Deborah J Macinnis
Biographic Data
| ID | 93504 |
|---|---|
| NAME | Deborah J Macinnis |
| GIVEN NAMES | Deborah J |
| FAMILY NAME | Macinnis |
| SIGNATURE | MACINNIS D J |
| AFFILIATIONS | University of Southern California |
| ORCID | 0000-0001-5868-9785 |
| VERIFIED | Yes |
| TOTAL WORKS | 16 |
| TOTAL CITATIONS | 196 |
| AUTHOR COUNT | 15 |
| EDITOR COUNT | 1 |
| FIRST PUBLICATION YEAR | 1983 |
| LATEST PUBLICATION YEAR | 2017 |
| H-INDEX | 5 |
Humanizing brands: When brands seem to be like me, part of me, and in a relationship with me
Liquid Consumption
This article introduces a new dimension of consumption as liquid or solid. Liquid consumption is defined as ephemeral, access based, and dematerialized, while solid consumption is defined as enduring, ownership based, and material. Liquid and solid consumption are conceptualized as existing on a spectrum, with four conditions leading to consumption being liquid, solid, or a combination of the two: relevance to the self, the nature of social relat…
A Framework for Conceptual Contributions in Marketing
Conceptual advances are critical to the vitality of the marketing discipline, yet recent writings suggest that conceptual advancement in the field is slowing. The author addresses this issue by developing a framework for thinking about conceptualization in marketing. A definition of conceptualization is followed by a typology of types of conceptual contributions. The types of conceptual contributions, their similarities and differences, and their…
Brand Attachment and Brand Attitude Strength: Conceptual and Empirical Differentiation of Two Critical Brand Equity Drivers
Research has not verified the theoretical or practical value of the brand attachment construct in relation to alternative constructs, particularly brand attitude strength. The authors make conceptual, measurement, and managerial contributions to this research issue. Conceptually, they define brand attachment, articulate its defining properties, and differentiate it from brand attitude strength. From a measurement perspective, they develop and val…
The Disciplinary Status of Consumer Behavior: A Sociology of Science Perspective on Key Controversies
Critics within the consumer behavior field have consistently debated three fundamental issues about the field’s defining properties and goals: (1) whether consumer behavior should be an independent discipline, (2) what is (and is not) consumer behavior, and (3) whether our field should be interdisciplinary. Taking the perspective of the sociology of science leads us to conclude that (1) consumer behavior is not an independent discipline; (2) cons…
Threats to Hope: Effects on Reasoning about Product Information
Three studies find that when individuals become less confident that what they yearn for is possible (i.e., when hope is threatened) they engage in motivated reasoning related to products that purport to enable goal attainment. Specifically, they (a) selectively search for information from a product-favorable information source, (b) regard this information as more credible, and (c) are less discriminating of low-credibility message arguments. They…
Not as Happy as I Thought I'd Be? Affective Misforecasting and Product Evaluations
We introduce the concept of affective misforecasting (AMF) and study its impact on product evaluations. Study 1 examines whether and when AMF affects evaluations, finding that AMF has an impact on evaluations when the affective experience is worse (but not when better) than forecasted. Study 2 tests a process model designed to understand how and why AMF influences evaluations. The extent of elaboration is shown to underlie the observed effects. T…
What's In and What's Out: Questions on the Boundaries of the Attitude Construct
While reasonably comprehensive in nature, Cohen and Reed's integrative attitude model may benefit from an articulation of the boundaries of the attitude construct. As evidence, the present comment focuses on the extent to which attitudes can or should account for hot affect-based brand relationships and stronger forms of behaviors consumers reveal with brands. The authors recommend that the boundary conditions of the attitude construct can be elu…
The Ties That Bind: Measuring the Strength of Consumers’ Emotional Attachments to Brands
Extant research suggests that consumers can become emotionally attached to consumption objects, including brands. However, a scale to measure the strength of consumers’ emotional attachments to brands has yet to be devised. We develop such a scale in Studies 1 and 2. Study 3 validates the scale's internal consistency and dimensional structure. Study 4 examines its convergent validity with respect to four behavioral indicators of attachments. Stud…
Losers, Winners, and Biased Trades
When faced with sequential information, consumers tend to fall prey to one of two well-known heuristics: the hot (or cold) hand and the gambler's fallacy. The authors relate these two traditionally separate heuristics to differences in accepting (buy) versus rejecting (sell) decisions. They identify trend length as a contextual moderating variable and show an asymmetry between buying and selling frames. When applied to a stock market context, a c…
The Effects of Incidental Ad Exposure on the Formation of Consideration Sets
This study extends research on incidental ad exposure by examining whether incidental exposure to an ad increases the likelihood that a product depicted in the ad will be included in a consideration set. Incidental ad exposure implies that an ad receives minimal attentional resources while other more relevant information is being processed. Results suggest that the incidental exposure effect is fairly robust, occurring across a variety of factors…
Enhancing and Measuring Consumers' Motivation, Opportunity, and Ability to Process Brand Information from Ads
Deborah J. MacInnis, Christine Moorman, Bernard J. Jaworski, Enhancing and Measuring Consumers' Motivation, Opportunity, and Ability to Process Brand Information from Ads, Journal of Marketing, Vol. 55, No. 4 (Oct., 1991), pp. 32-53
The Differential Role of Characteristics of Music on High- and Low- Involvement Consumers' Processing of Ads
This article examines the impact of two dimensions of music—its fit with the advertised message and its ties to past emotion-laden experiences (indexicality)—on low- and high-involvement consumers' ad processing. Previous research suggests that executional cues in an ad exert their influence primarily under conditions of low involvement in the form of peripheral-route processing. However, this view may be overly simplistic. Certain executional cu…
Information Processing from Advertisements: Toward an Integrative Framework
The authors provide a framework and a set of research propositions that capture and extend current theory on information processing from advertisements. The integrative attitude formation model includes antecedent levels of ability, motivation, and opportunity (AMO), processing of brand information, cognitive and emotional responses, brand attitude formation processes, and brand attitude. Key features of the framework are (1) a more complete, int…
The Role of Imagery in Information Processing: Review and Extensions
Mental imagery is receiving increased attention in consumer behavior theory and research. This article describes imagery, characterizing it as a processing mode in which multisensory information is represented in a gestalt form in working memory, and discusses research on the unique effects of imagery at low levels of cognitive elaboration. It specifies researchable propositions for the relationship between high elaboration imagery processing and…
Achievement imagery in women's lives from adolescence to adulthood
Situational influences have long been recognized as a primary source of variation in the relation between achievement imagery and behavior. These situational influences occur within the evolving life course and reflect both the past and the anticipated future. Using a well-known longitudinal archive, this study views situational incentives in the anticipated careers of adolescent girls as a contextual determinant of the relation between their ach…
The Role of Imagery in Information Processing: Review and Extensions
Mental imagery is receiving increased attention in consumer behavior theory and research. This article describes imagery, characterizing it as a processing mode in which multisensory information is represented in a gestalt form in working memory, and discusses research on the unique effects of imagery at low levels of cognitive elaboration. It specifies researchable propositions for the relationship between high elaboration imagery processing and…
Liquid Consumption
This article introduces a new dimension of consumption as liquid or solid. Liquid consumption is defined as ephemeral, access based, and dematerialized, while solid consumption is defined as enduring, ownership based, and material. Liquid and solid consumption are conceptualized as existing on a spectrum, with four conditions leading to consumption being liquid, solid, or a combination of the two: relevance to the self, the nature of social relat…
The Disciplinary Status of Consumer Behavior: A Sociology of Science Perspective on Key Controversies
Critics within the consumer behavior field have consistently debated three fundamental issues about the field’s defining properties and goals: (1) whether consumer behavior should be an independent discipline, (2) what is (and is not) consumer behavior, and (3) whether our field should be interdisciplinary. Taking the perspective of the sociology of science leads us to conclude that (1) consumer behavior is not an independent discipline; (2) cons…
The Effects of Incidental Ad Exposure on the Formation of Consideration Sets
This study extends research on incidental ad exposure by examining whether incidental exposure to an ad increases the likelihood that a product depicted in the ad will be included in a consideration set. Incidental ad exposure implies that an ad receives minimal attentional resources while other more relevant information is being processed. Results suggest that the incidental exposure effect is fairly robust, occurring across a variety of factors…
Threats to Hope: Effects on Reasoning about Product Information
Three studies find that when individuals become less confident that what they yearn for is possible (i.e., when hope is threatened) they engage in motivated reasoning related to products that purport to enable goal attainment. Specifically, they (a) selectively search for information from a product-favorable information source, (b) regard this information as more credible, and (c) are less discriminating of low-credibility message arguments. They…
Not as Happy as I Thought I'd Be? Affective Misforecasting and Product Evaluations
We introduce the concept of affective misforecasting (AMF) and study its impact on product evaluations. Study 1 examines whether and when AMF affects evaluations, finding that AMF has an impact on evaluations when the affective experience is worse (but not when better) than forecasted. Study 2 tests a process model designed to understand how and why AMF influences evaluations. The extent of elaboration is shown to underlie the observed effects. T…
The Differential Role of Characteristics of Music on High- and Low- Involvement Consumers' Processing of Ads
This article examines the impact of two dimensions of music—its fit with the advertised message and its ties to past emotion-laden experiences (indexicality)—on low- and high-involvement consumers' ad processing. Previous research suggests that executional cues in an ad exert their influence primarily under conditions of low involvement in the form of peripheral-route processing. However, this view may be overly simplistic. Certain executional cu…
What's In and What's Out: Questions on the Boundaries of the Attitude Construct
While reasonably comprehensive in nature, Cohen and Reed's integrative attitude model may benefit from an articulation of the boundaries of the attitude construct. As evidence, the present comment focuses on the extent to which attitudes can or should account for hot affect-based brand relationships and stronger forms of behaviors consumers reveal with brands. The authors recommend that the boundary conditions of the attitude construct can be elu…
Losers, Winners, and Biased Trades
When faced with sequential information, consumers tend to fall prey to one of two well-known heuristics: the hot (or cold) hand and the gambler's fallacy. The authors relate these two traditionally separate heuristics to differences in accepting (buy) versus rejecting (sell) decisions. They identify trend length as a contextual moderating variable and show an asymmetry between buying and selling frames. When applied to a stock market context, a c…
Achievement imagery in women's lives from adolescence to adulthood
Situational influences have long been recognized as a primary source of variation in the relation between achievement imagery and behavior. These situational influences occur within the evolving life course and reflect both the past and the anticipated future. Using a well-known longitudinal archive, this study views situational incentives in the anticipated careers of adolescent girls as a contextual determinant of the relation between their ach…
The Role of Imagery in Information Processing: Review and Extensions
Mental imagery is receiving increased attention in consumer behavior theory and research. This article describes imagery, characterizing it as a processing mode in which multisensory information is represented in a gestalt form in working memory, and discusses research on the unique effects of imagery at low levels of cognitive elaboration. It specifies researchable propositions for the relationship between high elaboration imagery processing and…
Information Processing from Advertisements: Toward an Integrative Framework
The authors provide a framework and a set of research propositions that capture and extend current theory on information processing from advertisements. The integrative attitude formation model includes antecedent levels of ability, motivation, and opportunity (AMO), processing of brand information, cognitive and emotional responses, brand attitude formation processes, and brand attitude. Key features of the framework are (1) a more complete, int…
Enhancing and Measuring Consumers' Motivation, Opportunity, and Ability to Process Brand Information from Ads
Deborah J. MacInnis, Christine Moorman, Bernard J. Jaworski, Enhancing and Measuring Consumers' Motivation, Opportunity, and Ability to Process Brand Information from Ads, Journal of Marketing, Vol. 55, No. 4 (Oct., 1991), pp. 32-53
The Differential Role of Characteristics of Music on High- and Low- Involvement Consumers' Processing of Ads
This article examines the impact of two dimensions of music—its fit with the advertised message and its ties to past emotion-laden experiences (indexicality)—on low- and high-involvement consumers' ad processing. Previous research suggests that executional cues in an ad exert their influence primarily under conditions of low involvement in the form of peripheral-route processing. However, this view may be overly simplistic. Certain executional cu…
The Effects of Incidental Ad Exposure on the Formation of Consideration Sets
This study extends research on incidental ad exposure by examining whether incidental exposure to an ad increases the likelihood that a product depicted in the ad will be included in a consideration set. Incidental ad exposure implies that an ad receives minimal attentional resources while other more relevant information is being processed. Results suggest that the incidental exposure effect is fairly robust, occurring across a variety of factors…
The Ties That Bind: Measuring the Strength of Consumers’ Emotional Attachments to Brands
Extant research suggests that consumers can become emotionally attached to consumption objects, including brands. However, a scale to measure the strength of consumers’ emotional attachments to brands has yet to be devised. We develop such a scale in Studies 1 and 2. Study 3 validates the scale's internal consistency and dimensional structure. Study 4 examines its convergent validity with respect to four behavioral indicators of attachments. Stud…
Losers, Winners, and Biased Trades
When faced with sequential information, consumers tend to fall prey to one of two well-known heuristics: the hot (or cold) hand and the gambler's fallacy. The authors relate these two traditionally separate heuristics to differences in accepting (buy) versus rejecting (sell) decisions. They identify trend length as a contextual moderating variable and show an asymmetry between buying and selling frames. When applied to a stock market context, a c…
What's In and What's Out: Questions on the Boundaries of the Attitude Construct
While reasonably comprehensive in nature, Cohen and Reed's integrative attitude model may benefit from an articulation of the boundaries of the attitude construct. As evidence, the present comment focuses on the extent to which attitudes can or should account for hot affect-based brand relationships and stronger forms of behaviors consumers reveal with brands. The authors recommend that the boundary conditions of the attitude construct can be elu…
Threats to Hope: Effects on Reasoning about Product Information
Three studies find that when individuals become less confident that what they yearn for is possible (i.e., when hope is threatened) they engage in motivated reasoning related to products that purport to enable goal attainment. Specifically, they (a) selectively search for information from a product-favorable information source, (b) regard this information as more credible, and (c) are less discriminating of low-credibility message arguments. They…
Not as Happy as I Thought I'd Be? Affective Misforecasting and Product Evaluations
We introduce the concept of affective misforecasting (AMF) and study its impact on product evaluations. Study 1 examines whether and when AMF affects evaluations, finding that AMF has an impact on evaluations when the affective experience is worse (but not when better) than forecasted. Study 2 tests a process model designed to understand how and why AMF influences evaluations. The extent of elaboration is shown to underlie the observed effects. T…
Brand Attachment and Brand Attitude Strength: Conceptual and Empirical Differentiation of Two Critical Brand Equity Drivers
Research has not verified the theoretical or practical value of the brand attachment construct in relation to alternative constructs, particularly brand attitude strength. The authors make conceptual, measurement, and managerial contributions to this research issue. Conceptually, they define brand attachment, articulate its defining properties, and differentiate it from brand attitude strength. From a measurement perspective, they develop and val…
The Disciplinary Status of Consumer Behavior: A Sociology of Science Perspective on Key Controversies
Critics within the consumer behavior field have consistently debated three fundamental issues about the field’s defining properties and goals: (1) whether consumer behavior should be an independent discipline, (2) what is (and is not) consumer behavior, and (3) whether our field should be interdisciplinary. Taking the perspective of the sociology of science leads us to conclude that (1) consumer behavior is not an independent discipline; (2) cons…
A Framework for Conceptual Contributions in Marketing
Conceptual advances are critical to the vitality of the marketing discipline, yet recent writings suggest that conceptual advancement in the field is slowing. The author addresses this issue by developing a framework for thinking about conceptualization in marketing. A definition of conceptualization is followed by a typology of types of conceptual contributions. The types of conceptual contributions, their similarities and differences, and their…
Humanizing brands: When brands seem to be like me, part of me, and in a relationship with me
Liquid Consumption
This article introduces a new dimension of consumption as liquid or solid. Liquid consumption is defined as ephemeral, access based, and dematerialized, while solid consumption is defined as enduring, ownership based, and material. Liquid and solid consumption are conceptualized as existing on a spectrum, with four conditions leading to consumption being liquid, solid, or a combination of the two: relevance to the self, the nature of social relat…
Psychology (13 works) · Consumer Behavior in Brand Consumption and Identification (11 works) · Computer Science (8 works) · Business (7 works) · Marketing (7 works) · Social Psychology (7 works) · Mathematics (6 works) · Sociology (5 works) · Advertising (4 works) · Cognitive psychology (4 works)