Enhancing or disrupting guilt: the role of ad credibility and perceived manipulative intent

By June Cotte, Robin A. Coulter, Melissa L. Moore. 2005

412 citations recorded by the source corpus.

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

View Paper: https://www.semanticscholar.org/paper/63e93e7d54b41dcc65d3b8904845bf6083559548

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. Margaret Duffy
2. Sukki Yoon
3. S. Das
4. Xiaozhu Li
5. Yung Kyun Choi
6. Michelle R. Nelson
7. Esther Thorson
8. K. White

In Marketing

1. K. White
2. R. Manchanda
3. Malcolm C. Smith
4. Margaret Duffy
5. Sukki Yoon
6. S. Das
7. Xiaozhu Li
8. Yung Kyun Choi

In Sociology and Political Science

1. K. White
2. Margaret Duffy
3. Sukki Yoon
4. Frank Tutzauer
5. Thomas Hugh Feeley
6. S. Das
7. Xiaozhu Li
8. Yung Kyun Choi

Citations in the corpus

• Understanding the antecedents of consumers' attitudes towards doggy bags in restaurants: Concern about food waste, culture, norms and emotions (2017, background): “Anticipated guilt, defined as “guilt that arises from contemplating a potential violation of one's own standards” (Cotte et al., 2005), seems particularly relevant in the context of restaurants.”
• Cross-Domain Effects of Guilt on Desire for Self-Improvement Products (2015, background): “Third, the studies presented here extend the broad marketing literature focusing on guilt appeals and their effectiveness (e.g., Cotte, Coulter, and Moore 2005; Coulter and Pinto 1995; Duhachek et al. 2012; Huhmann and Brotherton 1997; O’Keefe 2002) by offering a novel mechanism through which guilt…”
• Narrative Transportation and Paratextual Features of Social Media in Viral Advertising (2018, methodology): “To verify this assumption in the context of our study, we measured message credibility using three statements (believable, truthful, realistic, a D .91), on 7- point scales (1 D Strongly disagree, 7 D Strongly agree) adopted from Cotte, Coulter, and Moore (2005).”
• The Persuasive Effects of Message Framing in Organ Donation: The Mediating Role of Psychological Reactance (2007, background): “Advertisement credibility and inferences of manipulative intent were found to be negatively related (Cotte et al., 2005).”
• How to Measure Persuasion Knowledge (2015, methodology): “For example, Cotte, Coulter, and Moore (2005) used the six-item IMI scale to assess how much college students recognized advertisers’ hidden intent to make them feel guilty.”