Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion

By Amna Kirmani, Margaret C. Campbell. 2004

316 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/88f2cb44d1b46bfd767215f201e91c8a6b509f24

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Citations in the corpus

Newsfeed native advertising on Facebook: young millennials’ knowledge, pet peeves, reactance and ad avoidance (2019, background): “According to the PKM, users with conceptual persuasion knowledge are expected to engage in the benefit-risk appraisal of persuasive attempts (Kirmani and Campbell 2004).”
The Covert Advertising Recognition and Effects (CARE) model: Processes of persuasion in native advertising and other masked formats (2020, background): “Adults in their 30 s have also been shown to demonstrate a more sophisticated use of persuasion knowledge than younger adults (Kirmani and Campbell 2004).”
How to Measure Persuasion Knowledge (2015, methodology): “As a result, Kirmani and Campbell (2004) proposed a typology of target response strategy, categorizing coping strategies into ‘seeker’ strategies and ‘sentry’ strategies.”
Mixed methods designs in marketing research (2011, methodology): “Kirmani and Campbell (2004) used an exploratory design to investigate how consumers respond to influence attempts by salespeople and service personnel.”
Disentangling the Differential Roles of Warmth and Competence Judgments in Customer-Service Provider Relationships (2020, background): “Consumers with strong process-oriented goals are more likely to have stronger relational concerns as for them the intangible aspects of the service delivery, such as social functioning and the atmosphere of the interaction, are particularly important (deRuyter and Wetzels 1998; Kirmani and Campbell ”
Reducing Native Advertising Deception: Revisiting the Antecedents and Consequences of Persuasion Knowledge in Digital News Contexts (2018, background): “Although research has demonstrated that consumers can respond strategically to further their own consumption interests when confronting an influence agent (Kirmani & Campbell, 2004), recognition that one is participating in a persuasive episode must first take place.”
Consumer decision making and aging: Current knowledge and future directions (2009, background): “In the consumer arena, Kirmani and Campbell (2004) conducted in-depth interviews with consumers aged 18 to 74, and found that experienced older adults have a larger repertoire of strategies by which to resist persuasion attempts than younger adults who are inexperienced.”
Consumer Resistance: Proposal for an Integrative Framework (2007, methodology): “…2006; Giesler and Pohlmann, 2003; Giesler, 2006), brands (Klein, 2001; Holt, 2002; Dalli, Gistri and Romani, 2005), products and signs (Moisio and Askegaard, 2002; Duke, 2002), as well as marketing techniques such as advertising (Handelman, 1999; Rumbo, 2002) or sales (Kirmani and Campbell, 2004).”
Receiver responses to rewarded referrals: the motive inferences framework (2013, background): “Further, the use of shared rewards is likely to prime the receiver to perceive the referral with a more cooperative (vs. competitive) frame, in which the receiver is more likely to trust the other party (Deutsch 1960; Kirmani and Campbell 2004).”
Rethinking the Persuasion Knowledge Model: Schematic Antecedents and Associative Outcomes of Persuasion Knowledge Activation for Covert Advertising (2015, background): “However, discrepancies exist as to whether age influences the use and activation of persuasion knowledge (Kirmani and Campbell 2004; Carlson, Bearden, and Hardesty 2007).”