Relevant bibliographies by topics / Advertising Persuasion (Psychology)

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  1. Journal articles
  2. Dissertations / Theses
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Academic literature on the topic 'Advertising Persuasion (Psychology)'

Author: Grafiati
Published: 4 June 2021
Last updated: 8 February 2022

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Journal articles on the topic "Advertising Persuasion (Psychology)"

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Arakelyan, Rouzanna, and Gevorg Muradyan. "Language as an Influential Tool for Persuasion." Armenian Folia Anglistika 12, no. 1 (15) (April 15, 2016): 39–45. http://dx.doi.org/10.46991/afa/2016.12.1.039.

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Persuasion is present in all human activities; people persuade each other while learning, working and socializing. Scholars representing different disciplines like communication, psychology and advertising came to a unanimous conclusion that persuasion is the intended human communication which is used to impact the autonomous judgements and actions of other people. The present article focuses on verbal language in persuasion found in a number of sources like the campaign on human rights by Council of Europe, journalistic article in Health Communication and in Federal Express TV commercial.
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Hakoköngäs, Eemeli, and Inari Sakki. "The past as a means of persuasion: Visual political rhetoric in Finnish dairy product advertising." Journal of Social and Political Psychology 7, no. 1 (June 26, 2019): 507–24. http://dx.doi.org/10.5964/jspp.v7i1.1107.

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This study investigates the role of advertising and visual rhetoric in political persuasion. Analysis of Finnish dairy product video advertisements from 2010–2016 focuses on those that exploit time as the main reference framework. A better understanding of how advertising is used as a tool of political persuasion is sought by exploring the following questions: How are advertisements used in political communication? How is time used as a means of persuasion in advertising? What role do visual rhetoric and social representations have in the process of persuasion? The analysis shows how advertisements objectify work as a tradition and anchor it as a Finnish value. The results show how advertisements employ enthymeme as a major rhetorical tool to assert that the tradition of Finnish employment is under threat but the consumption of Finnish dairy products and favouring a pro-agrarian policy would ensure that the tradition is transmitted to new generations. The contributions of the study are twofold: First, the combination of social representations theory and classic rhetoric provides a theoretical and analytical perspective for the analysis of visual rhetoric in political persuasion. Secondly, by exploring the advertisements as political communication, the study shows how commercials are used to advocate ideological and political projects, such as certain kind of agricultural policy – an angle largely overlooked in the previous research of social and political psychology.
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Friestad, Marian, and Peter Wright. "Persuasion Knowledge: Lay People's and Researchers' Beliefs about the Psychology of Advertising." Journal of Consumer Research 22, no. 1 (June 1995): 62. http://dx.doi.org/10.1086/209435.

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Pechmann, Cornelia, and Gabriel Esteban. "Persuasion processes associated with direct comparative and noncomparative advertising and implications for advertising effectiveness." Journal of Consumer Psychology 2, no. 4 (January 1993): 403–32. http://dx.doi.org/10.1016/s1057-7408(08)80069-1.

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Pechmann, Cornelia, and Gabriel Esteban. "Persuasion Processes Associated with Direct Comparative and Noncomparative Advertising and Implications for Advertising Effectiveness." Journal of Consumer Psychology 2, no. 4 (October 1993): 403–32. http://dx.doi.org/10.1207/s15327663jcp0204_04.

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Zawisza, Magdalena, Marco Cinnirella, and Anna Maria Zawadzka. "Non‐traditional male gender portrayal as a persuasion tool in advertising." Social Influence 1, no. 4 (December 2006): 288–300. http://dx.doi.org/10.1080/15534510601016976.

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Zotos, Yiorgos, Steven Lysonski, and Peter Martin. "Elaboration Likelihood Model and Locus of Control: Is There a Connection?" Psychological Reports 70, no. 3_suppl (June 1992): 1051–56. http://dx.doi.org/10.2466/pr0.1992.70.3c.1051.

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This study uses the Elaboration Likelihood Model of persuasion to explore information-processing activities according to locus of control. A 3 × 2 × 2 factorial design was used with a sample of 317 to assess whether locus of control accounts for individual differences in cognitive processing of advertising stimuli related to credibility and message factors according to the Elaboration Likelihood Model. The results of the multivariate analysis of variance suggested that locus of control does not explain the processing of advertising information. Implications are discussed.
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Stewart, David W., and David H. Furse. "The effects of television advertising execution on recall, comprehension, and persuasion." Psychology and Marketing 2, no. 3 (1985): 135–60. http://dx.doi.org/10.1002/mar.4220020303.

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Han, Sang-pil, and Sharon Shavitt. "Persuasion and Culture: Advertising Appeals in Individualistic and Collectivistic Societies." Journal of Experimental Social Psychology 30, no. 4 (July 1994): 326–50. http://dx.doi.org/10.1006/jesp.1994.1016.

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Lawson, Timothy J. "Active-Learning Exercises for Consumer Behavior Courses." Teaching of Psychology 22, no. 3 (October 1995): 200–202. http://dx.doi.org/10.1207/s15328023top2203_12.

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This article presents 13 active-learning exercises that can be used to improve lectures and enhance student learning in consumer behavior courses. These exercises involve students in brief activities (e.g., analysis of persuasion techniques in advertising) and discussions. Students in a recent course indicated that these exercises were enjoyable and educational.
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Dissertations / Theses on the topic "Advertising Persuasion (Psychology)"

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Peterson, C. Mark. "The Motivation-Emotion-Matching (MEM) model of television advertising effects." Diss., Georgia Institute of Technology, 1994. http://hdl.handle.net/1853/30653.

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Leung, Shuet Yan. "Effects of product involvement and endorser type : computer print ads in Hong Kong." HKBU Institutional Repository, 2000. http://repository.hkbu.edu.hk/etd_ra/246.

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Goode, Alastair Ross. "The mere exposure effect, its relationship to estimates of memory and its role in understanding advertising persuasion." Thesis, University of Sussex, 2002. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.249112.

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Carmichael, Pamela L. "Persuasion by association : a content analysis of cigarette advertisements aimed at the youth market /." Online version of thesis, 2004. http://hdl.handle.net/1850/11800.

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Cheung, Wai Piu. "Responsiveness to affective appeals in public service advertising : the moderating and mediating roles of gender, age, and ad-evoked emotions." HKBU Institutional Repository, 1999. http://repository.hkbu.edu.hk/etd_ra/183.

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Sturmer, Paul J. "Message source characteristics and employee assistance program advertising : beliefs in program effectiveness and intentions to self- refer." Virtual Press, 1994. http://liblink.bsu.edu/uhtbin/catkey/897525.

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Research indicates that the majority of clients seeking Employee Assistance Program (EAP) services are self-referred, and that a relationship exists between self-referral and the belief that an EAP is effective. Fifty-three subjects read an advertisement proclaiming that a fictitious EAP was effective. Following the Elaboration Likelihood Model (ELM), motivation to elaborate upon the advertisement's arguments was manipulated and two message sources (EAP clients; a fictitious professional consulting firm) were used. Although motivation had no effect on subjects' belief that the EAP was effective or their intention to self-refer, participants exposed to the less expert, trustworthy, and believable source (EAP clients) experienced a greater reduction in their self-referral intention than participants exposed to the more expert, trustworthy, and believable source (consulting firm). A positive correlation between belief in the EAP and self-referral intention was found. Implications for the ELM, EAP advertising, and research are discussed.
Department of Counseling Psychology and Guidance Services
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Cooper, Michele. "Dairy calcium advertising awareness, attitudes and behavior : a survey of 13-17 year-old females." Master's thesis, University of Central Florida, 1987. http://digital.library.ucf.edu/cdm/ref/collection/RTD/id/10302.

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University of Central Florida College of Arts and Sciences Thesis
In April 1984, at a conference convened by the National Institutes of Health, a panel of experts issued a statement listing calcium as a ""mainstay in the prevention and management of osteoporosis."" Osteoporosis, or ""brittle bone disease,"" affects one out of every four American women over 5 0 and is the 12th leading cause of death in the United States. In January 1985, the National Dairy Promotion and Research Board began emphasizing dietary calcium in the promotion of milk and dairy products. Television commercials and print advertising were developed which focused on the calcium contained in dairy products and stressed the importance of this nutrient to a woman's diet. Recent consumer research conducted by Market Facts, Inc. of Chicago indicates that this positive calcium message designed to increase dairy product intake may not be effectively reaching the 13-24 year old female. The study shows that subjects in this age group report that they are doing less about their calcium deficiencies than subjects who were studied prior to the time that the dietary calcium advertising began. In addition, the research indicates that those women who are taking steps to increase calcium intake are less likely to use dairy products. Teenage females offer the dairy industry a challenging opportunity. While average male milk consumption jumps dramatically during the ages of 13-19, average female milk consumption experiences only a slight increase. Reaching this audience at this habit-forming age end changing their attitudes and behavior could provide lifelong use of dairy products. The purpose of this study is to determine the efficacy of past dairy calcium advertising messages in affecting the health attitudes and dietary behavior of 13-17 year old women in Florida.
M.A.
Masters;
Graduate Studies Program
College of Arts and Sciences
Communication
43 p.
ii, 41 leaves, bound : ill. ; 28 cm.
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Pelos, Ellen S. "The Influence of Advertisement Music on Gender Identity and Sex Stereotyping in Young Girls." Scholarship @ Claremont, 2016. http://scholarship.claremont.edu/scripps_theses/772.

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This paper proposes a study that investigates whether manipulating pitch and tempo in children’s toy advertisement music has an effect on gender identity and sex stereotyping in preschool-aged girls. This particular intersection between advertisement, persuasion, gender identity, and sex stereotyping scholarship has not yet been explored. However, past research does suggest that high pitch and fast tempo have a significant positive impact on mood and arousal, two factors associated with more susceptibility to persuasive messages. The 3- to 4-year-old female participants will be randomly assigned to one of the nine advertisement conditions. The music in the ads for each condition will contain a combination of pitch variation (high, medium, or low pitch) as well as a tempo variation (fast, medium, or slow tempo) to create a fully-crossed design. The dependent variables, gender identity and sex stereotyping, will be measured in the lab before and after a 2-week period in which the the advertisement stimuli will be presented in the children’s homes. Based on previous research, higher pitch and faster tempo are expected to be associated with more stereotypical gender identity and more sex stereotyping in participants.
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Millard, A. D. "Are the people listening to Government's good advice : source credibility in Government attributed social marketing messages : a thesis submitted to the Victoria University of Wellington in fulfilment of the requirements for the degree of Masters of Commerce and Administration /." ResearchArchive @Victoria e-thesis, 2010. http://hdl.handle.net/10063/1288.

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De, Villiers Elizabeth Nicolette. "The effect of the level of fear appeal on attitude towards advertising and behavioural intention." Thesis, Stellenbosch : Stellenbosch University, 2008. http://hdl.handle.net/10019.1/21609.

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Thesis (MComm)--Stellenbosch University, 2008.
ENGLISH ABSTRACT: Fear appeals are commonly used in the advertising of social issues, such as drunken driving. In general, researchers believe that there is a positive relationship between fear and persuasion (to adapt misbehaviour). However, there are disputes amongst fear appeal researchers about the level of fear appeal to be used. Fear appeals, like other advertising appeals employed in advertising, is dependant on the traits of the target audience. The effect of fear appeals differ for different target audiences as different people fear different matters. This study tests one of the contemporary models on the working of fear appeals, namely activation theory. Young adults are the target audience of social marketing in South Africa for anti-alcohol abuse issues, such as drunken driving. The effect of fear appeals on the target audience has never been empirically investigated in South Africa although social marketers often employ fear appeals to bring about a change in behaviour. The responses of a sample of young adults in South Africa were tested by means of a quasi-experimental design based on Thayer’s activation deactivation checklist as implemented by previous fear appeal researchers. Three television advertisements that depict three levels of fear appeal (low, medium and high) were presented to three sample groups. Significant differences in the responses of the level of fear appeal were observed after statistical analyses in terms of tension arousal, energy arousal, attitude towards the advertisement and intention to engage in drunken driving. A difference in how genders react to fear appeals was also found.
AFRIKAANSE OPSOMMING: Die gebruik van vreesaanslae in die advertering van sosiale kwessies soos dronkbestuur is algemeen. Alhoewel navorsers glo dat ’n positiewe verhouding bestaan tussen vrees en oorreding (van ’n persoon om sy gedrag aan te pas), heers daar verskille oor die sterkte van die vreesaanslag wat gebruik moet word. Daar is bevind dat vreesaanslae, net soos ander aanslae wat deur die advertensiewese gebruik word, afhanklik is van die teikengehoor. Vreesaanslae se effek verskil, aangesien verskillende mense en gehore verskillende sake vrees. Hierdie studie toets een van die kontemporêre modelle van die werking van vreesaanslae. Jong volwassenes is die teikengehoor in die sosiale bemarking van anti-alkoholmisbruik kwessies soos dronkbestuur. Alhoewel sosiale bemarkers dikwels vrees aanwend om hierdie teiken gehoor se gedrag te verander, is dit nog nooit empiries in Suid-Afrika getoets nie. Die reaksies van ’n steekproef uit dié teikengehoor is getoets deur ‘n kwasieksperimentele ontwerp geskoei op Thayer se “aktivering deaktivering” kontrolelys, soos geïmplementeer deur vorige navorsing in vreesaanslae. Drie televisie advertensies wat drie vlakke van vrees (laag, medium en hoog) verteenwoordig is, aan drie eksperimentele steekproefgroepe getoon. Betekenisvolle verskille in die reaksie van die drie groepe is waargeneem ná statistiese ontledings. ’n Verskil in hoe geslagte reageer op vreesaanslae, is ook bevind.
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Books on the topic "Advertising Persuasion (Psychology)"

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1954-, O'Shaughnessy Nicholas J., ed. Persuasion in advertising. New York: Routledge, 2003.

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O'Shaughnessy, John. Persuasion in Advertising. London: Taylor & Francis Inc, 2004.

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The psychology of entertainment media: Blurring the lines between entertainment and persuasion. 2nd ed. New York: Routledge, 2012.

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Fear of persuasion: A new perspective on advertising and regulation. Monnaz, Switerland: Agora, 1997.

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Day, Nancy. Advertising: Information or manipulation? Springfield, N.J: Enslow, 1999.

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Day, Nancy. Advertising: Information or manipulation? Springfield, N.J: Enslow Publishers, 1999.

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Boush, David M. Deception in the marketplace: The psychology of deceptive persuasion and consumer self protection. New York: Routledge, 2009.

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Who is afraid of fear appeals?: Persuasion and emotion in print advertising. Innsbruck: Institut für Sprachen und Literaturen der Universität Innsbruck, 2005.

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Goffman, Erving. Gender advertisements. Ann Arbor, Mich: University Microfilms International (U.M.I.),1993., 1993.

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Roxanne, Parrott, ed. Persuasive communication campaigns. Boston, Mass: Allyn and Bacon, 1993.

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Book chapters on the topic "Advertising Persuasion (Psychology)"

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Giles, David. "Persuasion and advertising." In Psychology of the Media, 54–73. London: Macmillan Education UK, 2010. http://dx.doi.org/10.1007/978-1-137-05904-8_4.

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Fennis, Bob M., and Wolfgang Stroebe. "Beyond persuasion." In The Psychology of Advertising, 303–44. Third edition. | Abingdon, Oxon ; New York, NY : Routledge, 2021.: Routledge, 2020. http://dx.doi.org/10.4324/9780429326981-7.

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Bull, Ray, and Nichola Rumsey. "The Effects of Facial Appearance in Persuasion, Politics, Employment, and Advertising." In The Social Psychology of Facial Appearance, 41–79. New York, NY: Springer New York, 1988. http://dx.doi.org/10.1007/978-1-4612-3782-2_3.

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Barroso, Paulo M. "Rhetoric of Seduction." In Seduction in Popular Culture, Psychology, and Philosophy, 232–58. IGI Global, 2017. http://dx.doi.org/10.4018/978-1-5225-0525-9.ch011.

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Contemporary Western and industrialized societies have a profusion of messages with seductive and appealing meanings. Signs and images are used in advertising. They surround us to our consumption, satisfaction, pleasure, comfort, happiness, or social success. Their meanings comprise epidictic and apodictic messages of seduction. This chapter is about techniques of persuasion and effective communication through signs and images of advertising. Following a reflexive methodology, based on a theoretical research, the main objective is to understand how these techniques are more and more improved and able to develop new visual and popular forms of life, demonstrating that seduction is all about signs and images, i.e. it is a semiosis process of being able to send messages and read them accordingly.
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Shevy, Mark, and Kineta Hung. "Music in television advertising and other persuasive media." In The Psychology of Music in Multimedia, 315–38. Oxford University Press, 2013. http://dx.doi.org/10.1093/acprof:oso/9780199608157.003.0014.

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