The DOI matches its Crossref record; 38 of the 38 references it cites were found in a registry or an index.
An Integrative Framework for Understanding Two-Sided Persuasion
Abstract
This article develops a framework that encompasses past two-sided persuasion research and incorporates additional theory and research on optimal arousal and attitude toward the ad to provide explanations for inconsistencies in previous findings. In particular, explanations are provided for the following: (1) when credibility gains will be enhanced, (2) when refutation is needed, (3) how the message should be structured (in terms of amount and placement of negative information), and (4) what types of attributes should be discounted (in terms of importance, type, and correlation with other attributes). In addition, directions for future research are discussed.
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Cites
(1975) · PhilPapers (PhilPapers Foundation) · Cited by 36,737
Communication and Persuasion: Central and Peripheral Routes to Attitude Change
Marquart, F., & Naderer, B. (2016) · Schlüsselwerke der Medienwirkungsforschung · doi:10.1007/978-3-658-09923-7_20 · Cited by 4,993
From acts to dispositions the attribution process in person perception
Jones, E. E., & Davis, K. E. (1965) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60107-0 · Cited by 3,424
Parducci, A., & Helson, H. (1965) · The American Journal of Psychology · doi:10.2307/1421107 · Cited by 2,475
Blizek, W., & Berlyne, D. E. (1973) · The Journal of Aesthetics and Art Criticism · doi:10.2307/429334 · Cited by 1,930
Harvey, O. J., McClelland, D. C., Atkinson, J. W., Clark, R. A., & Lowell, E. L. (1954) · American Sociological Review · doi:10.2307/2087929 · Cited by 1,803
Smith, H. W., & Triandis, H. C. (1972) · Contemporary Sociology · doi:10.2307/2063502 · Cited by 1,385
MacKenzie, S. B., Lutz, R. J., & Belch, G. E. (1986) · Journal of Marketing Research · doi:10.1177/002224378602300205 · Cited by 1,178
Audience Involvement in Advertising: Four Levels
Greenwald, A. G., & Leavitt, C. (1984) · Journal of Consumer Research · doi:10.1086/208994 · Cited by 1,016
Antecedents and Consequences of Attitude Toward the Ad: A Meta-Analysis
Brown, S. P., & Stayman, D. M. (1992) · Journal of Consumer Research · doi:10.1086/209284 · Cited by 1,006
Cited by
Petty, R. E., Wegener, D. T., & Fabrigar, L. R. (1997) · Annual Review of Psychology · doi:10.1146/annurev.psych.48.1.609 · Cited by 2,290
Wagner, T., Lutz, R. J., & Weitz, B. A. (2009) · Journal of Marketing · doi:10.1509/jmkg.73.6.77 · Cited by 1,339
Cheung, M. Y., Luo, C., Sia, C. L., & Chen, H. (2009) · International Journal of Electronic Commerce · doi:10.2753/jec1086-4415130402 · Cited by 1,286
When Is Honesty the Best Policy? The Effect of Stated Company Intent on Consumer Skepticism
Foreh, M. R., & Grier, S. (2003) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1303_15 · Cited by 1,003
Filieri, R., McLeay, F., Tsui, B., & Lin, Z. (2018) · Information & Management · doi:10.1016/j.im.2018.04.010 · Cited by 477
Metadata
- Authors
- Crowley, A. E., & Hoyer, W. D.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1994-03
- Volume
- 20
- Issue
- 4
- Pages
- 561
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2085279657
- Cited by
- 396
- References
- 38
- FWCI
- 5.50
- 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.
