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Emotion and reason in persuasion: Applying the ARI model and the CASC Scale

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  • Buck, Ross
  • Anderson, Erika
  • Chaudhuri, Arjun
  • Ray, Ipshita

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  • Buck, Ross & Anderson, Erika & Chaudhuri, Arjun & Ray, Ipshita, 2004. "Emotion and reason in persuasion: Applying the ARI model and the CASC Scale," Journal of Business Research, Elsevier, vol. 57(6), pages 647-656, June.
    • Handle: RePEc:eee:jbrese:v:57:y:2004:i:6:p:647-656
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    References listed on IDEAS

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    1. Valdiserri, R.O. & Arena, V.C. & Proctor, D. & Bonati, F.A., 1989. "The relationship between women's attitudes about condoms and their use: Implications for condom promotion programs," American Journal of Public Health, American Public Health Association, vol. 79(4), pages 499-501.
    2. Jean-Noël Kapferer & Gilles Laurent, 1985. "Measuring consumer involvement profiles," Post-Print hal-00786781, HAL.
    3. Jean-Noël Kapferer & Gilles Laurent, 1993. "Further evidence on the consumer involvement profile: five antecedents of involvement," Post-Print hal-00784124, HAL.
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    3. Sherman, Arie & Barokas, Guy, 2023. "The effect of name letter on market prices: Field experiments on seller behavior," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 106(C).
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    5. Naspetti, Simona & Zanoli, Raffaele, 2011. "Communicating Ethical Arguments to Organic Consumers: A Study Across Five European Countries," International Journal on Food System Dynamics, International Center for Management, Communication, and Research, vol. 2(3), pages 1-21, December.
    6. Knewtson, Heather S. & Sias, Richard W., 2010. "Why Susie owns Starbucks: The name letter effect in security selection," Journal of Business Research, Elsevier, vol. 63(12), pages 1324-1327, December.

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