Self‐Validation of Cognitive Responses to Advertisements

By P. Briñol, Richard E. Petty, Zakary L. Tormala. 2004

290 citations recorded by the source corpus.

Subfields: Experimental and Cognitive Psychology, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/e3850389e28036f70d926d343688c895704333e2

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In Experimental and Cognitive Psychology

In Marketing

In Sociology and Political Science

Citations in the corpus

The Impact of Social Media Influencers on Purchase Intention and the Mediation Effect of Customer Attitude (2017, unknown): “Source credibility is credited with improving consumer attitudes (Brinol et al. 2004), leading to an increase in product purchase intentions (Harmon and Coney 1982).”
Source factors in persuasion: A self-validation approach (2009, background): “Consistent with this idea, Briñol et al. (2004) found that thought confidence explained source credibility effects among high but not low need for cognition (NC; Cacioppo & Petty, 1982) individuals.”
MULTIPLE ROLES FOR SOURCE CREDIBILITY UNDER HIGH ELABORATION: IT'S ALL IN THE TIMING (2007, background): “However, to permit self–validation effects to occur, there must be a general pattern of thoughts in one direction or another (Briñol et al., 2004).”
Power and consumer behavior: How power shapes who and what consumers value (2012, background): “For example, Briñol et al. (2007) find that increasing one's level of power can produce a feeling of confidence in people (see also Anderson & Galinsky, 2006; Magee, Milliken, & Lurie, 2010).”
EFFECTS OF INTERACTIVITY IN A WEB SITE: The Moderating Effect of Need for Cognition (2005, background): “Based on the persuasion literature (Briñol, Petty, and Tormala 2004; Mackenzie, Lutz, and Belch 1986) and on previous work on the effects of interactivity (Schlosser 2003), different predictors (Web site attitudes, valence of product processing, and interactivity) were entered into a hierarchical…”
A Review and Conceptual Framework for Understanding Personalized Matching Effects in Persuasion (2020, unknown): “…about an advertisement for a household cleaner were validated (i.e., they learned the ad had come from a trustworthy government source) versus invalidated (i.e., they learned the ad had come from an untrustworthy company) reported more positive attitudes toward the product (Bri~nol et al., 2004).”
When credibility attacks: The reverse impact of source credibility on persuasion (2006, methodology): “Furthermore, as predicted by the self-validation hypothesis, Briñol et al. (2004) found that the thought conWdence mechanism for source eVects is conWned to high elaboration, or high thought, instances.”
“Alexa, order me a pizza!”: The mediating role of psychological power in the consumer–voice assistant interaction (2021, background): “search exploring the complexity of power has conceptually separated the construct from others, including confidence, uncertainty, mood, and freedom (Anderson & Galinsky, 2006; Briñol et al., 2004; Rucker et al., 2011).”
What's in a frame anyway?: A meta-cognitive analysis of the impact of one versus two sided message framing on attitude certainty (2008, background): “Prior research on meta-cognitive processes in persuasion has focused on people's perceptions of their own thoughts or thought processes (Alba & Hutchinson, 2000; Briñol et al., 2004; Petty, Briñol, & Tormala, 2002; Rucker & Petty, 2004; Wright, 2002).”
Accessibility-Diagnosticity and the Multiple Pathway Anchoring and Adjustment Model (2006, background): “…has been shown to affect the strength of attitudebehavior links (Smith and Swinyard 1983), and thought confidence has been shown to affect the correlation between the valence of cognitive responses and overall attitudes as well as resistance to persuasion (Brin˜ol, Petty, and Tormala 2004).”
PERSUASION: INSIGHTS FROM THE SELF VALIDATION HYPOTHESIS (2009, background): “In an initial demonstration of this possibility, Briñol et al. (2004) exposed participants to strong arguments in favor of the benefits of phosphate detergents.”
The Effect of Brand Credibility on Consumers’ Brand Purchase Intention in Emerging Economies: The Moderating Role of Brand Awareness and Brand Image (2010, background): “Prior source credibility research indicates a positive relationship between source credibility and consumers’ attitudes toward the source ( Brinol, Petty, & Tormala, 2004 ).”
Source Credibility and Attitude Certainty: A Metacognitive Analysis of Resistance to Persuasion (2004, background): “…thoughts that come to mind (Chaiken & Maheswaran, 1994), affecting the confidence people have in their individual thoughts or cognitive responses (Briñol et al., 2004), or being evaluated as a piece of evidence relevant to the central merits of the issue under consideration (Kruglanski &…”