The Effects of Argument Structure and Affective Tagging on Product Attitude Formation

Datos Bibliográficos

ID2963741
AutoresJames M Munch, Gregory W Boller, John L Swasy
Año1993
Volumen20
Número2
Páginas294
Fecha de publicación1993-09-01
Peer ReviewedSí
Open AccessNo
TipoARTICLE
RevistaJournal of Consumer Research (JOURNAL)
Identificadores de la revistaISSN: 0093-5301 • E-ISSN: 1537-5277
EditorialOxford University Press (OUP) (PUBLISHER)
DOI10.1086/209350
OpenAlexW1980184115
IdiomaEN
Citas recibidas4
Referencias citadas12

How do structural and affective elements in a persuasive message influence consumers' product beliefs and attitudes? In this article, we examine how the logical structure of arguments (provided through warrants) influences consumers' beliefs about product claims. Next, we examine how explicit statements about product claim desirability (provided through affective tag sentences) influence product attitude. Our results show that argument structure has a strong effect on consumers' beliefs. More important, our results suggest that consumers' product attitudes are based on their beliefs about product claims, but only when the desirability of those claims is made explicit

Argument (complex analysis) · Product (mathematics) · Consumer Behavior in Brand Consumption and Identification · Digital Marketing and Social Media · Mathematics · Misinformation and Its Impacts · Psychology · Social Psychology