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What makes open vs. closed conclusion advertisements more persuasive? The moderating role of prior knowledge and involvement

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  • Chebat, Jean-Charles
  • Charlebois, Mathieu
  • Gelinas-Chebat, Claire

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  • Chebat, Jean-Charles & Charlebois, Mathieu & Gelinas-Chebat, Claire, 2001. "What makes open vs. closed conclusion advertisements more persuasive? The moderating role of prior knowledge and involvement," Journal of Business Research, Elsevier, vol. 53(2), pages 93-102, August.
    • Handle: RePEc:eee:jbrese:v:53:y:2001:i:2:p:93-102
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    References listed on IDEAS

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    1. Clee, Mona A & Wicklund, Robert A, 1980. "Consumer Behavior and Psychological Reactance," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 6(4), pages 389-405, March.
    2. Celsi, Richard L & Olson, Jerry C, 1988. "The Role of Involvement in Attention and Comprehension Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 210-224, September.
    3. Mick, David Glen, 1992. "Levels of Subjective Comprehension in Advertising Processing and Their Relations to Ad Perceptions, Attitudes, and Memory," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 18(4), pages 411-424, March.
    4. Jean-Noël Kapferer & Gilles Laurent, 1985. "Measuring consumer involvement profiles," Post-Print hal-00786781, HAL.
    5. Greenwald, Anthony G & Leavitt, Clark, 1984. "Audience Involvement in Advertising: Four Levels," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 11(1), pages 581-592, June.
    6. Kardes, Frank R, 1988. "Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 225-233, September.
    7. Zaichkowsky, Judith Lynne, 1985. "Measuring the Involvement Construct," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 12(3), pages 341-352, December.
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    Cited by:

    1. Nitin Walia & Mark Srite & Wendy Huddleston, 2016. "Eyeing the web interface: the influence of price, product, and personal involvement," Electronic Commerce Research, Springer, vol. 16(3), pages 297-333, September.
    2. Papaporn Chaihanchanchai & Saravudh Anantachart, 2023. "Encouraging green product purchase: Green value and environmental knowledge as moderators of attitude and behavior relationship," Business Strategy and the Environment, Wiley Blackwell, vol. 32(1), pages 289-303, January.
    3. Myriam Ertz & Myung-Soo Jo & Fahri Karakas & Emine Sarigöllü, 2021. "Message Sidedness Effects in Advertising: The Role of Yin-Yang Balancing Theory," Social Sciences, MDPI, vol. 10(6), pages 1-26, June.
    4. Tang, Liang (Rebecca) & Jang, Soocheong (Shawn) & Morrison, Alastair, 2012. "Dual-route communication of destination websites," Tourism Management, Elsevier, vol. 33(1), pages 38-49.
    5. Tali Te’eni-Harari, 2014. "Clarifying the Relationship between Involvement Variables and Advertising Effectiveness among Young People," Journal of Consumer Policy, Springer, vol. 37(2), pages 183-203, June.
    6. Namhyun Um & Dong Hoo Kim, 2019. "Effects of Gay-Themed Advertising among Young Heterosexual Adults from U.S. and South Korea," Social Sciences, MDPI, vol. 8(1), pages 1-13, January.
    7. Orazi, Davide C. & Lei, Jing & Bove, Liliana L., 2021. "The effect of ending disclosure on the persuasiveness of narrative PSAs," Journal of Business Research, Elsevier, vol. 127(C), pages 241-251.

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