The Effects of Argument Structure and Affective Tagging on Product Attitude Formation

How green-claim strength and country disposition affect product evaluation and company image

“…It may be that environmentally concerned consumers process green claims and then intend to purchase the product advertised, yet they do so without allowing such information to affect their product and company evaluations. This is not unexpected: studies have found that consumers may not easily make the connection between evidence offered in support of a claim and the claim itself; thus they may not develop a product attitude, or their attitude may be developed on the basis of factors other than the strategic product claim (Munch, Boller, & Swasy, 1993). Another possibility that could be explored by future research may be that the knowledge measure is subjective and thus it may relate more to self-perception than to any objective differences in environmental knowledge.…”

“…Future research may further explore the type of claims that are more likely to propel consumers to purchase. Also, it may be useful to determine why environmental knowledge affects purchase likelihood but not product evaluation and company image -that is, to what extent do the Munch et al (1993) findings or the selfperception-based explanations hold true in the environmental domain?…”

The effects of structural and grammatical variables on persuasion: An elaboration likelihood model perspective

“…In other words, if two arguments are to be compared in terms of quality, both should be attempting to make the same point (Areni & Lutz, 1988;Boller et al, 1990;Toulmin, 1958). This implies that an argument consists of some fundamental claim, and one or more additional statements that provide a basis for accepting the claim as true, or at least plausible (Richards, 1978;Munch, Boller, & Swasy, 1993;Toulmin, 1958). The two most frequently cited models of argument structure in the marketing literature are the logical syllogism model (Areni & Lutz, 1988;Boller et al, 1990;McGuire, 1960) and the jurisprudence model (Boller et al, 1990;Munch et al, 1993;Toulmin, 1958).…”

International Tourism Advertisements on Social Media: Impact of Argument Quality and Source

“…Impacts of this well-structured form of argument for persuasion have been empirically validated in the context of expert system users [15] and online consumers [14]. In an advertising context, Munch et al (1993) found that having the warrant from Toulmin's model in adverting message increases consumer's beliefs about products and attitudes toward the product [18]. Ye & Johnson (1995) [15] found that the recommendation message, which consists of elements of Toulmin's model, was more persuasive when expert system users were considering its adoption.…”

“…Therefore, a well-structured form of argument could cause a message receiver to evaluate the target information as highly qualified, form a positive attitude about the message sender, Sustainability 2017, 9, 1537 4 of 18 and be easily persuaded by the message sender [14,15,18]. Perceived information quality, information fit-to-task, trusting belief about the message sender and perceived risk of information adoption have been regarded as the antecedents of information adoption in the persuading process [19][20][21].…”