CoChat
Sign Up
Cited by 136

Beyond Attitude Structure: Toward the Informational Determinants of Attitude

Holbrook, Morris B.·1978·Journal of Marketing Research
DOI 10.2307/3150624
Open this paper in CoChat — free account

Abstract

The author argues that marketing research has focused too narrowly on the static structure of attitude at the expense of its informational determinants. An experimental study investigates the effects of one fundamental dimension of advertising content on the components of attitude structure. Specifically, the results suggest that the factualness/evaluativeness of a persuasive message exerts a positive effect on those beliefs considered most important; that these beliefs in turn determine affect; and that these effects of communication on attitude components are mediated by a set of intervening cognitive reactions, such as perceived message credibility. These findings suggest implications for marketing decisions, public policy, and the future course of attitude research in marketing.

Integrity signals

Registry

Crossref · 10.2307/3150624

Cites

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

This paper’s full text isn’t openly available, so its claims and self-check weren’t run. The registry and citation checks still apply.

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?

  • The impact of claim specificity on claim credibility is similar to that of objective (rather than subjective) information and of substantive (rather than associative) claims.

    “Whilst independent and distinct, the impact of claim specificity on claim credibility is similar to that of objective (rather than subjective) information (Ford, Smith and Swasy, 1990; Holbrook, 1978), and of substantive (rather than associative) claims (Chan, 2000; Chan and Lau, 2004).”

    From How Claim Specificity Can Improve Claim Credibility in Green Advertising (2018) · cites this paper as Holbrook, 1978

Cited by

Sorted by citations

Authors
Holbrook, M. B.
Venue
Journal of Marketing Research
Publisher
JSTOR
Published
1978-11
Volume
15
Issue
4
Pages
545
ISSN
0022-2437
DOI
10.2307/3150624
Cited by
136
References
0

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