Brian Sternthal
Dados Biográficos
| ID | 92291 |
|---|---|
| NOME | Brian Sternthal |
| PRENOMES | Brian |
| SOBRENOME | Sternthal |
| ASSINATURA | STERNTHAL B |
| AFILIAÇÕES | Northwestern University |
| ORCID | 0000-0001-7430-2472 |
| VERIFICADO | Sim |
| TOTAL DE OBRAS | 18 |
| TOTAL DE CITAÇÕES | 170 |
| TOTAL COMO AUTOR | 18 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 1974 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2023 |
| ÍNDICE H | 7 |
Beyond Numbers
The attraction effect (AE) occurs when the addition of an inferior alternative (i.e., a decoy) to a choice set increases the choice share of the alternative to which it is most similar (i.e., a target), a phenomenon that violates the regularity principle. The AE occurs reliably when the attribute values are represented numerically, but not when the stimuli are perceptual. Such conceptual replication failures indicate a lack of clarity about the m…
Value from Regulatory Construal Fit
This research investigates the relationship between regulatory focus and construal level. The findings indicate that promotion-focused individuals are more likely to construe information at abstract, high levels, whereas those with a prevention focus are more likely to construe information at concrete, low levels (experiments 1 and 2). Further, such fit (vs. nonfit) between an individual’s regulatory focus and the construal level at which informa…
Parity Product Features Can Enhance or Dilute Brand Evaluation
Two studies examine the impact of adding parity features to an advertising message that compares a dominant target brand to a competitor. We document that in some instances the presence of parity features prompts more favorable target evaluations (enhancement), whereas in others it results in more negative evaluations of the target (dilution). We predict when each of these outcomes will occur on the basis of a fit between an individual's regulato…
The Effect of Regulatory Orientation and Decision Strategy on Brand Judgments
Four studies investigate how consumers' regulatory orientation and the decision strategies used to process message information affect their judgments. Evaluations of the chosen brand were more favorable when individuals with a prevention focus used decision strategies that enhanced the accuracy of a decision outcome than when they used strategies that facilitated progress toward a decision, whereas the opposite outcome occurred for those with a p…
The Effects of a Different Category Context on Target Brand Evaluations
Four studies support the conclusion that the evaluation of a target brand is influenced by its presentation in the context of advertising for brands from a different category. The specific effect of context depends on the decision maker's expertise in the target category and the accessibility of contextual information. In a base condition, experts exhibited an assimilation effect and novices a comparison contrast. Increasing the accessibility of …
Information Accessibility as a Moderator of Judgments
We hypothesize that the accessibility of task-relevant knowledge determines whether judgments reflect the substance of the information that is brought to mind or the ease of generating and retrieving such information. Our findings indicate that when relevant knowledge is highly accessible or not at all accessible, judgments are based on the content of the information considered. Between these extremes in knowledge accessibility, judgments are bas…
The Influence of Negation on Product Evaluations
Journal Article The Influence of Negation on Product Evaluations Get access Susan Jung Grant, Susan Jung Grant Search for other works by this author on: Oxford Academic PubMed Google Scholar Prashant Malaviya, Prashant Malaviya Search for other works by this author on: Oxford Academic PubMed Google Scholar Brian Sternthal Brian Sternthal Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, …
The Moderating Effect of Knowledge and Resources on the Persuasive Impact of Analogies
Four experiments were conducted to examine the persuasive impact of new product appeals containing an analogy. An analogy highlights the similarity in the benefits offered by a familiar base product and an unfamiliar target product. This device is found to be persuasive when (a) message recipients have the ability to map attribute relations from some base category to understand the benefits of a target product, and (b) they allocate the substanti…
The Effects of Positive Mood on Memory
The results of four studies examining the effect of mood on the learning of brand names show that a positive mood enhances the learning of brand names in relation to a neutral mood. Respondents' clustering of the brand names they recalled suggests that a positive mood fosters relational elaboration by prompting the classification of brands on the basis of their category membership, which then serves as an effective cue for brand name retrieval. R…
The Effects of Knowledge, Motivation, and Type of Message on Ad Processing and Product Judgments
We examined the effects of knowledge, motivation, and the type of message on ad processing and on product judgments. The data suggest that, regardless of subjects' prior knowledge, they could be motivated to process message information in detail. However, experts and novices differed in the types of information that prompted detailed message processing. Experts are more likely to process a message in detail when given only attribute information, …
Confirmatory Versus Comparative Approaches to Judging Theory Tests
This article examines the widely held view that manipulation checks, measures of process, and repeated operationalizations in different settings are frequently essential for rigorous tests of theory. This Confirmatory Approach to theory testing is contrasted with the Comparative Approach, which asserts that any procedures are adequate if they serve in demonstrating the superiority of one explanation to its rivals. Our analysis favors the Comparat…
Examining the Vividness Controversy
The effect of vividness on attitudinal judgments is a controversial issue. Experimental evidence indicates that vividness often has no effect on attitudinal judgments; however, there is also evidence that vividness can enhance or undermine the favorableness of attitudinal judgments. In this article, the authors introduce the availability-valence hypothesis to predict and explain the effects of vividness and to account for the frequent observation…
Detecting and Explaining the Sleeper Effect
The sleeper effect occurs when the persuasiveness of a message increases with the passage of time. Although the existence of the sleeper effect has been demonstrated in several recent investigations, the conditions necessary for its observation have not been specified. In the present research, a current view of memory operation is offered to predict the occurrence of the sleeper effect. This view is examined in two experiments. The findings are i…
Are Highly Credible Sources Persuasive
Journal Article Rejoinder Get access Brian Sternthal, Brian Sternthal Search for other works by this author on: Oxford Academic PubMed Google Scholar Ruby Roy Dholakia Ruby Roy Dholakia Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 5, Issue 1, June 1978, Pages 67–69, https://doi.org/10.1086/208716 Published: 01 June 1978 Article history Received: 01 March 1978 Published: 01 Ju…
The Persuasive Effect of Source Credibility
Two experiments are reported identifying the circumstances in which high credibility either facilitates, inhibits, or has no effect on the communicator's persuasiveness in relation to a less credible source. These data provide support for the cognitive response view of information processing and suggest the importance of message recipient's initial opinion as a determinant of persuasion
The Persuasive Effect of Source Credibility
The interactive effects of source credibility and other variables which affect the communication process are reviewed, and the extent to which these data are ordered by cognitive response and attribution theories is examined. On the basis of this review (1) situations where a credible source facilities, inhibits, and has no systematic persuasive effect are identified; (2) the explanatory power of cognitive response and attribution theory is demon…
Highly Credible Sources
A low credibility source induced a more positive attitude toward his advocacy than did a highly credible source when message recipients' own behavior served as a cue for determining their attitudes. In contrast, when the behavioral cue was absent, a highly credible source did not have an adverse effect on individuals' attitudes or behavior. These findings are interpreted in terms of self-perception theory and cognitive response analysis
Fear Appeals
This article provides a review and analysis of fear appeals, examines their effect on consumer behavior, and discusses methodological considerations in fear research. Emphasis is given to identifying gaps in our knowledge and understanding of how fear appeals work
Value from Regulatory Construal Fit
This research investigates the relationship between regulatory focus and construal level. The findings indicate that promotion-focused individuals are more likely to construe information at abstract, high levels, whereas those with a prevention focus are more likely to construe information at concrete, low levels (experiments 1 and 2). Further, such fit (vs. nonfit) between an individual’s regulatory focus and the construal level at which informa…
The Persuasive Effect of Source Credibility
The interactive effects of source credibility and other variables which affect the communication process are reviewed, and the extent to which these data are ordered by cognitive response and attribution theories is examined. On the basis of this review (1) situations where a credible source facilities, inhibits, and has no systematic persuasive effect are identified; (2) the explanatory power of cognitive response and attribution theory is demon…
The Effects of Knowledge, Motivation, and Type of Message on Ad Processing and Product Judgments
We examined the effects of knowledge, motivation, and the type of message on ad processing and on product judgments. The data suggest that, regardless of subjects' prior knowledge, they could be motivated to process message information in detail. However, experts and novices differed in the types of information that prompted detailed message processing. Experts are more likely to process a message in detail when given only attribute information, …
The Persuasive Effect of Source Credibility
Two experiments are reported identifying the circumstances in which high credibility either facilitates, inhibits, or has no effect on the communicator's persuasiveness in relation to a less credible source. These data provide support for the cognitive response view of information processing and suggest the importance of message recipient's initial opinion as a determinant of persuasion
The Effects of Positive Mood on Memory
The results of four studies examining the effect of mood on the learning of brand names show that a positive mood enhances the learning of brand names in relation to a neutral mood. Respondents' clustering of the brand names they recalled suggests that a positive mood fosters relational elaboration by prompting the classification of brands on the basis of their category membership, which then serves as an effective cue for brand name retrieval. R…
The Moderating Effect of Knowledge and Resources on the Persuasive Impact of Analogies
Four experiments were conducted to examine the persuasive impact of new product appeals containing an analogy. An analogy highlights the similarity in the benefits offered by a familiar base product and an unfamiliar target product. This device is found to be persuasive when (a) message recipients have the ability to map attribute relations from some base category to understand the benefits of a target product, and (b) they allocate the substanti…
Highly Credible Sources
A low credibility source induced a more positive attitude toward his advocacy than did a highly credible source when message recipients' own behavior served as a cue for determining their attitudes. In contrast, when the behavioral cue was absent, a highly credible source did not have an adverse effect on individuals' attitudes or behavior. These findings are interpreted in terms of self-perception theory and cognitive response analysis
Examining the Vividness Controversy
The effect of vividness on attitudinal judgments is a controversial issue. Experimental evidence indicates that vividness often has no effect on attitudinal judgments; however, there is also evidence that vividness can enhance or undermine the favorableness of attitudinal judgments. In this article, the authors introduce the availability-valence hypothesis to predict and explain the effects of vividness and to account for the frequent observation…
Confirmatory Versus Comparative Approaches to Judging Theory Tests
This article examines the widely held view that manipulation checks, measures of process, and repeated operationalizations in different settings are frequently essential for rigorous tests of theory. This Confirmatory Approach to theory testing is contrasted with the Comparative Approach, which asserts that any procedures are adequate if they serve in demonstrating the superiority of one explanation to its rivals. Our analysis favors the Comparat…
Detecting and Explaining the Sleeper Effect
The sleeper effect occurs when the persuasiveness of a message increases with the passage of time. Although the existence of the sleeper effect has been demonstrated in several recent investigations, the conditions necessary for its observation have not been specified. In the present research, a current view of memory operation is offered to predict the occurrence of the sleeper effect. This view is examined in two experiments. The findings are i…
The Effect of Regulatory Orientation and Decision Strategy on Brand Judgments
Four studies investigate how consumers' regulatory orientation and the decision strategies used to process message information affect their judgments. Evaluations of the chosen brand were more favorable when individuals with a prevention focus used decision strategies that enhanced the accuracy of a decision outcome than when they used strategies that facilitated progress toward a decision, whereas the opposite outcome occurred for those with a p…
Information Accessibility as a Moderator of Judgments
We hypothesize that the accessibility of task-relevant knowledge determines whether judgments reflect the substance of the information that is brought to mind or the ease of generating and retrieving such information. Our findings indicate that when relevant knowledge is highly accessible or not at all accessible, judgments are based on the content of the information considered. Between these extremes in knowledge accessibility, judgments are bas…
Fear Appeals
This article provides a review and analysis of fear appeals, examines their effect on consumer behavior, and discusses methodological considerations in fear research. Emphasis is given to identifying gaps in our knowledge and understanding of how fear appeals work
Parity Product Features Can Enhance or Dilute Brand Evaluation
Two studies examine the impact of adding parity features to an advertising message that compares a dominant target brand to a competitor. We document that in some instances the presence of parity features prompts more favorable target evaluations (enhancement), whereas in others it results in more negative evaluations of the target (dilution). We predict when each of these outcomes will occur on the basis of a fit between an individual's regulato…
The Influence of Negation on Product Evaluations
Journal Article The Influence of Negation on Product Evaluations Get access Susan Jung Grant, Susan Jung Grant Search for other works by this author on: Oxford Academic PubMed Google Scholar Prashant Malaviya, Prashant Malaviya Search for other works by this author on: Oxford Academic PubMed Google Scholar Brian Sternthal Brian Sternthal Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, …
The Effects of a Different Category Context on Target Brand Evaluations
Four studies support the conclusion that the evaluation of a target brand is influenced by its presentation in the context of advertising for brands from a different category. The specific effect of context depends on the decision maker's expertise in the target category and the accessibility of contextual information. In a base condition, experts exhibited an assimilation effect and novices a comparison contrast. Increasing the accessibility of …
Fear Appeals
This article provides a review and analysis of fear appeals, examines their effect on consumer behavior, and discusses methodological considerations in fear research. Emphasis is given to identifying gaps in our knowledge and understanding of how fear appeals work
Highly Credible Sources
A low credibility source induced a more positive attitude toward his advocacy than did a highly credible source when message recipients' own behavior served as a cue for determining their attitudes. In contrast, when the behavioral cue was absent, a highly credible source did not have an adverse effect on individuals' attitudes or behavior. These findings are interpreted in terms of self-perception theory and cognitive response analysis
Are Highly Credible Sources Persuasive
Journal Article Rejoinder Get access Brian Sternthal, Brian Sternthal Search for other works by this author on: Oxford Academic PubMed Google Scholar Ruby Roy Dholakia Ruby Roy Dholakia Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 5, Issue 1, June 1978, Pages 67–69, https://doi.org/10.1086/208716 Published: 01 June 1978 Article history Received: 01 March 1978 Published: 01 Ju…
The Persuasive Effect of Source Credibility
Two experiments are reported identifying the circumstances in which high credibility either facilitates, inhibits, or has no effect on the communicator's persuasiveness in relation to a less credible source. These data provide support for the cognitive response view of information processing and suggest the importance of message recipient's initial opinion as a determinant of persuasion
The Persuasive Effect of Source Credibility
The interactive effects of source credibility and other variables which affect the communication process are reviewed, and the extent to which these data are ordered by cognitive response and attribution theories is examined. On the basis of this review (1) situations where a credible source facilities, inhibits, and has no systematic persuasive effect are identified; (2) the explanatory power of cognitive response and attribution theory is demon…
Detecting and Explaining the Sleeper Effect
The sleeper effect occurs when the persuasiveness of a message increases with the passage of time. Although the existence of the sleeper effect has been demonstrated in several recent investigations, the conditions necessary for its observation have not been specified. In the present research, a current view of memory operation is offered to predict the occurrence of the sleeper effect. This view is examined in two experiments. The findings are i…
Examining the Vividness Controversy
The effect of vividness on attitudinal judgments is a controversial issue. Experimental evidence indicates that vividness often has no effect on attitudinal judgments; however, there is also evidence that vividness can enhance or undermine the favorableness of attitudinal judgments. In this article, the authors introduce the availability-valence hypothesis to predict and explain the effects of vividness and to account for the frequent observation…
Confirmatory Versus Comparative Approaches to Judging Theory Tests
This article examines the widely held view that manipulation checks, measures of process, and repeated operationalizations in different settings are frequently essential for rigorous tests of theory. This Confirmatory Approach to theory testing is contrasted with the Comparative Approach, which asserts that any procedures are adequate if they serve in demonstrating the superiority of one explanation to its rivals. Our analysis favors the Comparat…
The Effects of Knowledge, Motivation, and Type of Message on Ad Processing and Product Judgments
We examined the effects of knowledge, motivation, and the type of message on ad processing and on product judgments. The data suggest that, regardless of subjects' prior knowledge, they could be motivated to process message information in detail. However, experts and novices differed in the types of information that prompted detailed message processing. Experts are more likely to process a message in detail when given only attribute information, …
The Effects of Positive Mood on Memory
The results of four studies examining the effect of mood on the learning of brand names show that a positive mood enhances the learning of brand names in relation to a neutral mood. Respondents' clustering of the brand names they recalled suggests that a positive mood fosters relational elaboration by prompting the classification of brands on the basis of their category membership, which then serves as an effective cue for brand name retrieval. R…
The Moderating Effect of Knowledge and Resources on the Persuasive Impact of Analogies
Four experiments were conducted to examine the persuasive impact of new product appeals containing an analogy. An analogy highlights the similarity in the benefits offered by a familiar base product and an unfamiliar target product. This device is found to be persuasive when (a) message recipients have the ability to map attribute relations from some base category to understand the benefits of a target product, and (b) they allocate the substanti…
The Influence of Negation on Product Evaluations
Journal Article The Influence of Negation on Product Evaluations Get access Susan Jung Grant, Susan Jung Grant Search for other works by this author on: Oxford Academic PubMed Google Scholar Prashant Malaviya, Prashant Malaviya Search for other works by this author on: Oxford Academic PubMed Google Scholar Brian Sternthal Brian Sternthal Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, …
Information Accessibility as a Moderator of Judgments
We hypothesize that the accessibility of task-relevant knowledge determines whether judgments reflect the substance of the information that is brought to mind or the ease of generating and retrieving such information. Our findings indicate that when relevant knowledge is highly accessible or not at all accessible, judgments are based on the content of the information considered. Between these extremes in knowledge accessibility, judgments are bas…
The Effects of a Different Category Context on Target Brand Evaluations
Four studies support the conclusion that the evaluation of a target brand is influenced by its presentation in the context of advertising for brands from a different category. The specific effect of context depends on the decision maker's expertise in the target category and the accessibility of contextual information. In a base condition, experts exhibited an assimilation effect and novices a comparison contrast. Increasing the accessibility of …
Parity Product Features Can Enhance or Dilute Brand Evaluation
Two studies examine the impact of adding parity features to an advertising message that compares a dominant target brand to a competitor. We document that in some instances the presence of parity features prompts more favorable target evaluations (enhancement), whereas in others it results in more negative evaluations of the target (dilution). We predict when each of these outcomes will occur on the basis of a fit between an individual's regulato…
The Effect of Regulatory Orientation and Decision Strategy on Brand Judgments
Four studies investigate how consumers' regulatory orientation and the decision strategies used to process message information affect their judgments. Evaluations of the chosen brand were more favorable when individuals with a prevention focus used decision strategies that enhanced the accuracy of a decision outcome than when they used strategies that facilitated progress toward a decision, whereas the opposite outcome occurred for those with a p…
Value from Regulatory Construal Fit
This research investigates the relationship between regulatory focus and construal level. The findings indicate that promotion-focused individuals are more likely to construe information at abstract, high levels, whereas those with a prevention focus are more likely to construe information at concrete, low levels (experiments 1 and 2). Further, such fit (vs. nonfit) between an individual’s regulatory focus and the construal level at which informa…
Beyond Numbers
The attraction effect (AE) occurs when the addition of an inferior alternative (i.e., a decoy) to a choice set increases the choice share of the alternative to which it is most similar (i.e., a target), a phenomenon that violates the regularity principle. The AE occurs reliably when the attribute values are represented numerically, but not when the stimuli are perceptual. Such conceptual replication failures indicate a lack of clarity about the m…
Psychology (17 obras) · Computer Science (15 obras) · Social Psychology (11 obras) · Cognitive psychology (8 obras) · Consumer Behavior in Brand Consumption and Identification (8 obras) · Library science (7 obras) · Mathematics (6 obras) · Behavioral Health and Interventions (5 obras) · Business (5 obras) · Decision-Making and Behavioral Economics (5 obras)