Does It Pay to Shock? Reactions to Shocking and Nonshocking Advertising Content among University Students

By Darren W. Dahl, Kristina D. Frankenberger, R. Manchanda. 2003

317 citations recorded by the source corpus.

Subfields: Literature and Literary Theory, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/07439bdf382de29305d45328f5e3446fdd3621d4

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Literature and Literary Theory

1. Dolores Albarracin

In Social Psychology

1. Kellie Newstead
2. Karen Nelson-Field
3. Dolores Albarracin
4. Melanie B. Tannenbaum
5. Erica Riebe

In Sociology and Political Science

1. Kellie Newstead
2. Karen Nelson-Field
3. Dolores Albarracin
4. Melanie B. Tannenbaum
5. Erica Riebe
6. Laura Glasman

Citations in the corpus

• Appealing to fear: A Meta-Analysis of Fear Appeal Effectiveness and Theories (2015, background): “, 2009) or a primarily individualist culture (e.g., Western cultures like Australia, Canada, and the United States; Beck, 1984; Brouwers & Sorrentino, 1993; Dahl et al., 2003; Hill & Gardner, 1980; Jones & Owen, 2006; LaTour & Tanner, 2003; Lewis et al., 2010; Smart & Fejer, 1974).”
• The Emotions that Drive Viral Video (2013, background): “…that ‘norm violations’ (those considered offensive and outside acceptable behaviour) in commercial advertising rank well against measures of attention, recall and recognition (Dahl et al., 2003), little is known about the long term consequences of highly provocative negative appeals on the brand.”