Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent

Campbell, Matthew; Kirmani, Amna

doi:10.1086/314309

Cited by 980 publications

(918 citation statements)

References 24 publications

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“…In a buyer-seller relationship, actors infer their exchange partners' motives and intentions, including whether they are likely to be beneficial (Ganesan 1994). These inferences then define their perceptions of marketers' actions, which may have positive or negative consequences (Campbell and Kirmani 2000).…”

Section: H2 Higher Program Value Increases (A) Partner Gratitude Andmentioning

confidence: 99%

B2B Channel Partner Programs: Disentangling Indebtedness from Gratitude

Pelser

Ruyter

Wetzels

et al. 2015

Journal of Retailing

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This is the accepted version of the paper.This version of the publication may differ from the final published version. Many suppliers invest heavily in channel partner programs that incentivize selling and learning. Permanent repository linkThe authors conduct a multi-wave field study to investigate the roles of indebtedness and gratitude in transforming these investments into returns. The results show that indebtedness has negative effects on commitment to the supplier, as well as the reseller's sales effort. Gratitude however attenuates the effects of indebtedness on sales effort and commitment, and thus offers a buffer against indebtedness' negative effects. Indebtedness and gratitude thus play key roles in channel partner programs. In addition, the results highlight the importance of perceived motives as they differentially predict these two states.Benevolent motives are found to increase gratitude, though ulterior motives do not detract from it.Ulterior motives do however increase indebtedness. Finally, the results also reveal how entitlement negatively impacts channel partner programs: It decreases the positive effect of perceived program value on partner gratitude while increasing the effect of ulterior motives on indebtedness. This study thus assesses the simultaneous yet contrasting role of gratitude and indebtedness, as well as the complexity 2 associated with realizing the full benefits of channel partner programs. The findings have implications for suppliers, marketers, and further research.

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Section: H2 Higher Program Value Increases (A) Partner Gratitude Andmentioning

confidence: 99%

B2B Channel Partner Programs: Disentangling Indebtedness from Gratitude

Pelser

Ruyter

Wetzels

et al. 2015

Journal of Retailing

View full text Add to dashboard Cite

show abstract

“…Because of this interactive nature, children are strongly involved with the game, resulting in a higher focus and the feeling of immersion in the online game (Cauberghe and De Pelsmacker, 2010;Escalas, 2004;Hsu and Lu, 2004). Although both AFPs and advergames might be very liked by children, the absortion and potential state of flow caused by the interactivity may affect children's affective advertising literacy level, that is described as their critical attitude towards the advertising format (Boerman et al, 2012;Rozendaal et al, 2012), more strongly and in a negative way (Escalas, 2004) (Privette, 1983).…”

Section: Children's Advertising Literacy Level For Advergames Versus mentioning

confidence: 99%

Children’s Advertising Literacy for New Advertising Formats: The Mediating Impact of Advertising Literacy on the (Un)Intended Effects of Advergames and Advertising Funded Programs.

Hudders

Cauberghe

Panic

et al. 2015

Advances in Advertising Research (Vol. VI)

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“…According to this model, one of consumers' primary tasks is to interpret and cope with marketers' persuasion attempts. To do so, they develop knowledge structures about the motives of advertisers and the tactics used in advertising, which help them respond to advertising in a way that suits their own goals (Campbell and Kirmani 2000;Friestad and Wright 1994). In particular, consumers use their prior experience and knowledge of marketing tactics to make inferences about the manipulative intent, deceptiveness, and ulterior motives of advertisers (Campbell 1995;Darke and Ritchie 2007;Fein 1996).…”

Section: Advertisement Disclaimers and Speed Of Communicationmentioning

confidence: 99%

On the Dangers of Pulling a Fast One: Advertisement Disclaimer Speed, Brand Trust, and Purchase Intention

Herbst

Finkel²,

Allan

et al. 2012

J Consum Res

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Two experiments demonstrated that fast (vs. normal-paced) end-of-advertisement disclaimers undermine consumers' purchase intention toward untrusted brands (both trust-unknown and not-trusted brands), but that disclaimer speed has no effect on consumers' purchase intention toward trusted brands. The differential effects of disclaimer speed for untrusted versus trusted brands were not due to differences in consumers' familiarity with the brands (experiment 1). Consistent with the hypothesis that fast disclaimers adversely affect purchase intention via heuristic rather than elaborative processes, the disclaimer speed # brand trust interaction effect remained robust even when the disclaimer presented positive information about the advertised product (experiment 2).

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Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent

Cited by 980 publications

References 24 publications

B2B Channel Partner Programs: Disentangling Indebtedness from Gratitude

B2B Channel Partner Programs: Disentangling Indebtedness from Gratitude

Children’s Advertising Literacy for New Advertising Formats: The Mediating Impact of Advertising Literacy on the (Un)Intended Effects of Advergames and Advertising Funded Programs.

On the Dangers of Pulling a Fast One: Advertisement Disclaimer Speed, Brand Trust, and Purchase Intention

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