Fluency of consumption imagery and the backfire effects of imagery appeals

By Petia K. Petrova, Robert B. Cialdini. 2005

357 citations recorded by the source corpus.

Subfields: Literature and Literary Theory, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/50948fc75c6cb8234a4897a48b55116d8f1c5082

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Citations in the corpus

The 'Visual Depiction Effect' in Advertising: Facilitating Embodied Mental Simulation Through Product Orientation (2012, neutral): “The success of such appeals has been well documented within the consumer behavior literature (e.g., Bone and Ellen 1992; Gregory, Cialdini, and Carpenter 1982; MacInnis and Price 1987; McGill and Anand 1989; Petrova and Cialdini 2005, 2008).”
In Search of a Surrogate for Touch: The Effect of Haptic Imagery on Perceived Ownership (2013, background): “…studies, the participants have sometimes been instructed to close their eyes (e.g., Bone & Ellen, 1992; Keller & McGill, 1994 (Experiment 1); Petrova & Cialdini, 2005 (Study 3)), but more often no instructions regarding opening or closing eyes have been given (e.g., Dahl, Chattopadhyay, &…”
Uniting the Tribes of Fluency to Form a Metacognitive Nation (2009, neutral): “…induced less liking for the ultimate choice.5 Finally, also in the consumer choice literature, people appear to prefer travel destinations that they can imagine fluently (Petrova & Cialdini, 2005) and luxury products when they can easily imagine being successful in the future (Mandel et al., 2006).”
Imagery Fluency and Narrative Advertising Effects (2013, background): “Petrova and Cialdini (2005) suggest a similar idea, fluency of consumption imagery: they asked study participants to read a vacation ad, visualize the vacation, and then rate the ease of their visualization.”
Bridging the intention-behavior gap : Inducing implementation intentions through persuasive appeals (2011, neutral): “More specifically, previous research has shown that vivid (i.e., concrete, image-provoking) appeals can produce reliable increases in imagery processing (Fennis, Das, & Fransen, in press; Green & Brock, 2000; Keller & Block, 1997; MacInnis & Price, 1987; Petrova & Cialdini, 2005).”
The Impact of Consumption Vision and Emotion on the Tourism Consumer’s Decision Behavior (2012, background): “According to a study conducted by Petrova and Cialdini (2005), mental imagery that is vivid and clear produces stronger product preferences.”
Do pictures help? The effects of pictures and food names on menu evaluations (2017, background): “Such difficulty in turn will trigger unfavorable attitudes and behavioral outcomes (Petrova and Cialdini, 2005).”
The Boomerang Effect A Synthesis of Findings and a Preliminary Theoretical Framework (2009, background): “In some cases, advertising has resulted in a dislike for the product or service being advertised (Petrova & Cialdini, 2005).”
Images of Success and the Preference for Luxury Brands (2006, methodology): “Similarly, difficulty of imagining a consumption experience decreases the perceived likelihood of purchasing the product and product evaluations (Petrova & Cialdini, 2005).”
Evoking the Imagination as a Strategy of Influence (2008, methodology): “Importantly, these eff ects were observed despite the fact that the vivid and the nonvivid product depictions were equally persuasive in the absence of imagery appeals (Petrova & Cialdini, 2005).”