IMAGINE YOURSELF IN THE PRODUCT : Mental Simulation, Narrative Transportation, and Persuasion

By Jennifer Edson Escalas. 2004

808 citations recorded by the source corpus.

Subfields: Gender Studies, Literature and Literary Theory, Marketing

View Paper: https://www.semanticscholar.org/paper/c00db2df2decd2416ed9ca77c2533859b0c89d35

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Citations in the corpus

Exploring How Video Digital Storytelling Builds Relationship Experiences (2016, background): “Aside from the information stored (cognitive component), the protagonist triggers an emotional connection (emotional component) (Brown et al., 2003; Escalas, 2004; Van Laer et al. 2014) that moves people to action (behavioral) (Woodside, Sood, & Miller, 2008).”
Augmenting the eye of the beholder: exploring the strategic potential of augmented reality to enhance online service experiences (2017, background): “First, with regard to embedding, research has shown that customers not only mentally picture themselves trying out an offering (e.g., Escalas 2004) but also use their immediate environment to facilitate such visualization.”
Asymmetric effects of online consumer reviews (2015, background): “Tussyadiah, et al. (2011) stated that according to the concept of mental simulation and narrative transportation (Escalas, 2004), consumer reviews that encompass identification of resemblance to past experience and of story characters are more influential in terms of increasing readers’ knowledge…”
Transportation Across Media: Repeated Exposure to Print and Film (2008, background): “Transported individuals are more likely to adopt attitudes and beliefs implied by a narrative, even a fictional narrative (Dal Cin, Zanna, & Fong, 2004; Escalas, 2004; Green, 2004; Green & Brock, 2000; Wang & Calder, 2006; see also Slater & Rouner, 2002).”
An Online Process Model of Second-Order Cultivation Effects: How Television Cultivates Materialism and Its Consequences for Life Satisfaction. (2011, background): “Also, research in consumer contexts has shown that narrative transportation is associated with more positive brand attitudes and less reliance on argument strength in forming those attitudes (Escalas, 2004).”
Narrative, transportation and advertising (2015, background): “Recognizing that mental simulations, the imitative mental representations of some event or series of events, are usually in the form of stories or narratives, Escalas (2004) considers advertising that puts the consumer ‘in the driver’s seat’ to be broadly narrative.”
Why Narrative Ads Work: An Integrated Process Explanation (2017, methodology): “It has also been shown that narrative (versus non-narrative) ads are likely to producemore positive cognitive responses and fewer negative cognitive responses (e.g., Chang 2009a, 2009b; Escalas 2004b).”
The Effectiveness of Product Placement in Video Games (2007, background): “…mental simulation, in the form of a narrative, causes people to become immersed or lost in the story (Green and Brock 2000)-applies to advertising, Escalas (2004) argues that when participants imagine themselves using a product in a narrative context, they do not distinguish between strong and…”
Transportation and Need for Affect in Narrative Persuasion: A Mediated Moderation Model (2010, result): “The idea that transportation is a general mechanism that underlies persuasion through narratives has been supported by a number of studies (Escalas, 2004, 2007; Green, 2004; Green & Brock, 2000; Mazzocco, Green, & Brock, 2007; Vaughn, Hesse, Petkova, & Trudeau, 2009).”
The Transportation Scale–Short Form (TS–SF) (2015, neutral): “Several numbers of items can be found, ranging from 14 (Appel & Richter, 2010), 13 (Richter et al., 2014), 12 (Dahlstrom, 2010, 2012), and 10 items (Dunlop, Wakefield, & Kashima, 2010), to forms of only 7 (Moyer-Guse & Nabi, 2010) or even 3 items (Escalas, 2004, 2007).”