Self-Referencing and Persuasion: Narrative Transportation versus Analytical Elaboration

By Jennifer Edson Escalas. 2007

695 citations recorded by the source corpus.

Subfields: Gender Studies, Literature and Literary Theory, Social Psychology

View Paper: https://www.semanticscholar.org/paper/d9c8bafb4769485e5939548edecb0637bec12cca

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Citations in the corpus

In stories we trust: How narrative apologies provide cover for competitive vulnerability after integrity-violating blog posts (2010, neutral): “Whereas Ferrin et al. (2007) and Kim et al. (2004) find that an analytical denial restores integrity perceptions because the response conveys a lack of guilt, we believe that a narrative apology's restoration effect results from the high level of transportation into the narrative world evoked by thi”
Evoking the Imagination as a Strategy of Influence (2008, background): “Imagery may infl uence product evaluations through a similar mechanism, by transporting consumers into a distant reality and reducing their attention to the favorability of the product information (Escalas, 2004, 2007).”
Under the Influence: Social Media Influencers’ Impact on Response to Corporate Reputation Advertising (2021, background): “For example, Deighton, Romer, and McQueen (1989) and Escalas (2007) have suggested that narratives are inherently more entertaining and enjoyable forms of communication compared to nonnarratives, which essentially help draw viewers’ attention to the message and make it more memorable.”
Easier is not always better: The moderating role of processing type on preference fluency (2010, background): “When a person thinks in the form of a story, he or she may be " transported " by the narrative, thus enhancing persuasion without increasing analytical evaluation of the message arguments or attribute tradeoffs (Escalas, 2007).”
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 ).”
Social Media Brand Community and Consumer Behavior: Quantifying the Relative Impact of User- and Marketer-Generated Content (2013, background): “Specifically, over the years, consumers have developed a general tendency to disbelieve or be skeptical toward marketing messages (Escalas 2007).”
The Influence of Place Attachment, Ad-Evoked Positive Affect, and Motivation on Intention to Visit: Imagination Proclivity as a Moderator (2020, background): “The narrative transportation theory addresses individuals’ perception of immersion into the imaginary narrative setting, resulting in a perceptual change (Escalas 2006).”
How to Measure Persuasion Knowledge (2015, background): “Ad Skepticism, despite the conceptual difference, has been employed to measure dispositional persuasion knowledge due to its conceptual similarity of inferring manipulative intent (e.g., Escalas 2007).”
You are who you watch: Identification and transportation effects on temporary self-concept (2010, background): “Individuals who are transported are more likely to process the messages of the narrative via peripheral route processing (Escalas, 2007), with fewer negative cognitive responses and greater affective response (Green, Chatham, & Sestir, 2010).”
How stories generate consumer engagement: An exploratory study (2019, background): “Further, the study participates in self-generated narrative understanding (Escalas, 2007), showing how specific story elements, namely characters, together with the identified themes, enable a self-disclosure process, which fosters rich discussions and leads to a higher level of participation.”