Self‐Referencing and Persuasion: Narrative Transportation versus Analytical Elaboration

Escalas, Jennifer Edson

doi:10.1086/510216

Cited by 520 publications

(479 citation statements)

References 26 publications

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“…For example, gamification can be used to meet enjoyment and entertainment goals, but because gamification may lower ease of use, it may interfere with utilitarian and instrumental goals (Nysveen, Pedersen, and Thorbjørnsen 2005). More specifically, a rich story may be helpful when a consumer has a learning goal (because narrative transportation is associated with greater self-referencing, and therefore with greater learning; Escalas 2007). Similarly, the effect of game mechanics may depend on consumer proximity to particular goals and the mechanics of goal achievement (Kivetz, Urminsky, and Zheng, 2006;Zhang and Huang 2010).…”

Section: Consumer-related Moderatorsmentioning

confidence: 99%

Gamification and Mobile Marketing Effectiveness

Hofacker

Ruyter

Lurie

et al. 2016

Journal of Interactive Marketing

356

235

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This is the accepted version of the paper.This version of the publication may differ from the final published version. Permanent repository link Gamification and Mobile Marketing Effectiveness AbstractA variety of business sectors have been buffeted by the diffusion of mobile technology, a trend that presents a variety of difficult challenges but interesting opportunities to marketers. One such opportunity is gamification, which, one hopes, will enhance appeal to mobile consumers.Our sense from both personal experience and the literature is that the gamified mobile apps currently offered by firms mostly miss the mark. We provide a systematic overview of game design and note how principles derived from that field are highly applicable to gamification in mobile marketing settings. We are aided by the work of Schell (2008), whose Elemental GameTetrad Model allows us to offer a coherent look at how gamification should affect mobile marketing outcomes.

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Section: Consumer-related Moderatorsmentioning

confidence: 99%

Gamification and Mobile Marketing Effectiveness

Hofacker

Ruyter

Lurie

et al. 2016

Journal of Interactive Marketing

356

235

View full text Add to dashboard Cite

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“…Higher NFC individuals show higher intentions towards elaboration. Lower NFC individuals may display opposite tendencies and be more likely to process information heuristically (Escalas, 2007). By considering the theories of naïve scientists and cognitive misers, the Elaboration Likelihood Model (ELM) suggests that cognitive misers, those who tend to shorten decisions and use the peripheral path while facing problems, will have a lower NFC because they simplify the received information and choices.…”

Section: H4mentioning

confidence: 99%

Should retail trade companies avoid recruiting maximisers?

Liu

Keeling

Papamichail

2015

Management Decision

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Purpose -Investigates differences in characteristics, job outcome experiences and attitudes of maximiser and satisficer decision-making style groups working in the retail trade.Design/methodology/approach -Survey conducted using the Amazon Mechanical Turk panel of 140 US participants who have accepted a retail job offer in the past six months. Investigated participants' decision-making style, plus experiences and attitudes toward their present job and the (retail) job information sources used. Findings -The results show that compared to satisficers, maximisers exert more effort when searching job information, have higher uncertainty avoidance and need for cognition, and experience more post-decisional regret. In this sample, any significant differences between maximisers and satisficers in relation to job satisfaction, company commitment, and intention to quit their present job are restricted to certain groups. For recruitment information sources, while satisficers rely on their families and friends for information, maximisers are more likely to obtain job-related information from other sources such as online discussion forums.Practical implications -Though some studies suggest that maximisers are unhappy with their choices, this research recommends that retail trade companies should not exclude maximisers from their recruitment pools. Retailers should enhance their candidate pools with both maximisers and satisficers by managing different recruitment information sources, especially with a view to providing realistic expectations.Originality/value -Research of decision-making style in recruitment is relatively limited. This research illustrates the differences of attitudes between maximisers and satisficers towards their present retail job, and also demonstrates the preferences of maximisers and satisficers in recruitment information sources.

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“…Tentative evidence in support of this hypothesis can be found in advertising research. Recipients who saw a print ad and imagined using the advertised product were less influenced by variations in argument strength than recipients who saw the print ad but did not imagine product use (Escalas, 2004; 2007; Lien & Chen, 2013; Praxmarer, 2011). Transferred to the effects of stories, these findings suggest that argument strength matters less when stories follow a typical story-structure or recipients are highly transported into the story world or both.…”

Section: Introductionmentioning

confidence: 98%

Argument Strength and the Persuasiveness of Stories

Schreiner

Appel

Isberner

et al. 2017

Discourse Processes

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Stories are a powerful means to change people’s attitudes and beliefs. The aim of the current work was to shed light on the role of argument strength (argument quality) in narrative persuasion. The present study examined the influence of strong versus weak arguments on attitudes in a low or high narrative context. Moreover, baseline attitudes, interindividual differences in working memory capacity, and recipients’ transportation were examined. Stories with strong arguments were more persuasive than stories with weak arguments. This main effect was qualified by a two-way interaction with baseline attitude, revealing that argument strength had a greater impact on individuals who initially were particularly doubtful toward the story claim. Furthermore, we identified a three-way interaction showing that argument strength mattered most for recipients who were deeply transported into the story world in stories that followed a typical narrative structure. These findings provide an important specification of narrative persuasion theory.

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Self‐Referencing and Persuasion: Narrative Transportation versus Analytical Elaboration

Cited by 520 publications

References 26 publications

Gamification and Mobile Marketing Effectiveness

Gamification and Mobile Marketing Effectiveness

Should retail trade companies avoid recruiting maximisers?

Argument Strength and the Persuasiveness of Stories

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