The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Attitude-Behavior Consistency: The Impact of Product Trial versus Advertising
Abstract
The role of direct versus indirect experience in the attitude-behavior consistency issue is reviewed. Using a new communications model, the authors extend the direct/indirect experience paradigm to a common marketing scenario: product trial versus product advertising. The specific contributions of attitude strength and type of behavior are examined, and results show that when attitudes are based on trial they predict purchase very well. When attitudes are based on advertising, however, attitude-behavior consistency is significantly reduced. Implications for when attitude models should be applied in marketing research and practice are discussed.
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Cites
Feeling and thinking: Preferences need no inferences.
Zajonc, R. B. (1980) · American Psychologist · doi:10.1037/0003-066x.35.2.151 · Cited by 8,094
LaPiere, R. T. (1934) · Social Forces · doi:10.2307/2570339 · Cited by 1,720
Cited by
A Model of the Antecedents of Perceived Ease of Use: Development and Test
Venkatesh, V., & Davis, F. D. (1996) · Decision Sciences · doi:10.1111/j.1540-5915.1996.tb01822.x · Cited by 3,802
How advertising works: what do we really know?
Vakratsas, D., & Ambler, T. (1999) · Journal of Marketing · doi:10.1177/002224299906300103 · Cited by 1,436
Corporate image and corporate reputation in customers’ retention decisions in services
Nguyen, N., & Leblanc, G. (2001) · Journal of Retailing and Consumer Services · doi:10.1016/s0969-6989(00)00029-1 · Cited by 1,072
Information Processing from Advertisements: Toward an Integrative Framework
MacInnis, D. J., & Jaworski, B. J. (1989) · Journal of Marketing · doi:10.1177/002224298905300401 · Cited by 653
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Nguyen, N., & LeBlanc, G. (1998) · International Journal of Bank Marketing · doi:10.1108/02652329810206707 · Cited by 369
Aarons, G. A. (2005) · Child and Adolescent Psychiatric Clinics of North America · doi:10.1016/j.chc.2004.04.008 · Cited by 296
Searching for Experiences: The Web-Based Virtual Tour in Tourism Marketing
Cho, Y.-H., Wang, Y., & Fesenmaier, D. R. (2002) · Journal of Travel & Tourism Marketing · doi:10.1300/j073v12n04_01 · Cited by 216
Factors influencing consumers’ purchase intention of green sportswear
Nam, C., Dong, H., & Lee, Y.-A. (2017) · Fashion and Textiles · doi:10.1186/s40691-017-0091-3 · Cited by 197
Design and Validation of an Instrument for Measuring Advertising Effectiveness in the Printed Media
Beerli, A., & Santana, J. D. M. (1999) · Journal of Current Issues & Research in Advertising · doi:10.1080/10641734.1999.10505092 · Cited by 93
The effects of mobile promotions on customer purchase dynamics
Park, C. H., Park, Y.-H., & Schweidel, D. A. (2018) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2018.05.001 · Cited by 51
G., R., & Asokan-Ajitha, A. (2021) · Journal of Indian Business Research · doi:10.1108/jibr-04-2018-0132 · Cited by 30
Metadata
- Authors
- Smith, R. E., & Swinyard, W. R.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1983-08
- Volume
- 20
- Issue
- 3
- Pages
- 257-267
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2327865161
- Cited by
- 563
- References
- 2
- FWCI
- 10.75
- 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.
