Ideals and Oughts and the Reliance of Affect Versus Substance in Persuasion

By Michel Tuan Pham, T. Avnet. 2004

623 citations recorded by the source corpus.

Subfields: Applied Psychology, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/209c7045d1f23b2f012fb33142ff24d7a164cf36

How researchers see this paper

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

In Applied Psychology

In Marketing

In Sociology and Political Science

Citations in the corpus

Two minds, three ways: dual system and dual process models in consumer psychology (2012, background): “Research suggests that promotion focus is associated with S1 and prevention focus with S2 at different stages of the consumer decision making process (Pham and Higgins 2005), including the evaluation of marketing messages (Pham and Avnet 2004), product evaluations (Pham and Avnet 2009), and actual c”
When and why do implicit measures predict behaviour? Empirical evidence for the moderating role of opportunity, motivation, and process reliance (2008, background): “Nor does it go along with differences in mood (Pham & Avnet, 2004).”
Feelings, Fit, and Funny Effects: A Situated Cognition Perspective (2006, background): “First, their experimental data indicate that people are more likely to rely on their affective responses to the target of judgment as a source of information under a promotion orientation than under a prevention one, consistent with the different information-processing strategies elicited by differe”
The Fit of Thinking Style and Situation: New Measures of Situation-Specific Experiential and Rational Cognition (2009, background): “Consumers with a prevention focus are more likely to rely on substantive and factual information than consumers with a promotion focus (Pham and Avnet, 2004).”
Understanding Impulsive Eaters' Choice Behaviors: The Motivational Influences of Regulatory Focus (2007, background): “For example, recent research on cultural differences in impulsive consumption has found that the relationship between chronic buying impulsiveness and actual impulse buying behavior is stronger for people from individualist cultures (e.g., United States) than for people from collectivist cultures…”
MAPping the Frontiers: Theoretical Advances in Consumer Research on Memory, Affect, and Persuasion (2006, methodology): “Recently, Pham et al. (2001) used a continuous dial-turning instrument (DTI) to assess real-time affect.”
Rethinking Regulatory Engagement Theory (2009, neutral): “As early investigators of these two theories' implications for consumer judgment and decision making (Avnet and Laufer, 2008; Pham and Avnet, 2004; Zhou and Pham, 2004) — sometimes as Higgins co-authors (Avnet and Higgins, 2003, 2006; Pham and Higgins, 2005) — it is an honor to comment on Higgins's…”
The Role of Regulatory Focus in the Experience and Self-Control of Desire for Temptations (2006, background): “Pham and Avnet's (2004) research supported such an expectation by showing that promotion focused consumers give more weight to positive affective cues, whereas prevention focused consumers attend more to substantive information.”
When does electronic word-of-mouth matter? A study of consumer product reviews☆ (2010, methodology): “To measure participants' perception of the review persuasiveness, the authors use four 7-point semantic differential scales anchored by persuasive/not persuasive, convincing/unconvincing, important to me/not important to me, and helpful/not helpful (adapted from Burton and Lichtenstein, 1988; Mitche”
Vigilant against Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knowledge (2007, methodology): “Moreover, although the notion that regulatory focus entails differences in direction rather than depth of processing is similar to that of Pham and Avnet (2004), our process is different from that of Pham and Avnet, who observed that promotion-focused people are more likely to base judgments on…”