Stay positive or go negative? Memory imperfections and messaging strategy
Author
Abstract
Suggested Citation
DOI: 10.1016/j.ijresmar.2022.01.001
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- A. Prasad & S. P. Sethi, 2004. "Competitive Advertising Under Uncertainty: A Stochastic Differential Game Approach," Journal of Optimization Theory and Applications, Springer, vol. 123(1), pages 163-185, October.
- Navdeep S. Sahni, 2015. "Effect of temporal spacing between advertising exposures: Evidence from online field experiments," Quantitative Marketing and Economics (QME), Springer, vol. 13(3), pages 203-247, September.
- Jörg L Spenkuch & David Toniatti, 2018. "Political Advertising and Election Results," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 133(4), pages 1981-2036.
- Ansolabehere, Stephen D. & Iyengar, Shanto & Simon, Adam, 1999. "Replicating Experiments Using Aggregate and Survey Data: The Case of Negative Advertising and Turnout," American Political Science Review, Cambridge University Press, vol. 93(4), pages 901-909, December.
- Harrington, Joseph Jr. & Hess, Gregory D., 1996. "A Spatial Theory of Positive and Negative Campaigning," Games and Economic Behavior, Elsevier, vol. 17(2), pages 209-229, December.
- Nitin Mehta & Surendra Rajiv & Kannan Srinivasan, 2004. "Role of Forgetting in Memory-Based Choice Decisions: A Structural Model," Quantitative Marketing and Economics (QME), Springer, vol. 2(2), pages 107-140, June.
- Navdeep S. Sahni, 2015. "Erratum to: Effect of temporal spacing between advertising exposures: Evidence from online field experiments," Quantitative Marketing and Economics (QME), Springer, vol. 13(3), pages 249-250, September.
- Brett R. Gordon & Wesley R. Hartmann, 2013.
"Advertising Effects in Presidential Elections,"
Marketing Science, INFORMS, vol. 32(1), pages 19-35, June.
- Gordon, Brett R. & Hartmann, Wesley R., 2011. "Advertising Effects in Presidential Elections," Research Papers 2080, Stanford University, Graduate School of Business.
- Lodge, Milton & Steenbergen, Marco R. & Brau, Shawn, 1995. "The Responsive Voter: Campaign Information and the Dynamics of Candidate Evaluation," American Political Science Review, Cambridge University Press, vol. 89(2), pages 309-326, June.
- Navdeep Sahni, 2015. "Effect of temporal spacing between advertising exposures: Evidence from online field experiments," Quantitative Marketing and Economics (QME), Springer, vol. 13(3), pages 203-247, September.
- Leonard M. Lodish & Magid M. Abraham & Jeanne Livelsberger & Beth Lubetkin & Bruce Richardson & Mary Ellen Stevens, 1995. "A Summary of Fifty-Five In-Market Experimental Estimates of the Long-Term Effect of TV Advertising," Marketing Science, INFORMS, vol. 14(3_supplem), pages 133-140.
- Navdeep Sahni, 2015. "Erratum to: Effect of temporal spacing between advertising exposures: Evidence from online field experiments," Quantitative Marketing and Economics (QME), Springer, vol. 13(3), pages 249-250, September.
- Pechmann, Cornelia & Stewart, David W, 1990. "The Effects of Comparative Advertising on Attention, Memory, and Purchase Intentions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 180-191, September.
- Alan S. Gerber & Donald P. Green & Ron Shachar, 2003. "Voting May Be Habit‐Forming: Evidence from a Randomized Field Experiment," American Journal of Political Science, John Wiley & Sons, vol. 47(3), pages 540-550, July.
- Ashwin Aravindakshan & Prasad A. Naik, 2015. "Understanding the Memory Effects in Pulsing Advertising," Operations Research, INFORMS, vol. 63(1), pages 35-47, February.
- Stefano DellaVigna & Matthew Gentzkow, 2010.
"Persuasion: Empirical Evidence,"
Annual Review of Economics, Annual Reviews, vol. 2(1), pages 643-669, September.
- Stefano DellaVigna & Matthew Gentzkow, 2009. "Persuasion: Empirical Evidence," NBER Working Papers 15298, National Bureau of Economic Research, Inc.
- Burke, Raymond R & Srull, Thomas K, 1988. "Competitive Interference and Consumer Memory for Advertising," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(1), pages 55-68, June.
- Mitchell J. Lovett & Ron Shachar, 2011. "The Seeds of Negativity: Knowledge and Money," Marketing Science, INFORMS, vol. 30(3), pages 430-446, 05-06.
- Yuxin Chen & Ganesh Iyer & Amit Pazgal, 2010. "Limited Memory, Categorization, and Competition," Marketing Science, INFORMS, vol. 29(4), pages 650-670, 07-08.
- Joshua Clinton & John Lapinski, 2004. "Targeted advertising and voter turnout: An experimental study of the 2000 presidential election," Natural Field Experiments 00226, The Field Experiments Website.
- Ahluwalia, Rohini, 2000. "Examination of Psychological Processes Underlying Resistance to Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 27(2), pages 217-232, September.
- Alan Gerber & Donald Green & Ron Shachar, 2003. "Voting may be habit forming: Evidence from a randomized field experiment," Natural Field Experiments 00251, The Field Experiments Website.
- Janiszewski, Chris & Noel, Hayden & Sawyer, Alan G, 2003. "A Meta-analysis of the Spacing Effect in Verbal Learning: Implications for Research on Advertising Repetition and Consumer Memory," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 30(1), pages 138-149, June.
- Marshall Freimer & Dan Horsky, 2012. "Periodic Advertising Pulsing in a Competitive Market," Marketing Science, INFORMS, vol. 31(4), pages 637-648, July.
- Alan S. Gerber & Dean Karlan & Daniel Bergan, 2009.
"Does the Media Matter? A Field Experiment Measuring the Effect of Newspapers on Voting Behavior and Political Opinions,"
American Economic Journal: Applied Economics, American Economic Association, vol. 1(2), pages 35-52, April.
- Gerber, Alan & Karlan, Dean & Bergan, Daniel, 2006. "Does The Media Matter? A Field Experiment Measuring the Effect of Newspapers on Voting Behavior and Political Opinions," Working Papers 12, Yale University, Department of Economics.
- Daniel Bergan & Alan Gerber & Dean Karlan, 2009. "Does the media matter? A field experiment measuring the effect of newspapers on voting behavior and political opinions," Natural Field Experiments 00252, The Field Experiments Website.
- Ashwin Aravindakshan & Prasad Naik, 2011. "How does awareness evolve when advertising stops? The role of memory," Marketing Letters, Springer, vol. 22(3), pages 315-326, September.
- David Soberman & Loïc Sadoulet, 2007. "Campaign Spending Limits and Political Advertising," Management Science, INFORMS, vol. 53(10), pages 1521-1532, October.
- Skaperdas, Stergios & Grofman, Bernard, 1995. "Modeling Negative Campaigning," American Political Science Review, Cambridge University Press, vol. 89(1), pages 49-61, March.
- Nelson, Philip, 1974. "Advertising as Information," Journal of Political Economy, University of Chicago Press, vol. 82(4), pages 729-754, July/Aug..
- Brett Gordon & Mitchell Lovett & Ron Shachar & Kevin Arceneaux & Sridhar Moorthy & Michael Peress & Akshay Rao & Subrata Sen & David Soberman & Oleg Urminsky, 2012. "Marketing and politics: Models, behavior, and policy implications," Marketing Letters, Springer, vol. 23(2), pages 391-403, June.
- Ackerberg, Daniel A, 2001. "Empirically Distinguishing Informative and Prestige Effects of Advertising," RAND Journal of Economics, The RAND Corporation, vol. 32(2), pages 316-333, Summer.
- Hakkyun Kim & Akshay R. Rao & Angela Y. Lee, 2009. "It's Time to Vote: The Effect of Matching Message Orientation and Temporal Frame on Political Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(6), pages 877-889, April.
- James Dow, 1991. "Search Decisions with Limited Memory," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 58(1), pages 1-14.
- Yianis Sarafidis, 2007. "What Have you Done for me Lately? Release of Information and Strategic Manipulation of Memories," Economic Journal, Royal Economic Society, vol. 117(518), pages 307-326, March.
- SHOR, BORIS & McCARTY, NOLAN, 2011. "The Ideological Mapping of American Legislatures," American Political Science Review, Cambridge University Press, vol. 105(3), pages 530-551, August.
- Sendhil Mullainathan, 2002. "A Memory-Based Model of Bounded Rationality," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 117(3), pages 735-774.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Li, Xiaolin & Singh Rao, Raghunath & Narasimhan, Om & Gao, Xing, 2022. "Stay positive or go negative? Memory imperfections and messaging strategy," LSE Research Online Documents on Economics 113556, London School of Economics and Political Science, LSE Library.
- Chadwick J. Miller & Daniel C. Brannon & Jim Salas & Martha Troncoza, 2021. "Advertising, incentives, and the upsell: how advertising differentially moderates customer- vs. retailer-directed price incentives’ impact on consumers’ preferences for premium products," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1043-1064, November.
- Chen He & Tobias J. Klein, 2023.
"Advertising as a Reminder: Evidence from the Dutch State Lottery,"
Marketing Science, INFORMS, vol. 42(5), pages 892-909, September.
- He, Chen & Klein, Tobias, 2018. "Advertising as a Reminder : Evidence from the Dutch State Lottery," Other publications TiSEM 0791692c-433c-4e8d-8374-a, Tilburg University, School of Economics and Management.
- Chen He & Tobias J. Klein, 2018. "Advertising as a Reminder: Evidence from the Dutch State Lottery," CESifo Working Paper Series 7080, CESifo.
- He, Chen & Klein, Tobias, 2018. "Advertising as a Reminder : Evidence from the Dutch State Lottery," Discussion Paper 2018-018, Tilburg University, Tilburg Law and Economic Center.
- He, Chen & Klein, Tobias, 2018. "Advertising as a Reminder : Evidence from the Dutch State Lottery," Discussion Paper 2018-019, Tilburg University, Center for Economic Research.
- He, Chen & Klein, Tobias, 2022. "Advertising as a reminder: Evidence from the Dutch State Lottery," CEPR Discussion Papers 12948, C.E.P.R. Discussion Papers.
- He, Chen & Klein, Tobias, 2018. "Advertising as a Reminder : Evidence from the Dutch State Lottery," Other publications TiSEM 6a9d1dc7-8fb6-48a1-b954-8, Tilburg University, School of Economics and Management.
- Wesley R. Hartmann & Daniel Klapper, 2018. "Super Bowl Ads," Marketing Science, INFORMS, vol. 37(1), pages 78-96, January.
- Ruichang Lu & Qiaowei Shen & Tenghui Wang & Xiaojun Zhang, 2022. "Frenemies: Corporate Advertising Under Common Ownership," Management Science, INFORMS, vol. 68(6), pages 4645-4669, June.
- Omid Rafieian, 2023. "Optimizing User Engagement Through Adaptive Ad Sequencing," Marketing Science, INFORMS, vol. 42(5), pages 910-933, September.
- Weijia Dai & Hyunjin Kim & Michael Luca, 2023. "Frontiers: Which Firms Gain from Digital Advertising? Evidence from a Field Experiment," Marketing Science, INFORMS, vol. 42(3), pages 429-439, May.
- Stephan Seiler & Song Yao & Wenbo Wang, 2017. "Does Online Word of Mouth Increase Demand? (And How?) Evidence from a Natural Experiment," Marketing Science, INFORMS, vol. 36(6), pages 838-861, November.
- Brett R. Gordon & Mitchell J. Lovett & Bowen Luo & James C. Reeder, 2023. "Disentangling the Effects of Ad Tone on Voter Turnout and Candidate Choice in Presidential Elections," Management Science, INFORMS, vol. 69(1), pages 220-243, January.
- Bart J. Bronnenberg & Jean-Pierre Dubé & Robert E. Sanders, 2020. "Consumer Misinformation and the Brand Premium: A Private Label Blind Taste Test," Marketing Science, INFORMS, vol. 39(2), pages 382-406, March.
- Maria Petrova & Ananya Sen & Pinar Yildirim, 2021.
"Social Media and Political Contributions: The Impact of New Technology on Political Competition,"
Management Science, INFORMS, vol. 67(5), pages 2997-3021, May.
- Maria Petrova & Ananya Sen & Pinar Yildirim, 2020. "Social Media and Political Contributions: The Impact of New Technology on Political Competition," Papers 2011.02924, arXiv.org.
- Landry, Peter, 2022. "Pricing, advertising, and endogenous consideration of an “insistent” product," International Journal of Industrial Organization, Elsevier, vol. 80(C).
- Brett R. Gordon & Wesley R. Hartmann, 2013.
"Advertising Effects in Presidential Elections,"
Marketing Science, INFORMS, vol. 32(1), pages 19-35, June.
- Gordon, Brett R. & Hartmann, Wesley R., 2011. "Advertising Effects in Presidential Elections," Research Papers 2080, Stanford University, Graduate School of Business.
- Brett Gordon & Mitchell Lovett & Ron Shachar & Kevin Arceneaux & Sridhar Moorthy & Michael Peress & Akshay Rao & Subrata Sen & David Soberman & Oleg Urminsky, 2012. "Marketing and politics: Models, behavior, and policy implications," Marketing Letters, Springer, vol. 23(2), pages 391-403, June.
- Kurt P. Munz & Minah H. Jung & Adam L. Alter, 2020. "Name Similarity Encourages Generosity: A Field Experiment in Email Personalization," Marketing Science, INFORMS, vol. 39(6), pages 1071-1091, November.
- Vinh Truong, 2024. "Optimizing mobile in-app advertising effectiveness using app publishers-controlled factors," Journal of Marketing Analytics, Palgrave Macmillan, vol. 12(4), pages 925-943, December.
- Navdeep S. Sahni & Dan Zou & Pradeep K. Chintagunta, 2017.
"Do Targeted Discount Offers Serve as Advertising? Evidence from 70 Field Experiments,"
Management Science, INFORMS, vol. 63(8), pages 2688-2705, August.
- Sahni, Navdeep & Zou, Dan & Chintagunta, Pradeep, 2015. "Do Targeted Discount Offers Serve as Advertising? Evidence from 70 Field Experiments," Research Papers 3331, Stanford University, Graduate School of Business.
- Kirthi Kalyanam & John McAteer & Jonathan Marek & James Hodges & Lifeng Lin, 2018. "Cross channel effects of search engine advertising on brick & mortar retail sales: Meta analysis of large scale field experiments on Google.com," Quantitative Marketing and Economics (QME), Springer, vol. 16(1), pages 1-42, March.
- Benjamin Heymann & Alexandre Gilotte & R'emi Chan-Renous, 2023. "Repeated Bidding with Dynamic Value," Papers 2308.01755, arXiv.org.
- Navdeep S. Sahni & Harikesh S. Nair, 2020.
"Sponsorship Disclosure and Consumer Deception: Experimental Evidence from Native Advertising in Mobile Search,"
Marketing Science, INFORMS, vol. 39(1), pages 5-32, January.
- Sahni, Navdeep S. & Nair, Harikesh S., 2017. "Sponsorship Disclosure and Consumer Deception: Experimental Evidence from Native Advertising in Mobile Search," Research Papers repec:ecl:stabus:3395, Stanford University, Graduate School of Business.
More about this item
Keywords
Political advertising; Memory models; Persuasion; Game theory;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:ijrema:v:39:y:2022:i:4:p:1127-1149. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/international-journal-of-research-in-marketing/ .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.