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
JIANG, Z., & BENBASAT, I. (2004) · Journal of Management Information Systems · doi:10.1080/07421222.2004.11045817 · Cited by 606
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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