The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.
Detecting and Explaining Vividness Effects in Attitudinal Judgments
Abstract
A common belief among marketing practitioners is that increasing the vividness of a message enhances its persuasiveness. This belief has received support in experimental investigations, but vividness also has been found to undermine persuasion or to have no effect. The authors extend a current view of memory operation to predict when and how vividness will affect persuasion. According to this view, the favorableness of available information determines the persuasive effect of vividness. This assertion is tested and supported in a series of experiments. The findings are discussed in terms of strategies for controlling vividness effects.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cites
Availability: A heuristic for judging frequency and probability
Tversky, A., & Kahneman, D. (1973) · Cognitive Psychology · doi:10.1016/0010-0285(73)90033-9 · Cited by 9,984
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
The serial position effect of free recall.
Murdock, B. B. (1962) · Journal of Experimental Psychology · doi:10.1037/h0045106 · Cited by 1,717
Stalking the elusive “vividness” effect
Taylor, S. E., & Thompson, S. C. (1982) · Psychological Review · doi:10.1037/0033-295x.89.2.155 · Cited by 913
The relation of cognitive and memorial processes to persuasion in a simulated jury trial
Calder, B. J., Insko, C. A., & Yandell, B. (1974) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.1974.tb02808.x · Cited by 139
Cited by
Dimensions of Consumer Expertise
Alba, J. W., & Hutchinson, J. W. (1987) · Journal of Consumer Research · doi:10.1086/209080 · Cited by 4,375
The Persuasion Knowledge Model: How People Cope with Persuasion Attempts
Friestad, M., & Wright, P. (1994) · Journal of Consumer Research · doi:10.1086/209380 · Cited by 3,811
Herr, P. M., Kardes, F. R., & Kim, J. (1991) · Journal of Consumer Research · doi:10.1086/208570 · Cited by 2,142
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
MOHR, L. A., EROǦLU, D., & ELLEN, P. S. (1998) · Journal of Consumer Affairs · doi:10.1111/j.1745-6606.1998.tb00399.x · Cited by 564
Elder, R. S., & Krishna, A. (2012) · Journal of Consumer Research · doi:10.1086/661531 · Cited by 465
System design effects on online impulse buying.
Ning Shen, K., & Khalifa, M. (2012) · Internet Research · doi:10.1108/10662241211250962 · Cited by 226
Appiah, O. (2006) · Journal of Current Issues & Research in Advertising · doi:10.1080/10641734.2006.10505192 · Cited by 122
Exploring the WOW in online-auction feedback
Weinberg, B. D., & Davis, L. (2005) · Journal of Business Research · doi:10.1016/j.jbusres.2004.06.004 · Cited by 108
Metadata
- Authors
- Kisielius, J., & Sternthal, B.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1984-02
- Volume
- 21
- Issue
- 1
- Pages
- 54-64
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2314084003
- Cited by
- 329
- References
- 5
- FWCI
- 6.62
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
Data sources
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.
