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An Integrative Framework for Understanding Two-Sided Persuasion

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Cited by:

  1. Cai, Xiaowei & Cebollada, Javier & Cortiñas, Mónica, 2023. "Impact of seller- and buyer-created content on product sales in the electronic commerce platform: The role of informativeness, readability, multimedia richness, and extreme valence," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
  2. Kevin Winter & Matthew J. Hornsey & Lotte Pummerer & Kai Sassenberg, 2022. "Anticipating and defusing the role of conspiracy beliefs in shaping opposition to wind farms," Nature Energy, Nature, vol. 7(12), pages 1200-1207, December.
  3. Grier, Sonya A. & Forehand, Mark R., 2002. "When Is Honesty The Best Policy? The Effect of Stated Company Intent on Consumer Skepticism," Research Papers 1665r, Stanford University, Graduate School of Business.
  4. Basso, Kenny & dos Santos, Cristiane Pizzutti & Albornoz Gonçalves, Manuela, 2014. "The impact of flattery: The role of negative remarks," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 185-191.
  5. Avagyan, Vardan & Camacho, Nuno & Van der Stede, Wim A. & Stremersch, Stefan, 2022. "Financial projections in innovation selection: The role of scenario presentation, expertise, and risk," International Journal of Research in Marketing, Elsevier, vol. 39(3), pages 907-926.
  6. Myriam Ertz & Myung-Soo Jo & Fahri Karakas & Emine Sarigöllü, 2021. "Message Sidedness Effects in Advertising: The Role of Yin-Yang Balancing Theory," Social Sciences, MDPI, vol. 10(6), pages 1-26, June.
  7. Wang, Yihan & Zhong, Ke & Liu, Qihua, 2022. "Let criticism take precedence: Effect of side order on consumer attitudes toward a two-sided online review," Journal of Business Research, Elsevier, vol. 140(C), pages 403-419.
  8. Xue, Hong & Mainville, Denise Y. & You, Wen & Nayga, Rodolfo M., Jr., 2009. "Nutrition Knowledge, Sensory Characteristics and Consumers’ Willingness to Pay for Pasture-Fed Beef," 2009 Annual Meeting, July 26-28, 2009, Milwaukee, Wisconsin 49277, Agricultural and Applied Economics Association.
  9. repec:cup:judgdm:v:4:y:2009:i:1:p:51-63 is not listed on IDEAS
  10. Archishman Chakraborty & Rick Harbaugh, 2014. "Persuasive Puffery," Marketing Science, INFORMS, vol. 33(3), pages 382-400, May.
    • Archishman Chakraborty & Rick Harbaugh, 2012. "Persuasive Puffery," Working Papers 2012-05, Indiana University, Kelley School of Business, Department of Business Economics and Public Policy.
  11. Bentivegna, Fernando Jucá, 2002. "Fatores de impacto no sucesso do marketing boca a boca on-line," RAE - Revista de Administração de Empresas, FGV-EAESP Escola de Administração de Empresas de São Paulo (Brazil), vol. 42(1), January.
  12. Jang, Seongsoo & Chung, Jaihak & Rao, Vithala R., 2021. "The importance of functional and emotional content in online consumer reviews for product sales: Evidence from the mobile gaming market," Journal of Business Research, Elsevier, vol. 130(C), pages 583-593.
  13. Li Yang, 2018. "More Is Less: Only Moderate Polarized Online Product Reviews can Affect Sales," International Journal of Business and Management, Canadian Center of Science and Education, vol. 13(4), pages 192-192, March.
  14. Xu, Xianying & Huang, Yinghua, 2019. "Restaurant information cues, Diners’ expectations, and need for cognition: Experimental studies of online-to-offline mobile food ordering," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 231-241.
  15. Monahan, Lisa & Espinosa, Jennifer A. & Langenderfer, Jeff & Ortinau, David J., 2023. "Did you hear our brand is hated? The unexpected upside of hate-acknowledging advertising for polarizing brands," Journal of Business Research, Elsevier, vol. 154(C).
  16. Kerton, Robert R. & Bodwell, Richard W., 1995. "Quality, Choice, and the Economics of Concealment: The Marketing of Lemons," Working Papers 9510, University of Waterloo, Department of Economics.
  17. Zhanfei Lei & Dezhi Yin & Han Zhang, 2021. "Focus Within or On Others: The Impact of Reviewers’ Attentional Focus on Review Helpfulness," Information Systems Research, INFORMS, vol. 32(3), pages 801-819, September.
  18. Rohit Aggarwal & Vishal Midha & Nicholas Sullivan, 2024. "Effect of Online Professional Network Recommendations on the Likelihood of an Interview: A Field Study," Information Systems Research, INFORMS, vol. 35(1), pages 104-119, March.
  19. Ray, Arghya & Bala, Pradip Kumar & Rana, Nripendra P., 2021. "Exploring the drivers of customers’ brand attitudes of online travel agency services: A text-mining based approach," Journal of Business Research, Elsevier, vol. 128(C), pages 391-404.
  20. Han-Kuang Tien & Yueh-Hsia Huang & Siao-Yun Wei & Yung-Yen Chen & Tyng-Bin Ger & Yen-Lin Kuo, 2022. "One-Sided Advertising: How Does It Overcome Consumer Resistance?," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 14(1), pages 1-46, December.
  21. Kim, Jungkeun & Giroux, Marilyn & Kim, Jae-Eun & Choi, Yung Kyun & Gonzalez-Jimenez, Hector & Lee, Jacob C. & Park, Jooyoung & Jang, Seongsoo & (Sam) Kim, Seongseop, 2021. "The moderating role of childhood socioeconomic status on the impact of nudging on the perceived threat of coronavirus and stockpiling intention," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
  22. Rohit Aggarwal & Vishal Midha & Nicholas Sullivan, 2024. "The Effect of Gender Expectations and Physical Attractiveness on Discussion of Weakness in Online Professional Recommendations," Information Systems Research, INFORMS, vol. 35(1), pages 87-103, March.
  23. Melby Karina Zuniga Huertas & Tarcisio Duarte Coelho, 2019. "The Interaction Effect of Type of Message X YouTuber’s Media Metrics on Customers’ Responses and the Moderation of Conformity Intention," Future Internet, MDPI, vol. 11(6), pages 1-17, June.
  24. Sanjana Brijball Parumasur & Nabendra Parumasur, 2016. "Scale Development, Validation and Use of Structural Equation Modelling to Test the Impact of Consumer Confidence and Persuasibility on Dissonance," Journal of Economics and Behavioral Studies, AMH International, vol. 8(1), pages 58-68.
  25. Avagyan, Vardan & Camacho, Nuno & Van der Stede, Wim A. & Stremersch, Stefan, 2022. "Financial projections in innovation selection: the role of scenario presentation, expertise, and risk," LSE Research Online Documents on Economics 112474, London School of Economics and Political Science, LSE Library.
  26. Parhankangas, Annaleena & Ehrlich, Michael, 2014. "How entrepreneurs seduce business angels: An impression management approach," Journal of Business Venturing, Elsevier, vol. 29(4), pages 543-564.
  27. Lorenz Graf-Vlachy & Tarun Goyal & Yannick Ouardi & Andreas König, 2021. "Reviews Left and Right: The Link Between Reviewers’ Political Ideology and Online Review Language," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 63(4), pages 403-417, August.
  28. Dmitry A. Shapiro & Jaesun Lee, 2022. "Revealing Negative Information in Monopoly and Duopoly Settings: Experimental Analysis," Korean Economic Review, Korean Economic Association, vol. 38, pages 167-205.
  29. Shuili Du & Edward Vieira, 2012. "Striving for Legitimacy Through Corporate Social Responsibility: Insights from Oil Companies," Journal of Business Ethics, Springer, vol. 110(4), pages 413-427, November.
  30. Verma, Deepak & Prakash Dewani, Prem & Behl, Abhishek & Pereira, Vijay & Dwivedi, Yogesh & Del Giudice, Manilo, 2023. "A meta-analysis of antecedents and consequences of eWOM credibility: Investigation of moderating role of culture and platform type," Journal of Business Research, Elsevier, vol. 154(C).
  31. Verena Hüttl-Maack & Doreén Pick & Heribert Gierl, 2019. "Handle with care! How majority cues can reduce the negative effects of warnings of foreseeable product failures," Review of Managerial Science, Springer, vol. 13(4), pages 689-723, August.
  32. Jonas Müller & Michael Schade & Christoph Burmann, 2023. "Should Brands Talk about Environmental Sustainability Aspects That “Really Hurt”? Exploring the Consequences of Disclosing Highly Relevant Negative CSR Information," Sustainability, MDPI, vol. 15(22), pages 1-14, November.
  33. Ryan T. Wright & Matthew L. Jensen & Jason Bennett Thatcher & Michael Dinger & Kent Marett, 2014. "Research Note ---Influence Techniques in Phishing Attacks: An Examination of Vulnerability and Resistance," Information Systems Research, INFORMS, vol. 25(2), pages 385-400, June.
  34. Alisa Frik & Luigi Mittone, 2016. "Factors Influencing the Perceived Websites' Privacy Trustworthiness and Users' Purchase Intentions," CEEL Working Papers 1609, Cognitive and Experimental Economics Laboratory, Department of Economics, University of Trento, Italia.
  35. Jahn, Johannes & Brühl, Rolf, 2019. "Can bad news be good? On the positive and negative effects of including moderately negative information in CSR disclosures," Journal of Business Research, Elsevier, vol. 97(C), pages 117-128.
  36. Uribe, Rodrigo & Buzeta, Cristian & Velásquez, Milenka, 2016. "Sidedness, commercial intent and expertise in blog advertising," Journal of Business Research, Elsevier, vol. 69(10), pages 4403-4410.
  37. Harrison-Walker, L. Jean & Jiang, Ying, 2023. "Suspicion of online product reviews as fake: Cues and consequences," Journal of Business Research, Elsevier, vol. 160(C).
  38. Wu, Xiaoyue & Jin, Liyin & Xu, Qian, 2021. "Expertise Makes Perfect: How the Variance of a Reviewer's Historical Ratings Influences the Persuasiveness of Online Reviews," Journal of Retailing, Elsevier, vol. 97(2), pages 238-250.
  39. Marc van Buiten & Gideon Keren, 2009. "Speakers' choice of frame in binary choice: Effects of recommendation mode and option attractiveness," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 4(1), pages 51-63, February.
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