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Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion

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  • Kardes, Frank R

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  • Kardes, Frank R, 1988. "Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 225-233, September.
    • Handle: RePEc:oup:jconrs:v:15:y:1988:i:2:p:225-33
    DOI: 10.1086/209159
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    Cited by:

    1. Palmeira, Mauricio, 2020. "Advice in the presence of external cues: The impact of conflicting judgments on perceptions of expertise," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 82-96.
    2. Larceneux, Fabrice & Carpenter, Marie, 2008. "Third party labeling and the consumer decision process," HEC Research Papers Series 891, HEC Paris.
    3. Fabrice Larceneux & Florence Benoit-Moreau & Valérie Renaudin, 2012. "Why Might Organic Labels Fail to Influence Consumer Choices? Marginal Labelling and Brand Equity Effects," Journal of Consumer Policy, Springer, vol. 35(1), pages 85-104, March.
    4. Sanjeev Verma, 2009. "Do All Advertising Appeals Influence Consumer Purchase Decision," Global Business Review, International Management Institute, vol. 10(1), pages 33-43, January.
    5. Utpal M. Dholakia & Itamar Simonson, 2005. "The Effect of Explicit Reference Points on Consumer Choice and Online Bidding Behavior," Marketing Science, INFORMS, vol. 24(2), pages 206-217, October.
    6. Chebat, Jean-Charles & Charlebois, Mathieu & Gelinas-Chebat, Claire, 2001. "What makes open vs. closed conclusion advertisements more persuasive? The moderating role of prior knowledge and involvement," Journal of Business Research, Elsevier, vol. 53(2), pages 93-102, August.
    7. repec:dau:papers:123456789/12755 is not listed on IDEAS
    8. Fabrice Larceneux & Florence Benoît-Moreau & Valérie Renaudin, 2012. "Why Might Organic Labels Fail to Influence Consumer Choices? Marginal Labelling and Brand Equity Effects," Post-Print hal-00656485, HAL.
    9. M. Rodríguez-Santos & Ana González-Fernández & Miguel Cervantes-Blanco, 2013. "An analysis of the construct “involvement” in consumer behaviour," Quality & Quantity: International Journal of Methodology, Springer, vol. 47(2), pages 1105-1123, February.
    10. Martin Reimann & Raquel Castaño & Judith Zaichkowsky & Antoine Bechara, 2012. "Novel versus familiar brands: An analysis of neurophysiology, response latency, and choice," Marketing Letters, Springer, vol. 23(3), pages 745-759, September.
    11. David H. Silvera & Frank R. Kardes & Bruce E. Pfeiffer & Ashley Rae Arsena & R. Justin Goss, 2013. "Getting Consumers To Generate Their Own Ad Content: The Impact Of Imagine Instructions On Persuasion," Working Papers 0208mkt, College of Business, University of Texas at San Antonio.
    12. Sarah E. Vaala & Matthew A. Lapierre, 2014. "Marketing Genius: The Impact of Educational Claims and Cues on Parents' Reactions to Infant/Toddler DVDs," Journal of Consumer Affairs, Wiley Blackwell, vol. 48(2), pages 323-350, June.
    13. J. Burez & D. Van Den Poel, 2005. "CRM at a Pay-TV Company: Using Analytical Models to Reduce Customer Attrition by Targeted Marketing for Subscription Services," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 05/348, Ghent University, Faculty of Economics and Business Administration.
    14. Daniel J Walters & Hal E Hershfield & J Jeffrey Inman & Rebecca K Ratner, 2020. "Consumers Make Different Inferences and Choices When Product Uncertainty Is Attributed to Forgetting Rather than Ignorance [Is Memory Schematic?]," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 47(1), pages 56-78.
    15. John Kim & Kenneth York & Jeen-Su Lim, 2011. "The role of brands in recruitment: A mixed-brand strategy approach," Marketing Letters, Springer, vol. 22(2), pages 165-179, June.
    16. Lee, Dong Hwan & Olshavsky, Richard W., 1997. "Consumers' use of alternative information sources in inference generation: A replication study," Journal of Business Research, Elsevier, vol. 39(3), pages 257-269, July.
    17. Kirmani, Amna & Lee, Michelle P. & Yoon, Carolyn, 2004. "Procedural priming effects on spontaneous inference formation," Journal of Economic Psychology, Elsevier, vol. 25(6), pages 859-875, December.
    18. Mitra, Anusree, 1995. "Price cue utilization in product evaluations : The moderating role of motivation and attribute information," Journal of Business Research, Elsevier, vol. 33(3), pages 187-195, July.
    19. Omar Merlo & Andreas B. Eisingerich & Wayne D. Hoyer, 2024. "Immunizing customers against negative brand-related information," Journal of the Academy of Marketing Science, Springer, vol. 52(1), pages 140-163, January.
    20. Namhyun Um & Dong Hoo Kim, 2019. "Effects of Gay-Themed Advertising among Young Heterosexual Adults from U.S. and South Korea," Social Sciences, MDPI, vol. 8(1), pages 1-13, January.
    21. Boujena, Othman & Ulrich, Isabelle & Piris, Yolande & Chicheportiche, Laëtitia, 2021. "Using food pictorial metaphor in the advertising of non-food brands: An exploratory investigation of consumer interpretation and affective response," Journal of Retailing and Consumer Services, Elsevier, vol. 62(C).
    22. Gaia Rubera & Andrea Ordanini & David Mazursky, 2010. "Toward a contingency view of new product creativity: Assessing the interactive effects of consumers," Marketing Letters, Springer, vol. 21(2), pages 191-206, June.

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