Self‐Schema Matching and Attitude Change: Situational and Dispositional Determinants of Message Elaboration

By S. Wheeler, Richard E. Petty, George Y. Bizer. 2005

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/c32fe48694bd35471040a3dba0b0624147904ecd

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Citations in the corpus

Psychological targeting as an effective approach to digital mass persuasion (2017, background): “For example, matching computer-generated advice to participants ’ dominance level elicited higher ratings of source credibility and increased the likelihood of participants changing their initial opinions in response to the advice (2).”
We Are Not the Same as You and I: Causal Effects of Minor Language Variations on Consumers' Attitudes toward Brands (2012, background): “People process self-irrelevant information less effortfully than they process self-relevant information (Wheeler et al. 2005), and subtle language variations tend to affect consumers only under effortful processing (McQuarrie and Mick 2003).”
A Review and Conceptual Framework for Understanding Personalized Matching Effects in Persuasion (2020, background): “, goals, identities, and culture) have found that the heightened relevance of a personally matched message motivates people to elaborate (e.g., DeBono & Telesca, 1990; Dimmock et al., 2013; Fujita et al., 2008; Huntsinger, 2013; Perrachio & Meyers-Levy, 1997; See et al., 2009; Updegraff et al., 2007”
Two minds, three ways: dual system and dual process models in consumer psychology (2012, background): “Finally, when a message matches an individual’s self-schemas, he is more likely to engage in elaboration (Wheeler, Petty, and Bizer 2005).”
The Impact of Accessible Identities on the Evaluation of Global versus Local Products (2009, background): “This is because an accessible local identity will make the consumers weigh the local positioning information more heavily and favorably than an accessible global identity (Wheeler et al. 2005).”
Speaking to the mind or the heart: effects of matching hedonic versus utilitarian arguments and products (2016, methodology): “” To measure cognitive processing, we adopted the self-reported cognition measure from Wheeler et al. (2005) (four items; seven-point scale; α=0.”
Leveraging customers’ multiple identities: identity synergy as a driver of organizational identification (2012, background): “Researchers have shown that individuals’ identification with an organization leads to increased support of—and participation in—the organization (Mael and Ashforth 1992), increased customer intent to purchase products or brands (Aaker 1999; Escalas and Bettman 2003; Sirgy 1982), increased customer r”
Using a Personality-Profiling Algorithm to Investigate Political Microtargeting: Assessing the Persuasion Effects of Personality-Tailored Ads on Social Media (2020, unknown): “First, self-congruity theory in “message-personality matching” studies has almost exclusively been used in the area of commercial advertisements (e.g., Hirsh et al., 2012; Matz et al., 2017; Moon, 2002; Wheeler et al., 2005).”
A short 8-item scale for measuring consumers’ local–global identity (2012, methodology): “To shorten the 19-item scale proposed by Zhang and Khare (2009), we looked at the exploratory factor structure in their paper and selected five items with the highest factor loadings from both the global and local subscales (for a total of ten items).”
The Elaboration Likelihood Model of persuasion: Developing health promotions for sustained behavioral change. (2009, background): “, 1999; Petty, Wheeler, and Bizer, 2000), even for those who are prone to engaging in low-effort cognitive strategies (Bakker, 1999; Wheeler et al., 2005).”