The DOI matches its Crossref record; 30 of the 30 references it cites were found in a registry or an index.
Beyond Attitude Structure: Toward the Informational Determinants of Attitude
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.
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In the citing paper
“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: Measures that Can Boost Outcomes From Environmental Product Claims (2018) · cites this paper as Holbrook, 1978
Citations
Cites
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Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change
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The harassed decision maker: Time pressures, distractions, and the use of evidence.
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Issues in Marketing's use of Multi-Attribute Attitude Models
Wilkie, W. L., & Pessemier, E. A. (1973) · Journal of Marketing Research · doi:10.1177/002224377301000411 · Cited by 683
Consumer Choice Strategies: Simplifying Vs. Optimizing
Wright, P. (1975) · Journal of Marketing Research · doi:10.1177/002224377501200109 · Cited by 647
The Cognitive Processes Mediating Acceptance of Advertising
Wright, P. L. (1973) · Journal of Marketing Research · doi:10.1177/002224377301000108 · Cited by 466
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Cited by
Hedonic Consumption: Emerging Concepts, Methods and Propositions
Hirschman, E. C., & Holbrook, M. B. (1982) · Journal of Marketing · doi:10.1177/002224298204600314 · Cited by 5,616
Self-citationThe 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
A model of destination image formation
Baloglu, S., & McCleary, K. W. (1999) · Annals of Tourism Research · doi:10.1016/s0160-7383(99)00030-4 · Cited by 3,563
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
Consumer Skepticism of Advertising Claims: Testing Hypotheses from Economics of Information
Ford, G. T., Smith, D. B., & Swasy, J. L. (1990) · Journal of Consumer Research · doi:10.1086/209228 · Cited by 481
Comparing Consumers’ Recall of Prepurchase and Postpurchase Product Evaluation Experiences
Gardial, S. F., Clemons, D. S., Woodruff, R. B., Schumann, D. W., & Burns, M. J. (1994) · Journal of Consumer Research · doi:10.1086/209369 · Cited by 392
Credibility: A multidisciplinary framework
Rieh, S. Y., & Danielson, D. R. (2007) · Annual Review of Information Science and Technology · doi:10.1002/aris.2007.1440410114 · Cited by 336
Mehta, N., Chen, X. (., & Narasimhan, O. (2008) · Marketing Science · doi:10.1287/mksc.1070.0310 · Cited by 107
Rhee, E. S., & Jung, W. S. (2019) · Journal of Marketing Communications · doi:10.1080/13527266.2018.1461124 · Cited by 80
Perceived Believability of Research Results Information in Advertising
Beltramini, R. F., & Evans, K. R. (1985) · Journal of Advertising · doi:10.1080/00913367.1985.10672953 · Cited by 79
Teichert, T., Hardeck, D., Liu, Y., & Trivedi, R. (2018) · Journal of Advertising Research · doi:10.2501/jar-2017-054 · Cited by 73
Ganz, B., & Grimes, A. (2018) · Journal of Advertising Research · doi:10.2501/jar-2018-001 · Cited by 71
Grappe, C. G., Lombart, C., Louis, D., & Durif, F. (2021) · International Journal of Retail & Distribution Management · doi:10.1108/ijrdm-12-2020-0489 · Cited by 57
Online reviews and product sales: the role of review visibility
Alzate, M., Arce-Urriza, M., & Cebollada, J. (2021) · Journal of Theoretical and Applied Electronic Commerce Research · doi:10.3390/jtaer16040038 · Cited by 45
Designing for Future Behaviors: Understanding the Effect of Temporal Distance on Planned Behaviors
Suh, M. (., & Hsieh, G. (2016) · Proceedings of the 2016 CHI Conference on Human Factors in Computing Systems · doi:10.1145/2858036.2858591 · Cited by 16
Metadata
- Authors
- Holbrook, M. B.
- Affiliations
- Columbia University (US)
- Corresponding author
- Holbrook, Morris B.
- ORCID
- Holbrook, Morris B.
- Venue
- Journal of Marketing Research
- Publisher
- JSTOR
- Published
- 1978-11
- Volume
- 15
- Issue
- 4
- Pages
- 545
- ISSN
- 0022-2437 (ISSN-L)
- OpenAlex
- W2324056046
- Cited by
- 435
- References
- 30
- Citations by year
- 2026: 2 · 2025: 8 · 2024: 15 · 2023: 14 · 2022: 10 · 2021: 20 · 2020: 18 · 2019: 9 · 2018: 17 · 2017: 27 · 2016: 15 · 2015: 18 · 2014: 20 · 2013: 23 · 2012: 20
- FWCI
- 11.43
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Marketing Research (publishedVersion)
- Topics
- Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
- Social Sciences › Psychology › Social Psychology › Cognitive and psychological constructs research
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
- Keywords
- attitude structure, attitude change
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 ›
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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.
