Effects of Decisional Status and Construal Level on the Persuasiveness of Health-Related Messages and Products.

We examine the interactive effects of decisional status (pre- or post-decisional) and construal level (describing health-related messages and products by using high- vs. low-level construals) on persuasion and finds that consumers in the pre-decisional (post-decisional) action phase are more persuaded by products and messages described using high-level (low-level) construal.



Citation:

Gergana Y. Nenkov and J. Jeffrey Inman (2011) ,"Effects of Decisional Status and Construal Level on the Persuasiveness of Health-Related Messages and Products.", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.

Authors

Gergana Y. Nenkov, Boston College, USA
J. Jeffrey Inman, University of Pittsburgh, USA



Volume

NA - Advances in Consumer Research Volume 38 | 2011



Share Proceeding

Featured papers

See More

Featured

Repeat Performances Decrease Consumer Perceptions of Authenticity

Rachel Gershon, Washington University, USA
Rosanna Smith, University of Georgia, USA

Read More

Featured

From a Culinary Phantasm to an Eudaimonic Well-Being : Exploring The Experience of Amateur Cooking Classes

Virginie Brégeon de Saint-Quentin, Ferrandi Paris, the french school of gastronomy
Ophélie Mugel, Chaire SDSC AgroParisTech, Université Paris Est

Read More

Featured

A Meta-Analysis on the Endowment Effect in Experiments

DANIEL SUN, University of Calgary, Canada

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.