Factors Affecting the Impact of Negatively and Positively Framed Ad Messages

Shiv, Baba; Edell, Julie A.; Payne, John W.

doi:10.1086/209510

Cited by 176 publications

(124 citation statements)

References 1 publication

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“…When a given investigation was reported in more than one outlet, it was treated as a single study and analyzed accordingly. The same research was reported (in whole or in part) in: Allen (1969), Dembroski (1969), Evans, Rozelle, Lasater, Dembroski, and Allen (1970), Lasater (1969), and Rozelle, Evans, Lasater, Dembroski, andAllen (1973), recorded under Evans et al (1970);Berger and Smith (1997) and Smith and Berger (1996), recorded under the former; Berger and Smith (1998), Smith (1996), Smith and Berger (1998), and Smith and Wortzel (1997), recorded under Smith (1996);Finney (2001) andFinney andIannotti (2002), recorded under the former; Hasseldine (1997) and Hasseldine and Hite (2003), recorded under the former; Knapp (1989) and Knapp (1991), recorded under the former; and Lalor and Hailey (1990), with, as noted above, results reported under Meyerowitz and Chaiken (1987) combined;Lawatsch (1987) and Lawatsch (1990), recorded Gain and Loss Frames 17 under the former; Levin, Gaeth, Evangelista, Albaum, and Schreiber (1999) and Levin, Gaeth, Evangelista, Albaum, and Schreiber (2001), recorded under the latter; Looker (1983) and Looker and Shannon (1984), recorded under the former; Mundorf et al (2000) and Schneider, Salovey, Pallonen, et al (2001), recorded under the latter; Robberson (1985) and Robberson and Rogers (1988), recorded under the former; Shiv (1996) and Shiv et al (1997), recorded under Shiv airline on time and Shiv detergent.…”

Section: Unit Of Analysismentioning

confidence: 55%

“…These multiple estimates were averaged to Lee and Aaker (2004) were combined and reported as Lee and Aaker (2004) grape juice promotion and grape juice prevention; data from Meyerowitz and Chaiken (1987) and were combined and reported as Meyerowitz and Chaiken Gain and Loss Frames 16 (1987) combined; data from Shiv (1996), Shiv, Britton, and Payne (2004), and Shiv, Edell, and Payne (1997) were combined and reported as Shiv airline on-time, airline on-time and amenities, and detergent.…”

Section: Unit Of Analysismentioning

confidence: 99%

See 1 more Smart Citation

The Advantages of Compliance or the Disadvantages of Noncompliance? A Meta-Analytic Review of the Relative Persuasive Effectiveness of Gain-Framed and Loss-Framed Messages

O’Keefe¹,

Jensen

2006

Annals of the International Communication Association

137

178

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A meta-analytic review of the relative persuasiveness of gain-and loss-framed messages (based on 165 effect sizes, N = 50,780) finds that loss-framed appeals are not generally more persuasive than gain-framed appeals. For encouraging disease prevention behaviors, gain-framed appeals are more persuasive than loss-framed appeals; for encouraging disease detection behaviors, gainand loss-framed appeals do not differ significantly in persuasiveness. The relative persuasiveness of differently framed appeals seems little influenced by (a) whether the gain-framed appeals emphasize the attainment of desirable states or the avoidance of undesirable states or (b) whether the loss-framed appeals emphasize the attainment of undesirable states or the avoidance of desirable states.

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Section: Unit Of Analysismentioning

confidence: 55%

Section: Unit Of Analysismentioning

confidence: 99%

The Advantages of Compliance or the Disadvantages of Noncompliance? A Meta-Analytic Review of the Relative Persuasive Effectiveness of Gain-Framed and Loss-Framed Messages

O’Keefe¹,

Jensen

2006

Annals of the International Communication Association

137

178

View full text Add to dashboard Cite

show abstract

“…The instructions for reporting thought protocols were similar to those used in the literature (see, e.g., Edell and Keller 1989;Shiv, Edell, and Payne 1997). The protocols were coded by two independent judges for the total number of thoughts.…”

Section: Methodsmentioning

confidence: 99%

Heart and Mind in Conflict: the Interplay of Affect and Cognition in Consumer Decision Making

Shiv¹,

Fedorikhin²

1999

J CONSUM RES

Self Cite

1,570

1,242

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This article examines how consumer decision making is influenced by automatically evoked task-induced affect and by cognitions that are generated in a more controlled manner on exposure to alternatives in a choice task. Across two experiments respondents chose between two alternatives: one (chocolate cake) associated with more intense positive affect but less favorable cognitions, compared to a second (fruit salad) associated with less favorable affect but more favorable cognitions. Findings from the two experiments suggest that if processing resources are limited, spontaneously evoked affective reactions rather than cognitions tend to have a greater impact on choice. As a result, the consumer is more likely to choose the alternative that is superior on the affective dimension but inferior on the cognitive dimension (e.g., chocolate cake). In contrast, when the availability of processing resources is high, cognitions related to the consequences of choosing the alternatives tend to have a bigger impact on choice compared to when the availability of these resources is low. As a result, the consumer is more likely to choose the alternative that is inferior on the affective dimension but superior on the cognitive dimension (e.g., fruit salad). The moderating roles of the mode of presentation of the alternatives and of a personality variable related to impulsivity are also reported.Men, as well as women, are much oftener led by their hearts than by their understandings. (LORD CHESTERFIELD) With all its cleverness, however, decision theory is somewhat crippled emotionally, and thus detached from the emotional and visceral richness of life. (GEORGE LOEWENSTEIN 1996, p. 289)

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“…The emotions are assessed through the PANAS scale (Watson et al, 1988). Subjects' attitudes toward the ad were measured using the scale of Holbrook and Batra's (1987) and the scale of Shiv, Edell, and Payne (1997) was used to measure the attitude toward the brand.…”

Section: Methodsmentioning

confidence: 99%

Female Bareness in Print Advertisements: Do Religiosity and Gender Matter?

Amor¹,

Ghachem²,

Garrouch³

et al. 2014

IJMS

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This paper studies Tunisian respondents' reactions to female bareness according to their gender and their level of religiosity. The purpose of the study is to construct a model describing the effect of the provocation, through female bareness, on viewer's reactions. The investigation is conducted in Tunisia. The results emphasize the moderating role of the gender and the positive impact of religiosity on negative emotions during an exposure to female bareness. The theoretical contributions of this research involve the mediating effect of the emotions; the survey shows that negative emotions play a mediator role in the persuasive processes.

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Factors Affecting the Impact of Negatively and Positively Framed Ad Messages

Cited by 176 publications

References 1 publication

The Advantages of Compliance or the Disadvantages of Noncompliance? A Meta-Analytic Review of the Relative Persuasive Effectiveness of Gain-Framed and Loss-Framed Messages

The Advantages of Compliance or the Disadvantages of Noncompliance? A Meta-Analytic Review of the Relative Persuasive Effectiveness of Gain-Framed and Loss-Framed Messages

Heart and Mind in Conflict: the Interplay of Affect and Cognition in Consumer Decision Making

Female Bareness in Print Advertisements: Do Religiosity and Gender Matter?

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