Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent

By Margaret C. Campbell, Amna Kirmani. 2000

1,357 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/2aa8b7d9dc57f52a2d56b438c9e8c1627368db0d

How researchers see this paper

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

In Marketing

1. Bartosz W. Wojdynski
2. Nathaniel J. Evans
3. E. V. van Reijmersdal
4. Sophie C. Boerman
5. Liselot Hudders
6. Michelle R. Nelson
7. Mariea Grubbs Hoy
8. Jonah A. Berger

In Organizational Behavior and Human Resource Management

1. D. Roux
2. Bartosz W. Wojdynski
3. Peeter W. J. Verlegh
4. Nathaniel J. Evans
5. Mirjam A. Tuk
6. Anna S. Mattila
7. Rik Pieters
8. F. V. Horen

In Sociology and Political Science

1. Bartosz W. Wojdynski
2. Nathaniel J. Evans
3. Sophie C. Boerman
4. E. V. van Reijmersdal
5. Liselot Hudders
6. Michelle R. Nelson
7. Mariea Grubbs Hoy
8. Darren W. Dahl

Citations in the corpus

• Receiver responses to rewarded referrals: the motive inferences framework (2013, methodology): “For example, Campbell and Kirmani (2000) showed that when consumers infer that a salesperson’s motive is selling rather than relationship building they perceive the salesperson as being less trustworthy and are less responsive to their advice.”
• Get in the Game: The Effects of Game-Product Congruity and Product Placement Proximity on Game Players’ Processing of Brands Embedded in Advergames (2013, background): “…with overt persuasive intentions are processed more in depth than peripheral placements, increasing the likelihood of generating negative connotations toward the persuasive intent of the brand placement, which could result in the formation of negative brand attitudes (Campbell and Kirmani 2000).”
• Disclosing sponsored Instagram posts: the role of material connection with the brand and message-sidedness when disclosing covert advertising (2019, background): “As explained previously, advertising literacy can be used to evaluate an influencer’s motives behind including a brand in a post (Campbell and Kirmani 2000).”
• Sex in Advertising: Gender Differences and the Role of Relationship Commitment (2009, neutral): “Past research has found that the process of judging whether a persuasive message violates ethical norms requires cognitive effort (Campbell and Kirmani 2000).”
• Development of the Persuasion Knowledge Scales of Sponsored Content (PKS-SC) (2018, background): “With 2508 cites on Google Scholar to date, the model has proven relevant in numerous contexts such as interpersonal sales (Campbell and Kirmani 2000), word-of-mouth (Hamilton, Vohs, and McGill 2014; Packard, Gershoff, and Wooten 2016), brand placement (Matthes, Schemer, and Wirth 2007; Matthes and…”
• Consumer evaluation of copycat brands: The effect of imitation type (2012, positive): “In the marketplace, consumers are likely to consult their naïve theories of persuasion knowledge when they become aware of the influence of an imitation strategy (Campbell & Kirmani, 2000; Friestad & Wright, 1994).”
• Consumer Resistance: Proposal for an Integrative Framework (2007, background): “Generally speaking, with only a few exceptions using an approach of representations in terms of persuasion (Friestad and Wright, 1994; Campbell and Kirmani, 2000; De Carlo, 2005), research on this theme has been more concerned with argumentation mechanisms, the contents of messages, and the effects ”
• Look at Me! Look at Me! Conspicuous Brand Usage, Self-Brand Connection, and Dilution (2013, background): “To protect their own self-image, they may engage in coping behaviors such as rejecting the brand user or reinterpreting the conspicuous behavior (Carver and Scheier 1990).”
• Comparing TV Ads and Advergames Targeting Children: The Impact of Persuasion Knowledge on Behavioral Responses (2013, background): “…of cognitive resources related to the interactivity of the game itself (Yuji 1996), children may be totally absorbed in the game, leaving little cognitive capacity available to recognize and process the brands in the game (Campbell and Kirmani 2000; Van Reijmersdal, Rozendaal, and Buijzen 2012a).”
• Helpful or Harmful? How Frequent Repetition Affects Perceived Statement Credibility (2013, background): “For example, recipients are more likely to recognize a persuasive attempt when they are attentive and have sufficient cognitive resources available (Campbell & Kirmani, 2000; Williams, Fitzsimons, & Block, 2004), when the communicator’s persuasive intention is explicitly communicated, or when they…”