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Fashionable food: When the sleeper effect turns negative information into positive attitudes
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posted on 2023-06-09, 06:47 authored by Adrienne Foos, Kathleen Keeling, Debbie KeelingDebbie KeelingMarketers promoting new products online are often faced with the ubiquity of information discounting their marketing messages (e.g. critical responses). However, the counterintuitive sleeper effect posits that negative information can positively impact attitudes under certain conditions (Gruder et al. 1978). Elaborative encoding is expected to modify the sleeper effect by enhancing the persuasiveness of marketing messages accompanied by discounting cues (Mazursky and Schul 1988). The current study investigates the conditions necessary for negative information to have a positive impact on attitudes.
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Publication status
- Published
Publisher
Springer International PublishingExternal DOI
Page range
612-614Pages
842.0Book title
Ideas in marketing: finding the new and polishing the old: : proceedings of the 2013 Academy of Marketing Science (AMS) annual conferencePlace of publication
Cham, SwitzerlandISBN
9783319109503Series
Developments in marketing science: proceedings of the academy of marketing scienceDepartment affiliated with
- Business and Management Publications
Full text available
- No
Peer reviewed?
- Yes
Editors
Krzysztof KubackiLegacy Posted Date
2017-06-19Usage metrics
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