Robert E Burnkrant
Biographic Data
| ID | 213710 |
|---|---|
| NAME | Robert E Burnkrant |
| GIVEN NAMES | Robert E |
| FAMILY NAME | Burnkrant |
| SIGNATURE | BURNKRANT R E |
| AFFILIATIONS | The Ohio State University |
| VERIFIED | No |
| TOTAL WORKS | 15 |
| TOTAL CITATIONS | 127 |
| AUTHOR COUNT | 15 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1975 |
| LATEST PUBLICATION YEAR | 2009 |
| H-INDEX | 7 |
Consumer Evaluations of Hybrid Products
This article examines how consumers evaluate hybrid products. Hybrid products possess features of more than one category and hence may be categorized into alternative categories. We combine two different streams of literature—traditional categorization and psycholinguistics—to demonstrate how beliefs about two different categories can be elicited for a hybrid product using a priming approach. We also find that relative category knowledge can mode…
Answering Questions about Questions: A Persuasion Knowledge Perspective for Understanding the Effects of Rhetorical Questions
Past research is not clear on the process by which rhetorical questions influence persuasion (i.e., increased focus on message arguments vs. on the persuasion agent). Based on recent theories of persuasion knowledge and rhetorical figures in advertising, our model delineates conditions under which rhetoricals are likely to enhance argument elaboration (low salience of the rhetorical) and those under which they are likely to direct attention on th…
Consumer Response to Negative Publicity: The Moderating Role of Commitment
Even though negative information about brands and companies is widely prevalent in the marketplace, except for case studies, there has been no systematic investigation of how consumers process negative information about the brands they like and use. In the three studies in this research, the authors attempt to bridge this gap. The findings of the first and second studies provide a theoretical framework for understanding how consumers process nega…
Effects of Self-Referencing on Persuasion
Two experiments manipulate self-referencing by varying copy writing strategy. It is found that increasing self-referencing increases message elaboration and can increase persuasion when message arguments are strong. However, when self-referencing is increased in the presence of other variables that also enhance elaboration, the favorable effect of self-referencing on persuasion is moderated or reversed. A two-factor explanation is employed to gen…
Effects of Presentation Order and Communication Modality on Recall and Attitude
Previous consumer research has attributed differences in persuasion between communication modes (e.g., audio vs. print) to differences in the audience's control over the pace of argument presentation. It is argued in this article that communication modes also differ in the extent to which argument order is an important determinant of persuasion. The results of two studies show that, while order of argument presentation affects persuasion with aud…
The structure and antecedents of the normative and attitudinal components of Fishbein's theory of reasoned action
Attitude organization and the attitude-behavior relation: A reply to Dillon and Kumar
Attitude organization and the attitude-behavior relation: A reply to Dillon and Kumar
Effects of the use of introductory rhetorical questions versus statements on information processing
Effects of the use of introductory rhetorical questions versus statements on information processing
Attitude organization and the attitude-behavior relationship
Attitude organization and the attitude–behavior relationship
Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach
Attribution theory is used to develop a new approach to interpersonal influence. As a first step in investigating this approach, an experiment explores how people infer personal dispositions from observing a consumer's behavior. The results illustrate the value of the attribution approach but suggest the need for extending existing attribution theory
A Motivational Model of Information Processing Intensity
Journal Article A Motivational Model of Information Processing Intensity Get access Robert E. Burnkrant Robert E. Burnkrant Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 3, Issue 1, June 1976, Pages 21–30, https://doi.org/10.1086/208647 Published: 01 June 1976
Informational and Normative Social Influence in Buyer Behavior
An experiment was conducted to clarify the nature of the influence active in most prior marketing research on the social influence process. Experimental subjects were exposed to evaluations of coffee which were attributed to either a similar or dissimilar source. These evaluations were high in uniformity, low in uniformity or of unknown uniformity. Subjects then tasted and evaluated the coffee. The subjects' evaluations were made either under a v…
Informational and Normative Social Influence in Buyer Behavior
An experiment was conducted to clarify the nature of the influence active in most prior marketing research on the social influence process. Experimental subjects were exposed to evaluations of coffee which were attributed to either a similar or dissimilar source. These evaluations were high in uniformity, low in uniformity or of unknown uniformity. Subjects then tasted and evaluated the coffee. The subjects' evaluations were made either under a v…
Attitude organization and the attitude–behavior relationship
Effects of Self-Referencing on Persuasion
Two experiments manipulate self-referencing by varying copy writing strategy. It is found that increasing self-referencing increases message elaboration and can increase persuasion when message arguments are strong. However, when self-referencing is increased in the presence of other variables that also enhance elaboration, the favorable effect of self-referencing on persuasion is moderated or reversed. A two-factor explanation is employed to gen…
Effects of the use of introductory rhetorical questions versus statements on information processing
Consumer Evaluations of Hybrid Products
This article examines how consumers evaluate hybrid products. Hybrid products possess features of more than one category and hence may be categorized into alternative categories. We combine two different streams of literature—traditional categorization and psycholinguistics—to demonstrate how beliefs about two different categories can be elicited for a hybrid product using a priming approach. We also find that relative category knowledge can mode…
Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach
Attribution theory is used to develop a new approach to interpersonal influence. As a first step in investigating this approach, an experiment explores how people infer personal dispositions from observing a consumer's behavior. The results illustrate the value of the attribution approach but suggest the need for extending existing attribution theory
Answering Questions about Questions: A Persuasion Knowledge Perspective for Understanding the Effects of Rhetorical Questions
Past research is not clear on the process by which rhetorical questions influence persuasion (i.e., increased focus on message arguments vs. on the persuasion agent). Based on recent theories of persuasion knowledge and rhetorical figures in advertising, our model delineates conditions under which rhetoricals are likely to enhance argument elaboration (low salience of the rhetorical) and those under which they are likely to direct attention on th…
Effects of Presentation Order and Communication Modality on Recall and Attitude
Previous consumer research has attributed differences in persuasion between communication modes (e.g., audio vs. print) to differences in the audience's control over the pace of argument presentation. It is argued in this article that communication modes also differ in the extent to which argument order is an important determinant of persuasion. The results of two studies show that, while order of argument presentation affects persuasion with aud…
Attitude organization and the attitude-behavior relation: A reply to Dillon and Kumar
A Motivational Model of Information Processing Intensity
Journal Article A Motivational Model of Information Processing Intensity Get access Robert E. Burnkrant Robert E. Burnkrant Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 3, Issue 1, June 1976, Pages 21–30, https://doi.org/10.1086/208647 Published: 01 June 1976
The structure and antecedents of the normative and attitudinal components of Fishbein's theory of reasoned action
Effects of the use of introductory rhetorical questions versus statements on information processing
Attitude organization and the attitude-behavior relationship
Informational and Normative Social Influence in Buyer Behavior
An experiment was conducted to clarify the nature of the influence active in most prior marketing research on the social influence process. Experimental subjects were exposed to evaluations of coffee which were attributed to either a similar or dissimilar source. These evaluations were high in uniformity, low in uniformity or of unknown uniformity. Subjects then tasted and evaluated the coffee. The subjects' evaluations were made either under a v…
A Motivational Model of Information Processing Intensity
Journal Article A Motivational Model of Information Processing Intensity Get access Robert E. Burnkrant Robert E. Burnkrant Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 3, Issue 1, June 1976, Pages 21–30, https://doi.org/10.1086/208647 Published: 01 June 1976
Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach
Attribution theory is used to develop a new approach to interpersonal influence. As a first step in investigating this approach, an experiment explores how people infer personal dispositions from observing a consumer's behavior. The results illustrate the value of the attribution approach but suggest the need for extending existing attribution theory
Attitude organization and the attitude-behavior relationship
Attitude organization and the attitude–behavior relationship
Effects of the use of introductory rhetorical questions versus statements on information processing
Effects of the use of introductory rhetorical questions versus statements on information processing
Attitude organization and the attitude-behavior relation: A reply to Dillon and Kumar
Attitude organization and the attitude-behavior relation: A reply to Dillon and Kumar
The structure and antecedents of the normative and attitudinal components of Fishbein's theory of reasoned action
Effects of Presentation Order and Communication Modality on Recall and Attitude
Previous consumer research has attributed differences in persuasion between communication modes (e.g., audio vs. print) to differences in the audience's control over the pace of argument presentation. It is argued in this article that communication modes also differ in the extent to which argument order is an important determinant of persuasion. The results of two studies show that, while order of argument presentation affects persuasion with aud…
Effects of Self-Referencing on Persuasion
Two experiments manipulate self-referencing by varying copy writing strategy. It is found that increasing self-referencing increases message elaboration and can increase persuasion when message arguments are strong. However, when self-referencing is increased in the presence of other variables that also enhance elaboration, the favorable effect of self-referencing on persuasion is moderated or reversed. A two-factor explanation is employed to gen…
Consumer Response to Negative Publicity: The Moderating Role of Commitment
Even though negative information about brands and companies is widely prevalent in the marketplace, except for case studies, there has been no systematic investigation of how consumers process negative information about the brands they like and use. In the three studies in this research, the authors attempt to bridge this gap. The findings of the first and second studies provide a theoretical framework for understanding how consumers process nega…
Answering Questions about Questions: A Persuasion Knowledge Perspective for Understanding the Effects of Rhetorical Questions
Past research is not clear on the process by which rhetorical questions influence persuasion (i.e., increased focus on message arguments vs. on the persuasion agent). Based on recent theories of persuasion knowledge and rhetorical figures in advertising, our model delineates conditions under which rhetoricals are likely to enhance argument elaboration (low salience of the rhetorical) and those under which they are likely to direct attention on th…
Consumer Evaluations of Hybrid Products
This article examines how consumers evaluate hybrid products. Hybrid products possess features of more than one category and hence may be categorized into alternative categories. We combine two different streams of literature—traditional categorization and psycholinguistics—to demonstrate how beliefs about two different categories can be elicited for a hybrid product using a priming approach. We also find that relative category knowledge can mode…
Psychology (15 works) · Social Psychology (12 works) · Cognitive psychology (7 works) · Social Psychology (6 works) · Computer Science (5 works) · Social and Intergroup Psychology (5 works) · Consumer Behavior in Brand Consumption and Identification (4 works) · Artificial Intelligence (3 works) · Artificial Intelligence (3 works) · Attitude (3 works)