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Title
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Inducing value-congruent behavior through advertising and the moderating role of attitudes toward advertising
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Author
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Abstract
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| Advertisements frequently link values to advertised products or services, but little is known about the effect of this practice on value-driven behavior that is unrelated to the advertising context. Evidence from two studies show that exposure to value-laden advertisements instigates behavior that is congruent with the advertised value (i.e., self-direction, security, achievement, or benevolence). Moreover, attitudes toward advertising moderate this effect. To the extent that people value positive aspects or dislike negative aspects of advertising, value-congruent behavior becomes respectively more or less likely following exposure to value-laden ads. The results highlight new aspects of unintended influences of exposure to advertising. |
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Language
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English
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Source (journal)
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The journal of advertising. - Clemson, S.C., 1972, currens
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Publication
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Clemson, S.C.
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2011
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ISSN
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0091-3367
[print]
1557-7805
[online]
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DOI
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10.2753/JOA0091-3367400202
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Volume/pages
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40
:2
(2011)
, p. 25-37
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ISI
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000291845900002
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Full text (Publisher's DOI)
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Full text (publisher's version - intranet only)
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