The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Fluency of Consumption Imagery and the Backfire Effects of Imagery Appeals
Abstract
Existing research and widespread commercial usage suggest that appeals urging consumers to imagine the product experience have powerful effects on product preferences. Three studies examined the mediating role of imagery accessibility and demonstrated that the difficulty of imagery generation can reverse the generally observed positive effects of imagery appeals. When participants were low in imagery abilities or when the product was not presented in a vivid way, imagery appeals were not only ineffective but even had a negative effect on product preferences. Providing evidence for its subjective nature, this imagery fluency effect was more likely for individuals attuned to their internal experiences.
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Cites
The role of transportation in the persuasiveness of public narratives.
Green, M. C., & Brock, T. C. (2000) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.79.5.701 · Cited by 4,861
VISUAL IMAGERY DIFFERENCES IN THE RECALL OF PICTURES
MARKS, D. F. (1973) · British Journal of Psychology · doi:10.1111/j.2044-8295.1973.tb01322.x · Cited by 1,778
Cited by
Elder, R. S., & Krishna, A. (2012) · Journal of Consumer Research · doi:10.1086/661531 · Cited by 465
Meng, L. (., Bie, Y., Yang, M., & Wang, Y. (2025) · Tourism Management · doi:10.1016/j.tourman.2024.104978 · Cited by 123
The roles of sensory perceptions and mental imagery in consumer decision-making
Kim, M., Kim, J.-H., Park, M., & Yoo, J. (2021) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2021.102517 · Cited by 97
Value Creation in Consumption Journeys: Recursive Reflexivity and Practice Continuity
Akaka, M. A., & Schau, H. J. (2019) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-019-00628-y · Cited by 78
What women want? How contextual product displays influence women’s online shopping behavior
González, E. M., Meyer, J.-H., & Paz Toldos, M. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2020.10.002 · Cited by 70
Metadata
- Authors
- Petrova, P. K., & Cialdini, R. B.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2005-12
- Volume
- 32
- Issue
- 3
- Pages
- 442-452
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2167648018
- Cited by
- 356
- References
- 2
- FWCI
- 17.80
- Type
- journal article
- Language
- en
- Open access
- closed
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- Petrova, P. K., & Cialdini, R. B. (2005). Fluency of Consumption Imagery and the Backfire Effects of Imagery Appeals. Journal of Consumer Research. https://doi.org/10.1086/497556
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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.
