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Consumer Distinctiveness and Advertising Persuasion

Author

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  • Grier, Sonya A.

    (Stanford U)

  • Brumbaugh, Anne M.

    (Wake Forest U)

Abstract

This chapter discusses the significance of distinctiveness theory for understanding advertising persuasion in multicultural marketplaces. First, we define distinctiveness theory, reviewing the initial empirical tests that formed the distinctiveness postulate and describing its underlying psychological assumptions. We also discuss other research that extends various elements of distinctiveness theory and attests to its robustness. Then, we review consumer applications of distinctiveness theory, and link this discussion to our understanding of the psychological processes affecting advertising responses. Our goal is to demonstrate how powerful this distinctiveness construct is in understanding advertising persuasion among multicultural audiences. Finally, we suggest directions for future research that capitalize on and extend the distinctiveness construct.

Suggested Citation

  • Grier, Sonya A. & Brumbaugh, Anne M., 2002. "Consumer Distinctiveness and Advertising Persuasion," Research Papers 1735, Stanford University, Graduate School of Business.
    • Handle: RePEc:ecl:stabus:1735
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    File URL: http://gsbapps.stanford.edu/researchpapers/library/RP1735.pdf
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    References listed on IDEAS

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    1. Brumbaugh, Anne M, 2002. "Source and Nonsource Cues in Advertising and Their Effects on the Activation of Cultural and Subcultural Knowledge on the Route to Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 29(2), pages 258-269, September.
    2. Aaker, Jennifer L & Williams, Patti, 1998. "Empathy versus Pride: The Influence of Emotional Appeals across Cultures," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 25(3), pages 241-261, December.
    3. McCracken, Grant, 1989. "Who Is the Celebrity Endorser? Cultural Foundations of the Endorsement Process," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(3), pages 310-321, December.
    4. Aaker, Jennifer L. & Brumbaugh, Anne M. & Grier, Sonya A., 2000. "Non-target Markets and Viewer Distinctiveness: The Impact of Target Marketing on Advertising Attitudes," Research Papers 1578, Stanford University, Graduate School of Business.
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