues in an ad exert their influence primarily under conditions of low involvement in the form of peripheral-route processing. However, this view may be overly simplistic. Certain executional cues may influence central-route (message-based) and peripheral (non-message-based) processing of both high- and low-involvement consumers; however, the direction of this influence may depend on both the specific characteristic of the cue and the level of consumer involvement. The results of this research generally are consistent with these expectations.
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Cited by
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Friestad, M., & Wright, P. (1994) · Journal of Consumer Research · doi:10.1086/209380 · Cited by 3,811
Baker, J., Parasuraman, A., Grewal, D., & Voss, G. B. (2002) · Journal of Marketing · doi:10.1509/jmkg.66.2.120.18470 · Cited by 2,257
Measuring Attitude toward the Brand and Purchase Intentions
Spears, N., & Singh, S. N. (2004) · Journal of Current Issues & Research in Advertising · doi:10.1080/10641734.2004.10505164 · Cited by 1,812
The influence of in-store music on wine selections.
North, A. C., Hargreaves, D. J., & McKendrick, J. (1999) · Journal of Applied Psychology · doi:10.1037//0021-9010.84.2.271 · Cited by 508
The role of perceived product quality and overall satisfaction on purchase intentions
Tsiotsou, R. (2006) · International Journal of Consumer Studies · doi:10.1111/j.1470-6431.2005.00477.x · Cited by 499
Metadata
- Authors
- Macinnis, D. J., & Park, C. W.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1991-09
- Volume
- 18
- Issue
- 2
- Pages
- 161
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2041385527
- Cited by
- 473
- References
- 0
- FWCI
- 17.82
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: The Differential Role of Characteristics of Music on High- and Low- Involvement Consumers' Processing of Ads. https://app.cochat.ai/papers/10.1086/209249
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- Macinnis, D. J., & Park, C. W. (1991). The Differential Role of Characteristics of Music on High- and Low- Involvement Consumers' Processing of Ads. Journal of Consumer Research. https://doi.org/10.1086/209249
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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.
