Although people often are aware of the importance of adopting environmentally friendly lifestyles, they might be reluctant to do so as they believe that their actions do not make a difference (i.e. low response efficacy). Furthermore, they might experience reactance (e.g. negative attitudes) towards environmental messages that encourage them to adopt an environmentally friendly lifestyle. Therefore we experimentally tested whether it is possible to stimulate people to adopt an environmentally friendly lifestyle (i.e. recycle more clothing) by using visual impact metaphors that convey the message that old clothes deserve a new life. The findings show that a message in the form of a visual impact metaphor (vs. no visual impact metaphor) results in more positive attitudes towards recycling and stronger recycling intentions. This effect was mediated by two different underlying mechanisms: Response efficacy and more positive attitudes towards the persuasive attempt (i.e. positive evaluative persuasion knowledge).
Creative media (CM) advertising is an advertising strategy wherein a non-traditional medium is creatively used for advertising purposes. This novel advertising strategy is gaining marketers' interest; however, little is known about its persuasive effects on consumers' cognitive, affective and behavioural responses and the processes that underlie them. Therefore, to convey a genuine experience to consumers, two field experiments with a one-factor (advertising type: creative vs. traditional) between-subjects design were conducted within a supermarket context. Results showed that creative (vs. traditional) media ads not only improve consumers' affective and behavioural responses but also consumers' cognitive responses. Even though no mediations were found through perceived surprise or perceived persuasive intent, results do provide evidence for the notion that perceived humor and perceived value are the underlying mechanisms through which affective and behavioural responses to creative media advertising can be explained.
ARTICLE HISTORY
Abstract. Social network sites (SNS) facilitate the expression of users’ opinions to a large audience. This research aimed to investigate whether the characteristics of this new media context strengthen the adaptation of opinions to the majority and lead to an internalization of the expressed views. Based on literature on public self-presentation and identity shifts, it was assumed that the publicness of and the identifiability within SNS elicit stronger expression effects than online forums or non-public settings. A between-subjects experiment ( N = 302) varied the visible majority opinion on a news issue as well as the media context in which participants were asked to write down their opinion. Results showed significant adaptation effects to the majority (positive vs. negative comments) across media contexts. The internalization of attitudes was stronger in SNS groups with a more relevant audience but also occurred in other settings. Consequences for the formation of public opinion are discussed.
Samenvatting
Groene labels op producten hebben een spillover-effect op de koopintentie van groene producten in het algemeen, afhankelijk van type label en milieubetrokkenheid. Visuele (vs. tekstuele) groene labels zijn effectiever voor consumenten met een lage milieubetrokkenheid, terwijl voor consumenten met een hoge milieubetrokkenheid beide labels effectief zijn. Er was geen interactie-effect op de productattitude of koopintentie van het geadverteerde product.
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