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An Interpretive Frame Model of Identity-Dependent Learning: The Moderating Role of Content-State Association

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  • Kathryn R. Mercurio
  • Mark R. Forehand

Abstract

Although it is well known that advertising can momentarily activate specific consumer identities and thereby influence preference for identity-relevant products, the influence of such identity activation on consumer memory is undocumented. Identity activation encourages consumers to link advertising content to their identity during encoding, and these links facilitate subsequent recognition if the identity is again activated at retrieval. This identity-dependent processing produces different recognition outcomes for information that is strongly related, moderately related, and unrelated to the identity. Identity activation at both encoding and retrieval improved recognition of advertising content moderately related to the identity but had no effect on recognition of unrelated content. Identity activation at retrieval improved recognition of strongly related content, regardless of whether identity was primed externally at encoding. These results support an interpretative frame process at encoding and suggest that content-state association is a critical moderator of state-dependent learning.

Suggested Citation

  • Kathryn R. Mercurio & Mark R. Forehand, 2011. "An Interpretive Frame Model of Identity-Dependent Learning: The Moderating Role of Content-State Association," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(3), pages 555-577.
    • Handle: RePEc:oup:jconrs:doi:10.1086/660837
    DOI: 10.1086/660837
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    Cited by:

    1. Haizhong Wang & Hong Yuan & Xiaolin Li & Huaxi Li, 2019. "The impact of psychological identification with home-name stocks on investor behavior: an empirical and experimental investigation," Journal of the Academy of Marketing Science, Springer, vol. 47(6), pages 1109-1130, November.
    2. Johe, Miles H. & Bhullar, Navjot, 2016. "To buy or not to buy: The roles of self-identity, attitudes, perceived behavioral control and norms in organic consumerism," Ecological Economics, Elsevier, vol. 128(C), pages 99-105.
    3. Chenxi Li & Zhengyan Cui & Jing Chen & Ning Zhou, 2019. "Brand Revitalization of Heritage Enterprises for Cultural Sustainability in the Digital Era: A Case Study in China," Sustainability, MDPI, vol. 11(6), pages 1-14, March.
    4. Kokkoris, Michail D. & Hoelzl, Erik & Kamleitner, Bernadette, 2020. "Self-found, spellbound: The sense of own discovery shapes customer bonds with service venues," Journal of Business Research, Elsevier, vol. 113(C), pages 303-316.
    5. Reed, Americus & Forehand, Mark R. & Puntoni, Stefano & Warlop, Luk, 2012. "Identity-based consumer behavior," International Journal of Research in Marketing, Elsevier, vol. 29(4), pages 310-321.
    6. Kuo-Kuang Fan & Ying Zhou, 2020. "The Influence of Traditional Cultural Resources (TCRs) on the Communication of Clothing Brands," Sustainability, MDPI, vol. 12(6), pages 1-19, March.
    7. Fedorenko, Ivan & Berthon, Pierre & Rabinovich, Tamara, 2017. "Crowded identity: Managing crowdsourcing initiatives to maximize value for participants through identity creation," Business Horizons, Elsevier, vol. 60(2), pages 155-165.

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