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The Moderating Effect of Knowledge and Resources on the Persuasive Impact of Analogies

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  • Roehm, Michelle L
  • Sternthal, Brian

Abstract

Four experiments were conducted to examine the persuasive impact of new product appeals containing an analogy. An analogy highlights the similarity in the benefits offered by a familiar base product and an unfamiliar target product. This device is found to be persuasive when (a) message recipients have the ability to map attribute relations from some base category to understand the benefits of a target product, and (b) they allocate the substantial resources needed to complete this mapping. In the absence of either of these conditions, the persuasive impact of an analogy is more limited. A variety of devices, including expertise with the base product, training in how to process base information, and a positive mood, are shown to improve the comprehension of an analogy and to enhance its persuasiveness. Copyright 2001 by the University of Chicago.

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  • Roehm, Michelle L & Sternthal, Brian, 2001. "The Moderating Effect of Knowledge and Resources on the Persuasive Impact of Analogies," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(2), pages 257-272, September.
    • Handle: RePEc:oup:jconrs:v:28:y:2001:i:2:p:257-72
    DOI: 10.1086/322901
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    Cited by:

    1. Miceli, Gaetano Nino & Pieters, Rik, 2010. "Looking more or less alike: Determinants of perceived visual similarity between copycat and leading brands," Journal of Business Research, Elsevier, vol. 63(11), pages 1121-1128, November.
    2. Florence Jeannot & Eline Jongmans & Maud Dampérat, 2022. "Visual design and online shopping experiences: When expertise allows consumers to refocus on website attractiveness," Post-Print halshs-04159592, HAL.
    3. Victoria Masi Haruna, 2014. "A New Model of Green Purchase Intention and its Derivatives: Confirmatory Factor Analysis Validation of Constructs," Information Management and Business Review, AMH International, vol. 6(5), pages 261-268.
    4. Kar Yan Tam & Shuk Ying Ho, 2005. "Web Personalization as a Persuasion Strategy: An Elaboration Likelihood Model Perspective," Information Systems Research, INFORMS, vol. 16(3), pages 271-291, September.
    5. Benedikt Schnurr & Alexandra Brunner-Sperdin & Nicola E. Stokburger-Sauer, 2017. "The effect of context attractiveness on product attractiveness and product quality: the moderating role of product familiarity," Marketing Letters, Springer, vol. 28(2), pages 241-253, June.
    6. Chu, Kyounghee & Lee, Do-Hee & Kim, Ji Yoon, 2019. "The effect of verbal brand personification on consumer evaluation in advertising: Internal and external personification," Journal of Business Research, Elsevier, vol. 99(C), pages 472-480.
    7. Lado, Nora & Césaroni, Fabrizio & Maydeu Olivares, Alberto & Ho, Han Chiang, 2011. "Understanding the role of attitude components in co-branding: an application to high-tech, luxury co-branded products," INDEM - Working Paper Business Economic Series id-11-01, Instituto para el Desarrollo Empresarial (INDEM).
    8. Deborah S. Levy & Catherine Frethey‐Bentham, 2010. "The effect of context and the level of decision maker training on the perception of a property's probable sale price," Journal of Property Research, Taylor & Francis Journals, vol. 27(3), pages 247-267, July.
    9. Drechsler, Wenzel & Natter, Martin, 2011. "Do Price Charts Provided by Online Shopbots Influence Price Expectations and Purchase Timing Decisions?," Journal of Interactive Marketing, Elsevier, vol. 25(2), pages 95-109.

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