Evoking the Imagination as a Strategy of Influence
By Petia K. Petrova, Robert B. Cialdini. 2008
106 citations recorded by the source corpus.
Subfields: Experimental and Cognitive Psychology, Literature and Literary Theory
View Paper: https://www.semanticscholar.org/paper/61ef2f12b9a55ee3b3c4871fe5d56c1a8833b7d5
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In Experimental and Cognitive Psychology
In Literature and Literary Theory
Citations in the corpus
- The 'Visual Depiction Effect' in Advertising: Facilitating Embodied Mental Simulation Through Product Orientation (2012, unknown): “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).”
- Why Narrative Ads Work: An Integrated Process Explanation (2017, background): “Narrative ads that involve vivid images and details are the ones that are most likely to prompt mental simulation in the viewer (e.g., Escalas 2004a; Petrova and Cialdini 2008).”
- “As if It Were Mine”: Imagery Works by Inducing Psychological Ownership (2015, unknown): “Previous research has convincingly documented that processing information via mental imagery can favorably influence consumer responses to marketing communication (Petrova and Cialdini, 2008).”