IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v69y2016i9p3251-3260.html
   My bibliography  Save this article

Consumer response to health product communication: The role of perceived product efficacy

Author

Listed:
  • Chen, Ming-Yi

Abstract

This study investigates the persuasiveness effectiveness of the interplay effects of message framing, self-construal, and temporal construal (or construal level) on product attitudes, perceived product efficacy, and behavioral intention. The results indicate that for independent-self individuals, gain-framed messages raise more positive product attitudes, product efficacy, and behavioral intention than loss-framed messages when the temporal construal is distant or construal level is abstract. For interdependent-self individuals, loss-framed and mixed-framed messages raise more positive product attitudes, product efficacy, and behavioral intention than gain-framed messages. Interdependent-self individuals respond with more positive attitudes, product efficacy, and behavioral intention toward mixed-framed messages than independent-self individuals. Furthermore, the perceived product efficacy mediates the interaction between message framing, temporal construal, and self-construal for predicting behavioral intention. A match (vs. mismatch) between the message and temporal construal of an advertisement and the self-view of the recipient leads to systematic changes in advertisement effectiveness.

Suggested Citation

  • Chen, Ming-Yi, 2016. "Consumer response to health product communication: The role of perceived product efficacy," Journal of Business Research, Elsevier, vol. 69(9), pages 3251-3260.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:9:p:3251-3260
    DOI: 10.1016/j.jbusres.2016.02.024
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296316000953
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2016.02.024?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Lee, Angela Y. & Aaker, Jennifer L. & Gardner, Wendi L., 2000. "The Pleasures and Pains of Distinct Self-Construals: The Role of Interdependence in Regulatory Focus," Research Papers 1577r, Stanford University, Graduate School of Business.
    2. Ajzen, Icek, 1991. "The theory of planned behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 179-211, December.
    3. Fitzsimons, Gavan J & Shiv, Baba, 2001. "Nonconscious and Contaminative Effects of Hypothetical Questions on Subsequent Decision Making," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(2), pages 224-238, September.
    4. Briley, Donnel A & Wyer, Robert S, Jr, 2002. "The Effect of Group Membership Salience on the Avoidance of Negative Outcomes: Implications for Social and Consumer Decisions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 29(3), pages 400-415, December.
    5. Angela Y. Lee & Punam Anand Keller & Brian Sternthal, 2010. "Value from Regulatory Construal Fit: The Persuasive Impact of Fit between Consumer Goals and Message Concreteness," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(5), pages 735-747, February.
    6. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    7. Aaker, Jennifer L & Lee, Angela Y, 2001. ""I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 33-49, June.
    8. Gerri Spassova & Angela Y. Lee, 2013. "Looking into the Future: A Match between Self-View and Temporal Distance," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 40(1), pages 159-171.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Junzhou Zhang & Yuping Liu-Thompkins, 2024. "Personalized email marketing in loyalty programs: The role of multidimensional construal levels," Journal of the Academy of Marketing Science, Springer, vol. 52(1), pages 196-216, January.
    2. Kareklas, Ioannis & Muehling, Darrel D. & King, Skyler, 2019. "The effect of color and self-view priming in persuasive communications," Journal of Business Research, Elsevier, vol. 98(C), pages 33-49.
    3. Jia Wang & Yangli Gu & Haohang Xin & Xiaomei Wang, 2022. "Influence of Appeal Type and Message Framing on Residents’ Intent to Engage in Pro-Environmental Behavior," IJERPH, MDPI, vol. 19(23), pages 1-27, November.
    4. Hongsha Wang & Qihui Chen & Bhagyashree Katare, 2023. "Nudging Chinese consumers to embrace sustainable milk consumption: How should information be provided?," Agribusiness, John Wiley & Sons, Ltd., vol. 39(S1), pages 1512-1534, December.
    5. Hee Sun Park & Ezgi Ulusoy & Soe Yoon Choi & Hye Eun Lee, 2020. "Temporal Distance and Descriptive Norms on Environmental Behaviors: A Cross-Cultural Examination of Construal-Level Theory," SAGE Open, , vol. 10(1), pages 21582440209, March.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kareklas, Ioannis & Muehling, Darrel D. & King, Skyler, 2019. "The effect of color and self-view priming in persuasive communications," Journal of Business Research, Elsevier, vol. 98(C), pages 33-49.
    2. Ku, Hsuan-Hsuan & Shang, Rong-An & Fu, Yi-Fan, 2021. "Social learning effects of complaint handling on social media: Self-construal as a moderator," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    3. Xin Liu, 2019. "The Role of Enterprise Risk Management in Sustainable Decision-Making: A Cross-Cultural Comparison," Sustainability, MDPI, vol. 11(10), pages 1-15, May.
    4. Haipeng (Allan) Chen & Woojin Choi & Yan (Lucy) Liu & Haoying Sun & Fu Liu, 2021. "More or Less? Consumer Goal Orientation and Product Choice," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 8(1), pages 16-26, June.
    5. Sun, Jin & Keh, Hean Tat & Lee, Angela Y., 2019. "Shaping consumer preference using alignable attributes: The roles of regulatory orientation and construal level," International Journal of Research in Marketing, Elsevier, vol. 36(1), pages 151-168.
    6. Eun-Ho Kim & Dongho Yoo & Sun-Jae Doh, 2021. "Self-construal on brand fan pages: the mediating effect of para-social interaction and consumer engagement on brand loyalty," Journal of Brand Management, Palgrave Macmillan, vol. 28(3), pages 254-271, May.
    7. Lim, Rachel Esther & Sung, Yoon Hi & Lee, Wei-Na, 2018. "Connecting with global consumers through corporate social responsibility initiatives: A cross-cultural investigation of congruence effects of attribution and communication styles," Journal of Business Research, Elsevier, vol. 88(C), pages 11-19.
    8. Beersma, Bianca & Homan, Astrid C. & Van Kleef, Gerben A. & De Dreu, Carsten K.W., 2013. "Outcome interdependence shapes the effects of prevention focus on team processes and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 121(2), pages 194-203.
    9. Lagomarsino, Maria & Lemarié, Linda & Puntiroli, Michael, 2020. "When saving the planet is worth more than avoiding destruction: The importance of message framing when speaking to egoistic individuals," Journal of Business Research, Elsevier, vol. 118(C), pages 162-176.
    10. Nosheena Yasir & Nasir Mahmood & Hafiz Shakir Mehmood & Osama Rashid & An Liren, 2021. "The Integrated Role of Personal Values and Theory of Planned Behavior to Form a Sustainable Entrepreneurial Intention," Sustainability, MDPI, vol. 13(16), pages 1-21, August.
    11. Leder, Susanne & Mannetti, Lucia & Hölzl, Erik & Kirchler, Erich, 2010. "Regulatory fit effects on perceived fiscal exchange and tax compliance," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 39(2), pages 271-277, April.
    12. Arne K. Albrecht & Gianfranco Walsh & Simon Brach & Dwayne D. Gremler & Erica Herpen, 2017. "The influence of service employees and other customers on customer unfriendliness: a social norms perspective," Journal of the Academy of Marketing Science, Springer, vol. 45(6), pages 827-847, November.
    13. Yi He & Qimei Chen & Dana L. Alden, 2016. "Time will tell: managing post-purchase changes in brand attitude," Journal of the Academy of Marketing Science, Springer, vol. 44(6), pages 791-805, November.
    14. Adams, Leen & Faseur, Tineke & Geuens, Maggie, 2010. "The Influence of the Self-Regulatory Focus on the Effectiveness of Stop-Smoking Campaigns for Young Smokers," Working Papers 2010/38, Hogeschool-Universiteit Brussel, Faculteit Economie en Management.
    15. Zaitul Zaitul & Novianti Neva & Ilona Desi, 2022. "Village-Based Tourism Performance: Tourist Satisfaction and Revisit Intention," Polish Journal of Sport and Tourism, Sciendo, vol. 29(2), pages 36-43, June.
    16. Maria Rodrigues & João F. Proença & Rita Macedo, 2023. "Determinants of the Purchase of Secondhand Products: An Approach by the Theory of Planned Behaviour," Sustainability, MDPI, vol. 15(14), pages 1-18, July.
    17. Tibert Verhagen & Daniel Bloemers, 2018. "Exploring the cognitive and affective bases of online purchase intentions: a hierarchical test across product types," Electronic Commerce Research, Springer, vol. 18(3), pages 537-561, September.
    18. Anca-Otilia Dodescu & Elena-Aurelia Botezat & Alexandru Constăngioară & Ioana-Crina Pop-Cohuţ, 2021. "A Partial Least-Square Mediation Analysis of the Contribution of Cross-Campus Entrepreneurship Education to Students’ Entrepreneurial Intentions," Sustainability, MDPI, vol. 13(16), pages 1-26, August.
    19. Meqbel M. Aliedan & Ibrahim A. Elshaer & Mansour A. Alyahya & Abu Elnasr E. Sobaih, 2022. "Influences of University Education Support on Entrepreneurship Orientation and Entrepreneurship Intention: Application of Theory of Planned Behavior," Sustainability, MDPI, vol. 14(20), pages 1-18, October.
    20. Florack, Arnd & Keller, Johannes & Palcu, Johanna, 2013. "Regulatory focus in economic contexts," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 127-137.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:69:y:2016:i:9:p:3251-3260. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.