Influence of a Female Model on Perceived Characteristics of an Automobile

Smith, George H.; Engel, Rayme

doi:10.1037/e473742008-342

Cited by 16 publications

(16 citation statements)

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“…Attractive faces have long been used in advertising as a means of modulating behavioral preferences for specific products. Indeed marketing research has shown that people will evaluate products more favorably when they are presented alongside physically attractive models (Baker and Churchill 1977;Smith and Engel 1968). One possible mechanism for this preference modulation effect is through classical conditioning, whereby an arbitrary neutral stimulus acquires affective value through repeated pairing with a stimulus that has preestablished value such as an attractive face.…”

Section: Introductionmentioning

confidence: 99%

Neural Coding of Reward-Prediction Error Signals During Classical Conditioning With Attractive Faces

Bray

O’Doherty

2007

Journal of Neurophysiology

154

102

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Section: Introductionmentioning

confidence: 99%

Neural Coding of Reward-Prediction Error Signals During Classical Conditioning With Attractive Faces

Bray

O’Doherty

2007

Journal of Neurophysiology

154

102

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“…According to a content analysis of 30 US apparel websites using human models (ranked by Internet Retailer, [23]), about 60% showed a model's body including the face and 36.7% of websites showed just the body. Much advertising research has confirmed the effectiveness of the model's attractiveness [3,25,48]. However, the effects of including the model's face have not been studied in an online context despite its prevalence.…”

Section: Instroductionmentioning

confidence: 99%

“…The effects of attractive models' faces have been supported in much advertising research [3,25,48] Online product presentation can be explained by the media richness theory [53].…”

Section: Product Presentationmentioning

confidence: 99%

The Effects of Apparel Product Presentation on Consumer Responses in U.S. Online Retailing

Yoo

Lennon

2014

The Journal of Society for e-Business Studies

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This study examined the effect of product presentation on consumers' affective/cognitive states and purchase intention. The design of the study was a one factor(product presentation: garment presented flat vs. garment presented on models without faces vs. garment presented on models with faces) between-subject design with a moderator (involvement: high vs. low). A sample of 429 female college students participated in this online experiment. The results show the effectiveness of using a realistic human model on apparel websites. Also, consumers who are highly involved with clothing generally exhibit more positive responses than those who are less involved. Overall, these findings provide empirical support for the Stimulus-Organism-Response model and the Elaboration Likelihood Model, and contribute useful knowledge regarding website design for online apparel retailers.

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“…It has long been part of advertising folklore to present products in contexts judged to be attractive, and such manipulations do appear to affect judgments of value. Smith and Engel (1968), for example, reported that participants who saw a new car advertisement that included a young woman model rated the car as better designed, faster, more appealing,and more expensive looking than did participants who saw the same advertisement without the model. Furthermore, and of particular interest in the present context, the participants generally indicated that although they were aware of the model, they did not believe that the presence of the model affected their perception of the car (Cialdini, 1988).…”

Section: Acquired Stimulus Valuementioning

confidence: 99%

“…However, with the exception of the explicit training procedure used by Lonon and Zentall (1999), in all of the remaining procedures used with humans, it is assumed that the participants are responding on the basis of the explicitly identified S1 and that they clearly discriminate between it and the presumed S . In fact, when participants are asked, they typically deny that their choice was influenced by the Pavlovian pairing (see Smith & Engel, 1968). On the other hand, we have argued earlier that despite discrimination training, Pavlovian processes (i.e., higher order conditioning and within-event conditioning) are likely to be involved in the acquisition of simultaneous discriminations.…”

Section: The Mere Ownership Effectmentioning

confidence: 99%

Simultaneous discrimination learning: Stimulus interactions

Zentall

Clement

2001

Animal Learning & Behavior

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Stimulus Similarity EffectsThe degree of physical similarity between the S1 and the S during the acquisition of a discrimination has played an important role in theories of discrimination learning (see, e.g., Lawrence, 1955;Logan, 1966;Spence, 1937). By making certain assumptions-(1) that the excitatory strength of the S1 is greater than the inhibitory strength of the S ; (2) that the shape of the generalization gradient is concave downward; and (3) that the net effect can be represented by the algebraic summation of the two (i.e., excitation minus inhibition)-Spence was able to 311Copyright 2001 Psychonomic Society, Inc.Preparation of this article was supported by Grants MH55118 and MH59194 from the National Institute of Mental Health to T.R.Z. We thank Lou M. Sherburne, Brigette R. Dorrance, Janice E. Weaver, Daren H. Kaiser, and Andrea M. Lonon for their contribution to the research described here and William Timberlake for his encouragement to prepare this article. Correspondence concerning this article should be sent to T. R. Zentall, Department of Psychology, University of Kentucky, Lexington, KY 40506 (e-mail: zentall@pop.uky.edu). Simultaneous discrimination learning:Stimulus interactions THOMAS R. ZENTALL and TRICIA S. CLEMENT University of Kentucky, Lexington, KentuckyAlthough considerable attention has been given to interactions between events serving as the positive (S1) and negative (S ) stimuli in successive discriminations, there has been little study of similar interactions in simultaneous discriminations. We propose that in a simultaneous discrimination, given what is typically relatively little experience with the consequences of responding to the S , some of the value of the S1 transfers to the S with which it was paired. Furthermore, the mechanisms responsible for this transfer of value appear to be the higher order Pavlovian association between the S and the S1, as well as within-event associations between them. Although in typical simultaneous discriminations, negative value does not appear to transfer from the S to the S1, when adequate experience is provided with the S , contrast typically develops, reducing the value of the S (negative contrast) and enhancing the value of the S1 (positive contrast). This model of stimulus interactions has implications not only for simple simultaneous discrimination learning, but also for research using combinations of discriminations (e.g., transitive inference in animals and humans). This model may also have implications for a number of human social psychological phenomena.

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Influence of a Female Model on Perceived Characteristics of an Automobile

Cited by 16 publications

References 0 publications

Neural Coding of Reward-Prediction Error Signals During Classical Conditioning With Attractive Faces

Neural Coding of Reward-Prediction Error Signals During Classical Conditioning With Attractive Faces

The Effects of Apparel Product Presentation on Consumer Responses in U.S. Online Retailing

Simultaneous discrimination learning: Stimulus interactions

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