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The Role of Attention in Mediating the Effect of Advertising on Attribute Importance

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  • MacKenzie, Scott B

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  • MacKenzie, Scott B, 1986. "The Role of Attention in Mediating the Effect of Advertising on Attribute Importance," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(2), pages 174-195, September.
    • Handle: RePEc:oup:jconrs:v:13:y:1986:i:2:p:174-95
    DOI: 10.1086/209059
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    Cited by:

    1. Uri Simonsohn & Dan Ariely, 2008. "When Rational Sellers Face Nonrational Buyers: Evidence from Herding on eBay," Management Science, INFORMS, vol. 54(9), pages 1624-1637, September.
    2. Pieters, Rik G.M. & Rosbergen, Edward & Hartog, Michel, 1995. "Visual attention to advertising : the impact of motivation and repetition," Research Report 95B27, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
    3. Martinovici, A., 2019. "Revealing attention - how eye movements predict brand choice and moment of choice," Other publications TiSEM 7dca38a5-9f78-4aee-bd81-c, Tilburg University, School of Economics and Management.
    4. Cloarec, Julien, 2020. "The personalization–privacy paradox in the attention economy," Technological Forecasting and Social Change, Elsevier, vol. 161(C).
    5. Xiaojing Yang & Robert E. Smith, 2009. "Beyond Attention Effects: Modeling the Persuasive and Emotional Effects of Advertising Creativity," Marketing Science, INFORMS, vol. 28(5), pages 935-949, 09-10.
    6. Yi Zhu & Anthony Dukes, 2017. "Prominent Attributes Under Limited Attention," Marketing Science, INFORMS, vol. 36(5), pages 683-698, September.
    7. Janssen, Catherine & Swaen, Valérie & Du, Shuili, 2022. "Is a specific claim always better? The double-edged effects of claim specificity in green advertising," Journal of Business Research, Elsevier, vol. 151(C), pages 435-447.
    8. Nikolaus Franke & Peter Keinz & Katharina Klausberger, 2013. "“Does This Sound Like a Fair Deal?”: Antecedents and Consequences of Fairness Expectations in the Individual’s Decision to Participate in Firm Innovation," Organization Science, INFORMS, vol. 24(5), pages 1495-1516, October.
    9. repec:dgr:rugsom:95b27 is not listed on IDEAS
    10. Robinson, Stefanie & Eilert, Meike, 2018. "The role of message specificity in corporate social responsibility communication," Journal of Business Research, Elsevier, vol. 90(C), pages 260-268.
    11. Kukar-Kinney, Monika & Grewal, Dhruv, 2006. "Consumer willingness to claim a price-matching refund: A look into the process," Journal of Business Research, Elsevier, vol. 59(1), pages 11-18, January.
    12. Rachel Esther Lim & Wei‐Na Lee, 2023. "Communicating corporate social responsibility: How fit, specificity, and cognitive fluency drive consumer skepticism and response," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 30(2), pages 955-967, March.
    13. Marion Garaus, 2020. "The influence of media multitasking on advertising effectiveness," AMS Review, Springer;Academy of Marketing Science, vol. 10(3), pages 244-259, December.
    14. Stijn Maesen & Lien Lamey & Anne ter Braak & Léon Jansen, 2022. "Going healthy: how product characteristics influence the sales impact of front-of-pack health symbols," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 108-130, January.
    15. Gleim, Mark R. & Smith, Jeffery S. & Andrews, Demetra & Cronin, J. Joseph, 2013. "Against the Green: A Multi-method Examination of the Barriers to Green Consumption," Journal of Retailing, Elsevier, vol. 89(1), pages 44-61.
    16. Zachary G. Arens & Rebecca W. Hamilton, 2018. "The substitution strategy dilemma: substitute selection versus substitute effectiveness," Journal of the Academy of Marketing Science, Springer, vol. 46(1), pages 130-146, January.
    17. Zachary G. Arens & Rebecca W. Hamilton, 2016. "Why Focusing on the Similarity of Substitutes Leaves a Lot to Be Desired," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 43(3), pages 448-459.
    18. Feld, Sebastian & Frenzen, Heiko & Krafft, Manfred & Peters, Kay & Verhoef, Peter C., 2013. "The effects of mailing design characteristics on direct mail campaign performance," International Journal of Research in Marketing, Elsevier, vol. 30(2), pages 143-159.
    19. Jae Jin Lee & Sung-Jun Lee, 2017. "The Differences of Asian and Western Consumers’ Attitudes towards Brand Extensions by Information Types: Attributerelated versus Non-attribute-related Information," International Review of Management and Marketing, Econjournals, vol. 7(1), pages 281-290.
    20. Freling, Traci H. & Vincent, Leslie H. & Henard, David H., 2014. "When not to accentuate the positive: Re-examining valence effects in attribute framing," Organizational Behavior and Human Decision Processes, Elsevier, vol. 124(2), pages 95-109.
    21. Sanjoy Ghose & Amir Heiman & Oded Lowengart, 2017. "Isolating strategy effectiveness of brands in an emerging market: A choice modeling approach," Journal of Brand Management, Palgrave Macmillan, vol. 24(2), pages 161-177, March.
    22. Chia-Lin LEE & Reinhold DECKER, 2009. "Modeling The Effect Of Belief Revisions On The Success Of Co-Branding," Journal of Applied Economic Sciences, Spiru Haret University, Faculty of Financial Management and Accounting Craiova, vol. 4(2(8)_ Sum).
    23. Heiman, Amir & Lowengart, Oded, 2008. "The effect of information about health hazards on demand for frequently purchased commodities," International Journal of Research in Marketing, Elsevier, vol. 25(4), pages 310-318.
    24. Bee-Lia Chua & Shahrim Karim & Sanghyeop Lee & Heesup Han, 2020. "Customer Restaurant Choice: An Empirical Analysis of Restaurant Types and Eating-Out Occasions," IJERPH, MDPI, vol. 17(17), pages 1-23, August.

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