Process versus outcome thought focus and advertising.

By Jennifer Edson Escalas, M. Luce. 2003

117 citations recorded by the source corpus.

Subfields: Applied Psychology, Literature and Literary Theory, Marketing

View Paper: https://www.semanticscholar.org/paper/a8d1035f678d92349a301d7155581d840a91ae75

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Citations in the corpus

When Mental Simulation Hinders Behavior: The Effects of Process-Oriented Thinking on Decision Difficulty and Performance (2009, unknown): “Finally, process-oriented thinking has been shown to make consumers more discerning when reacting to advertising than outcome-oriented thinking (Escalas and Luce 2003).”
Framing Goals to Influence Personal Savings: The Role of Specificity and Construal Level (2011, unknown): “In this sense, our manipulation influences the specificity of the outcome, rather than the process of reaching that outcome (Escalas and Luce 2003; Pham and Taylor 1999; Thompson, Hamilton, and Petrova 2009).”
Mental Simulation and Preference Consistency over Time: The Role of Process- versus Outcome-Focused Thoughts (2007, methodology): “Emerging research on the differences between process-focused and outcome-focused simulation (e.g., Escalas and Luce 2003, 2004; Taylor et al. 1998) may shed some light on ways to prevent inconsistent preferences.”
Evoking the Imagination as a Strategy of Influence (2008, background): “It has also been demonstrated that imagining the process of using the product can make consumers less sensitive to the strength of the arguments in the ad (Escalas & Luce, 2003, 2004).”
From imagery to intention: A dual route model of imagined contact effects (2010, background): “Consumer researchers have employed mental simulation techniques to improve attitudes and facilitate behavioural intentions towards advertised products (Escalas & Luce, 2003, 2004).”
Mental Simulation and Product Evaluation: The Affective and Cognitive Dimensions of Process versus Outcome Simulation (2011, methodology): “The majority of the studies in the mental simulation literature (Escalas and Luce 2003, 2004; Taylor et al. 1998) have consistently shown that process simulation is more successful than outcome simulation in increasing performance (Taylor et al. 1998) and behavioral intentions (Escalas and Luce…”
Self-Referencing and Persuasion: Narrative Transportation versus Analytical Elaboration (2007, background): “Argument strength was varied in the ad text (based on Escalas and Luce 2003).”