Can disclosures lead consumers to resist covert persuasion? The important roles of disclosure timing and type of response

While sponsorship disclosure is proposed as a remedy for covert marketing, i.e., tactics such that the persuasive nature of the communication is not clear to consumers, little is known about whether or when disclosures prompt consumers to correct for persuasion. Three experiments reveal that covert marketing, in the form of subtle product placements, can increase brand recall and attitudes but that both instructions to avoid influence and mere disclosure of sponsorship can lead to correction. The first experiment demonstrates that consumers are able to correct both brand attitudes and stated recall when there are instructions to avoid influence. The following two experiments show that mere sponsorship disclosure can evoke use of persuasion knowledge for correction. However, disclosure timing differentially influences correction for recall and attitudes. Disclosure prior to exposure to the covert marketing tactic leads only to correction for effects on recall; attitude is as high with a prior disclosure as with placement with no disclosure. Disclosure after placement provides general correction of the impact of the covert marketing tactic on both recall and attitudes.     

Is Consumer Culture Theory research or realpolitik? A sociology of knowledge analysis of a scientific culture

When Consumer Culture Theory (CCT) was introduced by Arnould and Thompson ( 2005 ) it was part of a strategy to create legitimacy for interpretive research. It was argued that interpretive researchers needed to be more pragmatic in their attitude. This was a fundamental change in the scientific culture in this stream of research. This paper analyses these changes and studies how CCT represents a new and pragmatic attitude. It is shown how the changes intended by CCT can imply a shift from a focus on new groundbreaking research to an awareness of the consequences of realpolitik. This strategic move can be seen as an example of how scientific cultures try to move from a marginal position to the mainstream. The consequences of this attempt to manage science are analysed, and solutions to problems created by these changes are developed. Copyright © 2016 John Wiley & Sons, Ltd.     

The Validity of Job Knowledge Measures

The validity of written job knowledge tests as predictors of job performance and training success was examined. Based on a sample of 363,528 persons and 502 coefficients, meta-analyses were performed to investigate the extent of validity generalization and the effects of two hypothesized moderator variables: content similarity and job complexity. Corrected mean validities were 0.45 for studies predicting job performance and 0.47 for studies of training success. Support was found for both moderators since validities were higher for high complexity jobs and when job-test content similarity was high. The implications of this study for personnel selection and research in the area of work performance are discussed.     

Fooled by the brain: Re-examining the influence of neuroimages

A series of highly-cited experiments published in 2008 demonstrated a biasing effect of neuroimages on lay perceptions of scientific research. More recent work, however, has questioned this bias, particularly within legal contexts in which neuroscientific evidence is proffered by one of the parties. The present research moves away from the legal framework and describes five experiments that re-examine this effect. Experiments 1 through 4 present conceptual and direct replications of some of the original 2008 experiments, and find no evidence of a neuroimage bias. A fifth experiment is reported that confirms that, when laypeople are allowed multiple points of reference (e.g., when directly comparing neuroimagery to other graphical depictions of neurological data), a neuroimage bias can be observed. Together these results suggest that, under the right conditions, a neuroimage might be able to bias judgments of scientific information, but the scope of this effect may be limited to certain contexts.     

Contextual contrast and perceived knowledge: Exploring the implications for persuasion

The present research tested the notion that perceived target knowledge can be affected by the amount of information one has about other recently encountered stimuli—whether that information is relevant or not. Furthermore, the present research tested the implications of this effect for persuasion. In 4 experiments, participants were presented with a persuasive message promoting a fictitious department store, but first received another message containing more or less information about something else (e.g., another store, a car, or a person). Regardless of the type or valence of initial information received, the initial message had a contrast effect on perceived target knowledge, which influenced target attitudes. The less information the initial message contained, the more persuasive knowledge participants thought they received from the target message, and the more their attitudes agreed with that message. These findings suggest that the perceived amount of persuasive information one has about a target stimulus can be manipulated to increase persuasion, even when the actual amount of information about the target stimulus does not vary.     

The effects of name similarity on message processing and persuasion

Prior studies have found that name similarity can serve as a cue that favorably affects evaluations without conscious deliberation. In a series of four experiments, we show that name similarity can increase the conscious processing of information with which it is associated. When exposed to student resumes or advertised brands with names similar (versus dissimilar) to theirs, respondents were more likely to relate the information to themselves (self-reference, Experiments 2-4) and thoughtfully examine it. Evidence of thoughtful processing included slower reaction times when reviewing resumes and greater information recall (Experiment 1), spending more time in resume review (Experiment 2), greater evaluative differentiation between resumes and product brands of different quality (Experiments 2 and 3), and developing stronger brand attitudes (Experiment 4). An expanded view of how and why name similarity can affect persuasion is offered and discussed.     

Language and persuasion: Tag questions as powerless speech or as interpreted in context

Research in impression formation and persuasion has considered use of tag questions as part of a powerless speech style. However, little research has examined how contextual factors, such as characteristics of the communicator, moderates whether tag questions act “powerless”. The present study manipulated source credibility, tag question use, and argument quality. When the source was low in credibility, tag question use decreased persuasion and biased message processing relative to a control message. However, when the source was credible, tag questions increased message processing in a relatively objective manner. Therefore, it appears that tag questions can have different effects on information processing, depending on who uses the tag questions.     

The pantomime of persuasion: Fit between nonverbal communication and influence strategies

How can we be more successful in persuading others and increase the odds of behavioral compliance? We argue that when a verbal influence strategy is embedded in a nonverbal style that fits its orientation, this boosts the strategy's effectiveness, whereas a misfit attenuates its impact. In field-experiment 1, agents tried to persuade participants in buying a candybox by using an approach-oriented strategy (Door-In-The-Face, DITF). An eager nonverbal style increased the impact of the DITF, whereas vigilant nonverbal cues rendered it ineffective. Conversely, field-experiment 2 showed that an avoidance-oriented strategy (Disrupt-Then-Reframe) benefited from being presented in a vigilant, rather than an eager nonverbal style, which similarly attenuated its impact. Hence, eager nonverbal cues promote the effectiveness of approach-oriented influence strategies whereas vigilant cues do the opposite and increase the impact of avoidance-oriented influence strategies.     

Volume 18 – List of contents,Author index,and List of reviewers, 2012

Negative acknowledgement is an impression management technique that uses the admission of an unfavourable quality to mitigate a negative response. Although the technique has been clearly demonstrated, the underlying process is not well understood. The current research identifies a key mediator and moderator while also demonstrating that the effect extends beyond the specific acknowledged domain to the overall evaluation of a target object. The results of study 1 indicate that negative acknowledgement works through mitigating negatively valenced cognitive responses. People who are presented with a negative acknowledgement are less likely to counterargue when forming an evaluation. The results of study 2 reveal that individual differences in need for structure impact the effectiveness of the technique. People who are high in need for structure are more susceptible to the effect presumably because of their desire for easy-to-use information that aids the formation and maintenance of simple knowledge structures.