The Effects of Physiological Arousal on Information Processing and Persuasion
Bibliographic Data
| ID | 2976252 |
|---|---|
| Authors | David M Sanbonmatsu (0000-0003-1239-744X), Frank R Kardes (0000-0002-5000-8065) |
| Year | 1988 |
| Volume | 15 |
| Issue | 3 |
| Pages | 379 |
| Publication date | 1988-12-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/209175 |
| OpenAlex | W2000988685 |
| Language | EN |
| Citations received | 51 |
| References cited | 18 |
The effects of physiological arousal on persuasion are investigated. An exercise task was used to manipulate physiological arousal, and systolic blood pressure readings were taken to assess the effectiveness of this manipulation. The results indicate that endorser status (celebrity or noncelebrity) has a stronger influence on brand attitudes under high than under moderate levels of physiological arousal, whereas argument strength has a greater impact under moderate than under high arousal levels. The results are consistent with the Elaboration Likelihood Model of persuasion
Argument (complex analysis) · Arousal · Cognitive psychology · Elaboration likelihood model · Information processing · Persuasion · Task (project management) · Consumer Behavior in Brand Consumption and Identification · Digital Marketing and Social Media · Endocrinology · Engineering · Media Influence and Health · Medicine · Psychology · Social Psychology
Going off script
Emotions that associate with uncertainty lead to structured ideation
The Influence of Processing Conversational Information on Inference, Argument Elaboration, and Memory
An Arousal Regulation Explanation of Mood Effects on Consumer Choice
Peripheral Persuasion and Brand Choice
Name Letter Branding
Female Nudity in Advertisements, Arousal and Response
The Role of Emotions in Marketing
The rationality of informal argumentation
All Negative Moods Are Not Equal
The effectiveness of celebrity endorsements
Emotions, Arousal, and Stereotypic Judgments
Anxious or Angry? Effects of Discrete Emotions on the Perceived Helpfulness of Online Reviews1
A Review and Conceptual Framework for Understanding Personalized Matching Effects in Persuasion
Current and potential methods for measuring emotion in tourism experiences
Emotion and Rationality
Using Virtual Reality to Systematically Examine Impacts of Noise and Visual Clutter on Message Elaboration and Cognitive Capacity
Effects of Affect
How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation
The erosion of rationality in high vulnerability conditions
How to easily facilitate consumers’ mental simulation through advertising
The effect of emotionally-arousing ad appeals on memory
Biometric Measures as Tools for Investigating the Embodied Mind “on” Advertising
The Effects of Context Congruence On Ad Persuasiveness in e-Magazines
Civilians into warriors
Zip-tie guys
Exposure to Sexually Explicit Materials
Techniques of Social Influence
An Individual Difference Measure of Motivation to Control Prejudiced Reactions
Measuring Experience Economy Concepts
Emotional or rational? The impact of culturally-derived power on the preference for advertising appeals
The theme park experience
Emergency purchasing situations
Rational attitude change by reference cues when information elaboration requires effort
Imperfect information processing in sequential bargaining games with present biased preferences
Sadder but wiser
When and how to sell pleasurably painful experiences
Should I Touch the Customer? Rethinking Interpersonal Touch Effects from the Perspective of the Touch Initiator
Consumer Responses to Performance Failures by High-Equity Brands
Art Value Creation and Destruction
Beyond 'I Agree
Humor, Comedy, and Consumer Behavior
Fill Up Your Senses
Persuasion, Interrupted
The Role of Arousal in Congruity-Based Product Evaluation
The Bad Thing about Good Games
Positive Mood and Resistance to Temptation
The Get Ready Mind-Set
Can Evaluative Conditioning Change Attitudes toward Mature Brands? New Evidence from the Implicit Association Test
The Effects of Time Constraints on Consumers' Judgments of Prices and Products
Hearts and minds
Conflict, arousal, and curiosity.
The effect of emotion on cue utilization and the organization of behavior.
Attitude and Attitude Change
Attitudes and Attitude Change
Personality, motivation, and performance
Automatic and effortful processes in memory.
The Elaboration Likelihood Model of Persuasion
Enhancement of experienced sexual arousal in response to erotic stimuli through misattribution of unrelated residual excitation
Excitation transfer from physical exercise to subsequent aggressive behavior
Affective Responses Mediating Acceptance of Advertising
Time Compression, Response Opportunity, and Persuasion
Distraction can enhance or reduce yielding to propaganda
Central and peripheral routes to persuasion
Heuristic versus systematic information processing and the use of source versus message cues in persuasion
Consumer Initial Processing in a Difficult Media Environment
The Effect of Numbers on the Route to Persuasion
Central and Peripheral Routes to Advertising Effectiveness
Examining the Target of Receiver Elaborations
| Unique citing works | 51 |
|---|---|
| Citations per year | 1,5 |
| Citation span | 1992 - 2025 (34) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 45 |