Appeals to image and claims about quality: Understanding the psychology of advertising.

Snyder, Mark; DeBono, Kenneth G.

doi:10.1037/0022-3514.49.3.586

Cited by 460 publications

(391 citation statements)

References 19 publications

(24 reference statements)

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“…This is related to the rationale of research on the increased impact of persuasive messages when the message is matched to one's guiding attitude functions. Such functions can be the motivational basis of one's attitudes, psychological needs served by ones attitudes (e.g., Cacioppo, Petty, & Sidera, 1982;Lavine & Snyder, 1996;Snyder & DeBono, 1985), promotion and prevention motivation as self-guides (e.g., Evans & Petty, 2003), or emotional overtones that match the emotional state of the receiver (DeSteno, Petty, Rucker, Wegener, & Braverman, 2004). One can also derive this reasoning from the "value from fit" (Higgins, 2000) framework.…”

Section: Discussionmentioning

confidence: 99%

Linguistic Signatures of Regulatory Focus: How Abstraction Fits Promotion More Than Prevention.

Semin

Higgins²,

Montes

et al. 2005

Journal of Personality and Social Psychology

219

205

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In 3 experiments, the authors investigated how strategic inclinations associated with promotion versus prevention orientations-that is, eager approach versus vigilant avoidance, respectively-affect the use of language. It is hypothesized that eager promotion strategies used to attain desired end states entail using more abstract language than used with vigilant prevention strategies. This is shown to hold for experimentally induced relationship goals (Experiment 1) and communication goals (Experiment 2). In the 3rd experiment, the authors examined the impact of abstractly and concretely worded messages upon the behavioral intentions of chronically prevention-and promotion-oriented individuals and found support for the hypothesis that behavioral intentions to engage in specific activities are stronger when there is a fit between message wording and chronic orientation than when there is no fit. The broader implications of these findings are discussed.

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Section: Discussionmentioning

confidence: 99%

Linguistic Signatures of Regulatory Focus: How Abstraction Fits Promotion More Than Prevention.

Semin

Higgins²,

Montes

et al. 2005

Journal of Personality and Social Psychology

219

205

View full text Add to dashboard Cite

show abstract

“…Given the motivational nature of the construct (Snyder, 1987) and evidence for differences in the attitudinal expression (DeBono, 1987;Snyder & DeBono, 1985) and interaction styles (Ickes & Barnes, 1977) of high versus low self-monitors, use of this individual difference seemed appropriate. High self-monitors' concerns with the social implications of their attitudes and behavior directly correspond to the impression-motivated focus on the social consequences of expressed judgments.…”

Section: The Present Researchmentioning

confidence: 99%

Getting at the truth or getting along: Accuracy- versus impression-motivated heuristic and systematic processing.

Chen¹,

Shechter²,

Chaiken³

1996

Journal of Personality and Social Psychology

271

197

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Two studies examined the heuristic and systematic processing of accuracy-versus impression-motivated individuals expecting a discussion with a partner believed to hold either a favorable or unfavorable opinion on the discussion issue. Given the goal of having a pleasant interaction, impressionmotivated (versus accuracy-motivated) participants in both studies were particularly likely to express attitudes that were evaluatively consistent with the partner's opinion, reflecting their selective use of a "go along to get along" heuristic. Study 2 yielded stronger evidence for the distinct nature of heuristic and systematic processing in the service of accuracy versus impression goals. In this study, the evaluative implication of impression-motivated participants' low-effort application of a "go along to get along" heuristic biased their more effortful, systematic processing, leading to attitudes consistent with the partner's views. In contrast, given the goal of determining an accurate issue opinion, accuracy-motivated participants exhibited relatively evenhanded systematic processing, resulting in attitudes unbiased by the partner's opinion. The results underscore the utility of a dual-process approach to understanding motivated cognition.Intuition and experience suggest that various motives can influence the way in which people process information and the judgments that result. That is, the motivated perceiver's cognitive processes will be a direct reflection of the goals that they are intended to satisfy. Using the heuristic-systematic model (Chaiken, 1980(Chaiken, , 1987Chaiken, Liberman, & Eagly, 1989) as a theoretical framework, the present research aims to elucidate the distinct ways in which accuracy versus impression motives are served by both heuristic and systematic processes. The Heuristic-Systematic ModelThe heuristic-systematic model proposes a dual-process framework in which people may process information in a relatively effortless heuristic mode and in a more cognitively demanding, systematic mode. Whereas heuristic processing is characterized by the application of simple decision rules (e.g.,

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“…자기감시 성향이 높은 사람은 이상적인 공 적 이미지 또는 외모를 보여주기 위하여 자기제시 행동 을 조정하므로 사회적인 대인관계 상황에 적합한 행동 신호에 민감하게 반응한다 (Snyder & Gangestad, 1986). 그들은 이상적인 사회적 이미지를 전달하기 위해 명품 브랜드를 구매할 수 있다 (Snyder & DeBono, 1985). 개 인의 성격 특성이 태도를 형성함을 고려해 볼 때, 자기 감시 성향은 명품에 대한 태도의 사회적 기능인 자기제 시에 영향을 줄 수 있다 (Shavitt, 1989).…”

Section: 한국의류학회지unclassified

“…감정적 태도(affective attitude)란 정서적 반응을 나타 내며 (Wood, 2000), 기쁨과 즐거움 같은 느낌 또는 경험 에서 얻어지는 태도 (Keller, 2001;Kumar et al, 2009;Sweeney & Soutar, 2001)를 의미한다. 소비자는 브랜드와 그 들의 태도 간 일관성을 극대화하고 싶어하기 때문에 자 신의 가치(자기표현) 및 목적(자기제시)과 일관되게 지각 되는 명품 브랜드에 호의적으로 반응한다 (Snyder & DeBono, 1985). 개성을 드러내는 자기표현 태도는 명품 브 랜드를 통하여 정서적 보상을 증가시키고, 감정적 태도 에 긍정적인 영향을 준다 (Kumar et al, 2009 (Nueno & Quelch, 1998;Wilcox et al, 2009).…”

Section: 사회적 기능 태도와 감정적 태도unclassified

Individual Characteristics and Social Function Attitudes on Luxury Brand Purchase Intentions

Lee¹,

Choo

2013

Journal of the Korean Society of Clothing and Textiles

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This study investigates the motivations to purchase luxury brands by examining how individual characteristics (need for uniqueness, self-monitoring, and vanity) influence affective luxury brand attitudes and purchase intentions through two social function attitudes (self-expression attitude and self-presentation attitude) based on the functional theory of attitudes. On-line surveys were implemented and 314 consumers between the ages of 20 and 50 were recruited. Using SPSS 18.0 and AMOS 18.0, confirmatory factor analysis for measurements and structural equation modeling analysis for hypotheses testing were implemented. The results show that the need for uniqueness and self-monitoring by consumers have positive influences on selfexpression and self-presentation attitudes toward luxury brands, respectively. The results indicate that the need by consumers for uniqueness motivates a self-expression attitude toward luxury brands and that the trait of self-monitoring motivates a self-presentation attitude toward luxury brands. Consumer vanity also positively influences both social function attitudes toward luxury brands. Self-expression and self-presentation attitudes toward luxury brands have positive influences on luxury brand purchase intentions through an affective attitude that facilitates a mediating role between two social function attitudes and the purchase intentions of consumers. This research contributes to a deeper understanding of the formation process of Korean consumers' purchase intentions for luxury brands and the literature on the role of related variables (need for uniqueness, self-monitoring, vanity, self-expression, self-presentation, affective attitude, and purchase intention). The findings provide a theoretical background to launch a cross-cultural study. The conclusion discusses the practical implications and limitations.

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Appeals to image and claims about quality: Understanding the psychology of advertising.

Cited by 460 publications

References 19 publications

Linguistic Signatures of Regulatory Focus: How Abstraction Fits Promotion More Than Prevention.

Linguistic Signatures of Regulatory Focus: How Abstraction Fits Promotion More Than Prevention.

Getting at the truth or getting along: Accuracy- versus impression-motivated heuristic and systematic processing.

Individual Characteristics and Social Function Attitudes on Luxury Brand Purchase Intentions

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