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Enhancing or disrupting guilt: the role of ad credibility and perceived manipulative intent

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  • Cotte, June
  • Coulter, Robin A.
  • Moore, Melissa

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  • Cotte, June & Coulter, Robin A. & Moore, Melissa, 2005. "Enhancing or disrupting guilt: the role of ad credibility and perceived manipulative intent," Journal of Business Research, Elsevier, vol. 58(3), pages 361-368, March.
    • Handle: RePEc:eee:jbrese:v:58:y:2005:i:3:p:361-368
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    References listed on IDEAS

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    1. Bozinoff, Lorne & Ghingold, Morry, 1983. "Evaluating guilt arousing marketing communications," Journal of Business Research, Elsevier, vol. 11(2), pages 243-255, June.
    2. Friestad, Marian & Wright, Peter, 1994. "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(1), pages 1-31, June.
    3. Sternthal, Brian & Craig, C Samuel, 1974. "Fear Appeals: Revisited and Revised," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 1(3), pages 22-34, December.
    4. Scott, Linda M, 1994. "The Bridge from Text to Mind: Adapting Reader-Response Theory to Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(3), pages 461-480, December.
    5. Holbrook, Morris B & Batra, Rajeev, 1987. "Assessing the Role of Emotions as Mediators of Consumer Responses to Advertising," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(3), pages 404-420, December.
    6. Goldberg, Marvin E & Hartwick, Jon, 1990. "The Effects of Advertiser Reputation and Extremity of Advertising Claim on Advertising Effectiveness," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 172-179, September.
    7. Kover, Arthur J, 1995. "Copywriters' Implicit Theories of Communication: An Exploration," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(4), pages 596-611, March.
    8. Batra, Rajeev & Ray, Michael L, 1986. "Affective Responses Mediating Acceptance of Advertising," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(2), pages 234-249, September.
    9. Kavanoor, Sukumar & Grewal, Dhruv & Blodgett, Jeff, 1997. "Ads promoting OTC medications: The effect of ad format and credibility on beliefs, attitudes, and purchase intentions," Journal of Business Research, Elsevier, vol. 40(3), pages 219-227, November.
    10. Edell, Julie A & Burke, Marian Chapman, 1987. "The Power of Feelings in Understanding Advertising Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(3), pages 421-433, December.
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