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.
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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
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
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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