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The Persuasion Knowledge Model: How People Cope with Persuasion Attempts

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  1. Minah H. Jung & Leif D. Nelson & Uri Gneezy & Ayelet Gneezy, 2017. "Signaling Virtue: Charitable Behavior Under Consumer Elective Pricing," Marketing Science, INFORMS, vol. 36(2), pages 187-194, March.
  2. Wörfel, Philipp, 2021. "Unravelling the intellectual discourse of implicit consumer cognition: A bibliometric review," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
  3. Lee, Alice J. & Ames, Daniel R., 2017. "“I can’t pay more” versus “It’s not worth more”: Divergent effects of constraint and disparagement rationales in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 141(C), pages 16-28.
  4. Dungchun Tsai & Hsiao-Ching Lee, 2007. "Demographics, psychographics, price searching and recall in retail shopping," The Service Industries Journal, Taylor & Francis Journals, vol. 29(9), pages 1243-1259, December.
  5. Jung, Hyukjin & Bae, Joonheui & Kim, Hanku, 2022. "The effect of corporate social responsibility and corporate social irresponsibility: Why company size matters based on consumers’ need for self-expression," Journal of Business Research, Elsevier, vol. 146(C), pages 146-154.
  6. Eyal Ert & Stephanie Creary & Max H. Bazerman, 2014. "Cynicism in negotiation: When communication increases buyers' skepticism," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(3), pages 191-198, May.
  7. 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).
  8. Wang, Xuehua & Keh, Hean Tat, 2017. "Consumer susceptibility to cross-selling persuasion: The roles of self-construal and interpersonal harmony," Journal of Retailing and Consumer Services, Elsevier, vol. 34(C), pages 177-184.
  9. Carbó-Valverde, Santiago & Liñares-Zegarra, José M., 2011. "How effective are rewards programs in promoting payment card usage? Empirical evidence," Journal of Banking & Finance, Elsevier, vol. 35(12), pages 3275-3291.
  10. Wallach, Karen Anne & Popovich, Deidre, 2023. "When Big Is Less than Small: Why dominant brands lack authenticity in their sustainability initiatives," Journal of Business Research, Elsevier, vol. 158(C).
  11. Hsieh, Jung-Kuei, 2020. "The effects of transforming mobile services into mobile promotions," Journal of Business Research, Elsevier, vol. 121(C), pages 195-208.
  12. Laurene Fayolle & Sonia Capelli & William Sabadie, 2012. "Placement de marque interactif et image de marque : le cas des concerts," Post-Print halshs-00685324, HAL.
  13. Simon, Françoise, 2016. "Consumer adoption of No Junk Mail stickers: An extended planned behavior model assessing the respective role of store flyer attachment and perceived intrusiveness," Journal of Retailing and Consumer Services, Elsevier, vol. 29(C), pages 12-21.
  14. Sarah Magnotta, 2017. "A Conceptual Framework of A Customer’s Perception of Retail Salesperson Opportunism," International Journal of Business and Social Research, LAR Center Press, vol. 7(11), pages 1-8, November.
  15. Pfiffelmann, Jean & Dens, Nathalie & Soulez, Sébastien, 2020. "Personalized advertisements with integration of names and photographs: An eye-tracking experiment," Journal of Business Research, Elsevier, vol. 111(C), pages 196-207.
  16. Tegegne Tesfaye Haile & Mincheol Kang, 2020. "Mobile Augmented Reality in Electronic Commerce: Investigating User Perception and Purchase Intent Amongst Educated Young Adults," Sustainability, MDPI, vol. 12(21), pages 1-26, November.
  17. Heribert Gierl & Tina Großmann, 2008. "Imply-Benefit-Attribute im Bereich häufig gekaufter Konsumgüter," Schmalenbach Journal of Business Research, Springer, vol. 60(4), pages 355-384, June.
  18. Schultz, Don E. & Block, Martin P., 2011. "How U.S. consumers view in-store promotions," Journal of Business Research, Elsevier, vol. 64(1), pages 51-54, January.
  19. Hautz, Julia & Füller, Johann & Hutter, Katja & Thürridl, Carina, 2014. "Let Users Generate Your Video Ads? The Impact of Video Source and Quality on Consumers' Perceptions and Intended Behaviors," Journal of Interactive Marketing, Elsevier, vol. 28(1), pages 1-15.
  20. Aghazadeh, Sanaz & Hoang, Kris, 2020. "How does audit firm emphasis on client relationship quality influence auditors’ inferences about and responses to potential persuasion in client communications?," Accounting, Organizations and Society, Elsevier, vol. 87(C).
  21. Koukova, Nevena T. & Wang, Rebecca Jen-Hui & Isaac, Mathew S., 2023. "“If you loved our product”: Do conditional review requests harm retailer loyalty?," Journal of Retailing, Elsevier, vol. 99(1), pages 85-101.
  22. Suwelack, Thomas & Hogreve, Jens & Hoyer, Wayne D., 2011. "Understanding Money-Back Guarantees: Cognitive, Affective, and Behavioral Outcomes," Journal of Retailing, Elsevier, vol. 87(4), pages 462-478.
  23. Gunawardena, Thuthi & Waiguny, Martin K.J., 2014. "So many things to do! How multitasking affects memory and attitude for product and brand placements," Australasian marketing journal, Elsevier, vol. 22(4), pages 288-295.
  24. Bin Guo & Shasha Zhou, 2017. "What makes population perception of review helpfulness: an information processing perspective," Electronic Commerce Research, Springer, vol. 17(4), pages 585-608, December.
  25. Su, Lujun & Gong, Qi & Huang, Yinghua, 2020. "How do destination social responsibility strategies affect tourists’ intention to visit? An attribution theory perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
  26. Grier, Sonya A. & Forehand, Mark R., 2002. "When Is Honesty The Best Policy? The Effect of Stated Company Intent on Consumer Skepticism," Research Papers 1665r, Stanford University, Graduate School of Business.
  27. Rose, Susannah L. & Sah, Sunita & Dweik, Raed & Schmidt, Cory & Mercer, MaryBeth & Mitchum, Ariane & Kattan, Michael & Karafa, Matthew & Robertson, Christopher, 2021. "Patient responses to physician disclosures of industry conflicts of interest: A randomized field experiment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 166(C), pages 27-38.
  28. Basso, Kenny & dos Santos, Cristiane Pizzutti & Albornoz Gonçalves, Manuela, 2014. "The impact of flattery: The role of negative remarks," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 185-191.
  29. Maria Petrescu & Anjala S. Krishen, 2020. "The dilemma of social media algorithms and analytics," Journal of Marketing Analytics, Palgrave Macmillan, vol. 8(4), pages 187-188, December.
  30. Kumar, Vikas & Kaushal, Vikrant & Shashi,, 2023. "Role of customer perceived brand ethicality in inducing engagement in online brand communities," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
  31. Sesar, Vesna & Martinčević, Ivana & Hunjet, Anica, 2022. "How Influencer Credibility and Advertising Disclosure affects Purchase Intention," Proceedings of the ENTRENOVA - ENTerprise REsearch InNOVAtion Conference (2022), Hybrid Conference, Opatija, Croatia, in: Proceedings of the ENTRENOVA - ENTerprise REsearch InNOVAtion Conference, Hybrid Conference, Opatija, Croatia, 17-18 June 2022, pages 248-263, IRENET - Society for Advancing Innovation and Research in Economy, Zagreb.
  32. Zarei, Shadi & Samavatiyan, Hossein & Akhoondi, Fereshteh, 2018. "How Persuasion Knowledge Creates Differences in the Role of Self and Functional Congruity on Predicting Customers’ Attitude and Behavioral Intention," 58th Annual Conference, Kiel, Germany, September 12-14, 2018 275860, German Association of Agricultural Economists (GEWISOLA).
  33. Grewal, Dhruv & Kroschke, Mirja & Mende, Martin & Roggeveen, Anne L. & Scott, Maura L., 2020. "Frontline Cyborgs at Your Service: How Human Enhancement Technologies Affect Customer Experiences in Retail, Sales, and Service Settings," Journal of Interactive Marketing, Elsevier, vol. 51(C), pages 9-25.
  34. Arndt, Aaron D. & Evans, Kenneth R. & Zahedi, Ziniya & Khan, Emmyrose, 2019. "Competent or threatening? When looking like a “salesperson†is disadvantageous," Journal of Retailing and Consumer Services, Elsevier, vol. 47(C), pages 166-176.
  35. Gauzente, Claire & Roy, Yves, 2012. "Message content in keyword campaigns, click behavior, and price-consciousness: A study of millennial consumers," Journal of Retailing and Consumer Services, Elsevier, vol. 19(1), pages 78-87.
  36. Pranav Kumar & Sany Sanuri Mohd. Mokhtar, 2016. "Ethical Marketing Practices viewed through Consumer Spectacles," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 28(1), pages 29-45.
  37. Alexander B. Pratt & Stacey G. Robinson & Clay M. Voorhees & Joyce (Feng) Wang & Michael D. Giebelhausen, 2023. "Unintended effects of price promotions: Forgoing competitors’ price promotions strengthens incumbent brand loyalty," Journal of the Academy of Marketing Science, Springer, vol. 51(5), pages 1143-1164, September.
  38. Mert Bilgin, 2012. "The PEARL Model of Sustainable Development," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 107(1), pages 19-35, May.
  39. Mehdi Hossain & Ritesh Saini, 2014. "Suckers in the morning, skeptics in the evening: Time-of-Day effects on consumers’ vigilance against manipulation," Marketing Letters, Springer, vol. 25(2), pages 109-121, June.
  40. van Horen, Femke & Pieters, Rik, 2012. "Consumer evaluation of copycat brands: The effect of imitation type," International Journal of Research in Marketing, Elsevier, vol. 29(3), pages 246-255.
  41. Jong Yoon Lee & Jae Hee Park & Jong Woo Jun, 2019. "Brand Webtoon as Sustainable Advertising in Korean Consumers: A Focus on Hierarchical Relationships," Sustainability, MDPI, vol. 11(5), pages 1-10, March.
  42. Kim, Claire Heeryung & Han, Eunjoo, 2020. "Premiums Paid for What You Believe In: The Interactive Roles of Price Promotion and Cause Involvement on Consumer Response," Journal of Retailing, Elsevier, vol. 96(2), pages 235-250.
  43. Khandeparkar, Kapil & Motiani, Manoj & Sharma, Amalesh, 2021. "Thank you for not smoking – A multi-method investigation to understand the effect of anti-smoking warnings in television programs," Journal of Business Research, Elsevier, vol. 128(C), pages 462-472.
  44. Skarmeas, Dionysis & Leonidou, Constantinos N., 2013. "When consumers doubt, Watch out! The role of CSR skepticism," Journal of Business Research, Elsevier, vol. 66(10), pages 1831-1838.
  45. Miceli, Gaetano Nino & Pieters, Rik, 2010. "Looking more or less alike: Determinants of perceived visual similarity between copycat and leading brands," Journal of Business Research, Elsevier, vol. 63(11), pages 1121-1128, November.
  46. Utpal M. Dholakia & Itamar Simonson, 2005. "The Effect of Explicit Reference Points on Consumer Choice and Online Bidding Behavior," Marketing Science, INFORMS, vol. 24(2), pages 206-217, October.
  47. Kipnis, Eva & Broderick, Amanda J. & Demangeot, Catherine & Adkins, Natalie Ross & Ferguson, Nakeisha S. & Henderson, Geraldine Rosa & Johnson, Guillaume & Mandiberg, James M. & Mueller, Rene Dentiste, 2013. "Branding beyond prejudice: Navigating multicultural marketplaces for consumer well-being," Journal of Business Research, Elsevier, vol. 66(8), pages 1186-1194.
  48. Freya De Keyzer & Nathalie Dens & Patrick De Pelsmacker, 2023. "The processing of native advertising compared to banner advertising: an eye-tracking experiment," Electronic Commerce Research, Springer, vol. 23(3), pages 1921-1940, September.
  49. Amar Cheema & Peter Leszczyc & Rajesh Bagchi & Richard Bagozzi & James Cox & Utpal Dholakia & Eric Greenleaf & Amit Pazgal & Michael Rothkopf & Michael Shen & Shyam Sunder & Robert Zeithammer, 2005. "Economics, Psychology, and Social Dynamics of Consumer Bidding in Auctions," Marketing Letters, Springer, vol. 16(3), pages 401-413, December.
  50. Edelman, Benjamin & Gilchrist, Duncan S., 2012. "Advertising disclosures: Measuring labeling alternatives in internet search engines," Information Economics and Policy, Elsevier, vol. 24(1), pages 75-89.
  51. Weismueller, Jason & Harrigan, Paul & Wang, Shasha & Soutar, Geoffrey N., 2020. "Influencer endorsements: How advertising disclosure and source credibility affect consumer purchase intention on social media," Australasian marketing journal, Elsevier, vol. 28(4), pages 160-170.
  52. Xiao Liu & Xiaoyong Zheng, 2024. "The persuasive power of social media influencers in brand credibility and purchase intention," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-12, December.
  53. Jones, Michael A. & Taylor, Valerie A., 2018. "Marketer requests for positive post-purchase satisfaction evaluations: Consumer depth interview findings," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 218-226.
  54. Mark Groza & Mya Pronschinske & Matthew Walker, 2011. "Perceived Organizational Motives and Consumer Responses to Proactive and Reactive CSR," Journal of Business Ethics, Springer, vol. 102(4), pages 639-652, September.
  55. Carlson, Jeffrey R. & Kukar-Kinney, Monika, 2018. "Investigating discounting of discounts in an online context: The mediating effect of discount credibility and moderating effect of online daily deal promotions," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 153-160.
  56. 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.
  57. Chaney, Damien & Lunardo, Renaud & Bressolles, Grégory, 2016. "Making the store a place of learning: The effects of in-store educational activities on retailer legitimacy and shopping intentions," Journal of Business Research, Elsevier, vol. 69(12), pages 5886-5893.
  58. Wenxia Guo & Kelley Main, 2012. "The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust," Marketing Letters, Springer, vol. 23(4), pages 959-971, December.
  59. T. Poehlman & Ravi Dhar & John Bargh, 2016. "Sophisticated by Design: the Nonconscious Influence of Primed Concepts and Atmospheric Variables on Consumer Preferences," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 3(1), pages 48-61, March.
  60. Enrique Alcañiz & Ruben Cáceres & Rafael Pérez, 2010. "Alliances Between Brands and Social Causes: The Influence of Company Credibility on Social Responsibility Image," Journal of Business Ethics, Springer, vol. 96(2), pages 169-186, October.
  61. Ert, Eyal & Raz, Ornit & Heiman, Amir, 2016. "(Poor) seeing is believing: When direct experience impairs product promotion," International Journal of Research in Marketing, Elsevier, vol. 33(4), pages 881-895.
  62. Yoojung Kim & Sejung Marina Choi, 2022. "When Bad Becomes Good: The Role of Congruence and Product Type in the CSR Initiatives of Stigmatized Industries," Sustainability, MDPI, vol. 14(13), pages 1-16, July.
  63. Licsandru, Tana Cristina & Cui, Charles Chi, 2019. "Ethnic marketing to the global millennial consumers: Challenges and opportunities," Journal of Business Research, Elsevier, vol. 103(C), pages 261-274.
  64. Kim, Do Yuon & Kim, Hye-Young, 2021. "Influencer advertising on social media: The multiple inference model on influencer-product congruence and sponsorship disclosure," Journal of Business Research, Elsevier, vol. 130(C), pages 405-415.
  65. Khantimirov, Denis & Karande, Kiran, 2018. "Complaint as a persuasion attempt: Front line employees’ perceptions of complaint legitimacy," Journal of Retailing and Consumer Services, Elsevier, vol. 43(C), pages 68-76.
  66. Li, Wenting & Zhao, Fang & Lee, Ji Min & Park, Jiwoon & Septianto, Felix & Seo, Yuri, 2024. "How micro- (vs. mega-) influencers generate word of mouth in the digital economy age: The moderating role of mindset," Journal of Business Research, Elsevier, vol. 171(C).
  67. Rossiter, John R. & Smidts, Ale, 2012. "Print advertising: Celebrity presenters," Journal of Business Research, Elsevier, vol. 65(6), pages 874-879.
  68. Carolin Plewa & Jodie Conduit & Pascale Quester & Claire Johnson, 2015. "The Impact of Corporate Volunteering on CSR Image: A Consumer Perspective," Journal of Business Ethics, Springer, vol. 127(3), pages 643-659, March.
  69. Annie Banikema & Dominique Roux, 2014. "La propension à résister du consommateur : contribution à l'étude d'une disposition à s'opposer aux tentatives d'influence marchande," Post-Print hal-02956891, HAL.
  70. Ofir, Chezy & Simonson, Itamar & Yoon, Song-Oh, 2007. "Customer Compliance with Presumed Market Research Goals: Motivational Drivers of Negative Service Evaluations," Research Papers 1962, Stanford University, Graduate School of Business.
  71. Matthews, Russell S. & Chalmers, Dominic M. & Fraser, Simon S., 2018. "The intersection of entrepreneurship and selling: An interdisciplinary review, framework, and future research agenda," Journal of Business Venturing, Elsevier, vol. 33(6), pages 691-719.
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  73. Hu, Han-fen & Krishen, Anjala S. & Barnes, Jesse, 2023. "Through narratives we learn: Exploring knowledge-building as a marketing strategy for prosocial water reuse," Journal of Business Research, Elsevier, vol. 158(C).
  74. Johnson, Devon S. & Lowe, Ben, 2015. "Emotional Support, Perceived Corporate Ownership and Skepticism toward Out-groups in Virtual Communities," Journal of Interactive Marketing, Elsevier, vol. 29(C), pages 1-10.
  75. Chung-Ying Yang & Fong-Ching Chang & Ru Rutherford & Wen-Yu Chen & Chiung-Hui Chiu & Ping-Hung Chen & Jeng-Tung Chiang & Nae-Fang Miao & Hung-Yi Chuang & Chie-Chien Tseng, 2022. "Excessive Gaming and Online Energy-Drink Marketing Exposure Associated with Energy-Drink Consumption among Adolescents," IJERPH, MDPI, vol. 19(17), pages 1-11, August.
  76. Fuchs, Christoph & Kaiser, Ulrike & Schreier, Martin & van Osselaer, Stijn M.J., 2022. "The value of making producers personal," Journal of Retailing, Elsevier, vol. 98(3), pages 486-495.
  77. Chris Bell & Kelley Main, 2011. "Deonance and Distrust: Motivated Third Party Information Seeking Following Disclosure of an Agent’s Unethical Behavior," Journal of Business Ethics, Springer, vol. 102(1), pages 77-96, August.
  78. Tuncay, Linda & Otnes, Cele C., 2008. "The Use of Persuasion Management Strategies by Identity-Vulnerable Consumers: The Case of Urban Heterosexual Male Shoppers," Journal of Retailing, Elsevier, vol. 84(4), pages 487-499.
  79. Michelle Nelson & Jiwoo Park, 2015. "Publicity as Covert Marketing? The Role of Persuasion Knowledge and Ethical Perceptions on Beliefs and Credibility in a Video News Release Story," Journal of Business Ethics, Springer, vol. 130(2), pages 327-341, August.
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  83. Berry, Christopher & Douglas Hoffman, K., 2023. "Communicating intent: Effects of employer-controlled tipping strategy disclosures on tip amount and firm evaluations," Journal of Business Research, Elsevier, vol. 160(C).
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  109. Boerman, Sophie C. & Willemsen, Lotte M. & Van Der Aa, Eva P., 2017. "“This Post Is Sponsored”," Journal of Interactive Marketing, Elsevier, vol. 38(C), pages 82-92.
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  112. Yana R. Avramova & Patrick De Pelsmacker & Nathalie Dens, 2018. "How reading in a foreign versus native language moderates the impact of repetition-induced brand placement prominence on placement responses," Journal of Brand Management, Palgrave Macmillan, vol. 25(6), pages 500-518, November.
  113. Vikas Singla & Gaurav Gupta, 2019. "Emotional Branding Scale and Its Role in Formation of Brand Trust," Paradigm, , vol. 23(2), pages 148-163, December.
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  116. Ertimur, Burçak & Gilly, Mary C., 2012. "So Whaddya Think? Consumers Create Ads and Other Consumers Critique Them," Journal of Interactive Marketing, Elsevier, vol. 26(3), pages 115-130.
  117. Campbell, Colin & Evans, Nathaniel J., 2018. "The Role of a Companion Banner and Sponsorship Transparency in Recognizing and Evaluating Article-style Native Advertising," Journal of Interactive Marketing, Elsevier, vol. 43(C), pages 17-32.
  118. Zimand-Sheiner, Dorit & Ryan, Tanya & Kip, Sema Misci & Lahav, Tamar, 2020. "Native advertising credibility perceptions and ethical attitudes: An exploratory study among adolescents in the United States, Turkey and Israel," Journal of Business Research, Elsevier, vol. 116(C), pages 608-619.
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