The DOI matches its Crossref record; 34 of the 34 references it cites were found in a registry or an index.
Prepurchase Attribute Verifiability, Source Credibility, and Persuasion
Abstract
Recent research has found that search and experience attribute claims are processed differently by consumers, with search attribute claims typically being more believable than experience attribute claims. It is, however, routinely the case that marketers desire to promote a product by making a claim featuring an experience attribute. The marketing literature has largely neglected the issue of how to enhance persuasion of experience attribute claims. The purpose of this research was to fill this void. We reason that source credibility impacts the receipt of experience claims and search claims differently. We then report results of 2 experiments featuring 2 different types of sources in the context of 2 different categories that suggest a source high in credibility can be employed to make experience claims more persuasive. The contributions our study makes to the persuasion literature and avenues for future research are discussed.
Overview
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
In the citing paper
“Specifically, in sales and advertising settings, when persuasion knowledge is activated, the consumer's ability to recognize, reflect on, and assess marketers' intentions and efforts increases [62].”
From Consumer Responses to Generative AI Chatbots Versus Search Engines for Product Evaluation (2025) · cites this paper as [62]
Citations
Cites
Stigler, G. J. (1961) · Journal of Political Economy · doi:10.1086/258464 · Cited by 5,332
Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement
Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983) · Journal of Consumer Research · doi:10.1086/208954 · Cited by 4,610
Free competition and the optimal amount of fraud
Darby, M. R., & Karni, E. (1973) · The Journal of Law and Economics · doi:10.1086/466756 · Cited by 3,947
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
Nelson, P. J. (1974) · Journal of Political Economy · doi:10.1086/260231 · Cited by 3,414
Price and Advertising Signals of Product Quality
Milgrom, P., & Roberts, J. (1986) · Journal of Political Economy · doi:10.1086/261408 · Cited by 2,252
Brand Equity as a Signaling Phenomenon
Erdem, T., & Swait́, J. (1998) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp0702_02 · Cited by 2,109
Rao, A. R., & Monroe, K. B. (1989) · Journal of Marketing Research · doi:10.2307/3172907 · Cited by 1,465
Kamins, M. A. (1990) · Journal of Advertising · doi:10.1080/00913367.1990.10673175 · Cited by 1,397
Physical Attractiveness of the Celebrity Endorser: A Social Adaptation Perspective
Kahle, L. R., & Homer, P. M. (1985) · Journal of Consumer Research · doi:10.1086/209029 · Cited by 1,316
Cited by
Sorted by citations
The Persuasiveness of Source Credibility: A Critical Review of Five Decades' Evidence
Pornpitakpan, C. (2004) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.2004.tb02547.x · Cited by 2,205
Information direction, website reputation and eWOM effect: A moderating role of product type
Park, C. H., & Lee, T. M. (2008) · Journal of Business Research · doi:10.1016/j.jbusres.2007.11.017 · Cited by 1,007
Racherla, P., & Friske, W. (2012) · Electronic Commerce Research and Applications · doi:10.1016/j.elerap.2012.06.003 · Cited by 547
The effects of blogger recommendations on customers’ online shopping intentions
Hsu, C., Lin, J. C., & Chiang, H. (2013) · Internet Research · doi:10.1108/10662241311295782 · Cited by 551
Weathers, D., Sharma, S., & Wood, S. L. (2007) · Journal of Retailing · doi:10.1016/j.jretai.2007.03.009 · Cited by 439
Metadata
- Authors
- Jain, S. P., & Posavac, S. S.
- Affiliations
- Cornell University (US)
- Corresponding author
- Jain, Shailendra Pratap
- Venue
- Journal of Consumer Psychology
- Publisher
- Wiley
- Published
- 2001-01
- Volume
- 11
- Issue
- 3
- Pages
- 169-180
- ISSN
- 1057-7408 (ISSN-L)
- 1532-7663
- OpenAlex
- W2141485058
- Cited by
- 154
- References
- 34
- Citations by year
- 2026: 5 · 2025: 7 · 2024: 5 · 2023: 6 · 2022: 14 · 2021: 10 · 2020: 5 · 2019: 11 · 2018: 11 · 2017: 4 · 2016: 5 · 2015: 6 · 2014: 9 · 2013: 12 · 2012: 5
- FWCI
- 11.05
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Consumer Psychology (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
- Social Sciences › Business, Management and Accounting › Marketing › Marketing and Advertising Strategies
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
- Keywords
- experience attributes, search attributes, source credibility, persuasion, verifiability, consumer information processing
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
