The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Effects of Self-Referencing on Persuasion
Abstract
Two experiments manipulate self-referencing by varying copy writing strategy. It is found that increasing self-referencing increases message elaboration and can increase persuasion when message arguments are strong. However, when self-referencing is increased in the presence of other variables that also enhance elaboration, the favorable effect of self-referencing on persuasion is moderated or reversed. A two-factor explanation is employed to generate predictions and account for results.
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Citations
Cites
Levels of processing: A framework for memory research
Craik, F. I. M., & Lockhart, R. S. (1972) · Journal of Verbal Learning and Verbal Behavior · doi:10.1016/s0022-5371(72)80001-x · Cited by 9,566
Effects of message repetition and position on cognitive response, recall, and persuasion.
Cacioppo, J. T., & Petty, R. E. (1979) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.37.1.97 · Cited by 813
Effects of rhetorical questions on persuasion: A cognitive response analysis.
Petty, R. E., Cacioppo, J. T., & Heesacker, M. (1981) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.40.3.432 · Cited by 272
Cited by
Campbell, M. C., & Kirmani, A. (2000) · Journal of Consumer Research · doi:10.1086/314309 · Cited by 1,342
Angst, C. M., & Agarwal, R. (2009) · MIS Quarterly · doi:10.2307/20650295 · Cited by 1,043
Jung, A.-R. (2017) · Computers in Human Behavior · doi:10.1016/j.chb.2017.01.008 · Cited by 289
Kreuter, M. W., Holmes, K., Alcaraz, K., Kalesan, B., Rath, S., Richert, M., McQueen, A., Caito, N., Robinson, L., & Clark, E. M. (2010) · Patient Education and Counseling · doi:10.1016/j.pec.2010.09.008 · Cited by 279
Hartmann, J., Heitmann, M., Schamp, C., & Netzer, O. (2021) · Journal of Marketing Research · doi:10.1177/00222437211037258 · Cited by 184
Metadata
- Authors
- Burnkrant, R. E., & Unnava, H. R.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1995-06
- Volume
- 22
- Issue
- 1
- Pages
- 17
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W1968964128
- Cited by
- 382
- References
- 3
- FWCI
- 13.21
- Type
- journal article
- Language
- en
- Open access
- closed
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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.
