摘要:

In this article, I introduce and test the notion that attitude accessibility and attitude confidence are distinct psychological constructs, exerting independent influences on attitude‐behavior consistency. I argue that in deliberative decisionmaking situations, attitude confidence is a more influential moderator of attitude‐behavior consistency than attitude accessibility. Support for these propositions is provided by the results of an experiment that empirically triangulates the constructs and examines their influence on the attitude‐behavior relationship. Specific implications of the approach and the results for advertising strategy are discussed.

ISSN:1057-7408    

DOI:10.1016/S1057-7408(08)80052-6

出版商:Wiley    

年代:2008

数据来源: WILEY

摘要:

Two studies were conducted to investigate the role of individual differences in inference and persuasion. In Study 1, elaborative processing was operationalized by using need for cognition as a blocking variable, whereas in Study 2, elaborative processing was manipulated by using an involvement‐enhancing ad execution. In both studies, message recipients were more likely to draw inferences about omitted conclusions when elaborative processing was likely (vs. unlikely). Furthermore, both studies revealed that inferences about omitted conclusions had a greater impact on the attitudinal judgments of low (vs. high) self‐monitors, provided that the relevant inferences had been formed prior to attitude formation. Theoretical and applied implications of these findings are discussed.

ISSN:1057-7408    

DOI:10.1016/S1057-7408(08)80053-8

出版商:Wiley    

年代:2008

数据来源: WILEY

摘要:

Although a two‐component model of product involvement is widely accepted, research has not studied how enduring and situational involvement combine to affect consumer responses. This article investigates three combination models. In particular, an additive model is compared with two interaction models, and the three models are tested empirically using field surveys. Results suggest that preexisting levels of enduring involvement neither magnify nor suppress situational involvement effects occurring around the time of purchase, thus supporting the simple additive model.

ISSN:1057-7408    

DOI:10.1016/S1057-7408(08)80054-X

出版商:Wiley    

年代:2008

数据来源: WILEY

摘要:

Of recent interest in consumer behavior research is the consumer's use of owned possessions to develop and maintain self‐concept. This study presents a measure of a central concept in this area–attachment. A conceptual definition of the construct is proposed and is related to social‐cognitive theories of the self. The role of attachment in the relationship between people and possessions is discussed. Evidence is presented for the reliability and predictive validity of a simple measure of attachment and for the discriminant validity of the construct. Relationships between attachment and other important consumer behavior constructs are explored.

ISSN:1057-7408    

DOI:10.1016/S1057-7408(08)80055-1

出版商:Wiley    

年代:2008

数据来源: WILEY

摘要:

Can preconsumption mood influence postconsumption evaluations? In this article, we attempt to answer this question; in doing so, we broaden our understanding of both the factors that can influence consumers' evaluations of the consumption experience as well as the role of mood in consumer behavior. The results of an experimental study show that not only can mood influence postconsumption brand attitudes, but that such effects are moderated by the affective intensity of the consumption experience. Mood effects were not observed when consumption evoked strong positive or negative responses. Rather, preconsumption mood influenced brand attitudes only when the consumption experience was relatively neutral in affective intensity.

ISSN:1057-7408    

DOI:10.1016/S1057-7408(08)80056-3

出版商:Wiley    

年代:2008

数据来源: WILEY