1C the Reactance Decoy Effect: How Including an Appeal Before the Target Message Increases Persuasion
Looking for ways to lower consumers’ reactance to your persuasive appeal? In two studies, we found that including a so-called reactance decoy message before your target message leads to more positive attitudes toward the target object as well as greater buying intentions.
Birga Mareen Schumpe, Jocelyn J. Bélanger, and Claudia F. Nisa (2019) ,"1C the Reactance Decoy Effect: How Including an Appeal Before the Target Message Increases Persuasion", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 989-989.
Birga Mareen Schumpe, New York University Abu Dhabi, United Arab Emirates
Jocelyn J. Bélanger, New York University Abu Dhabi, United Arab Emirates
Claudia F. Nisa, New York University Abu Dhabi, United Arab Emirates
NA - Advances in Consumer Research Volume 47 | 2019
N1. The Experiential Advantage in Eudaimonic Well-being – An Experimental Assessment
Aditya Gupta, University of Nebraska-Lincoln
James Gentry, University of Nebraska-Lincoln
Who Gets Credit? Who Gets Blame? The Role of Agency in Ethical Production
Neeru Paharia, Georgetown University, USA
How Passive Form Messages in CSR Advertisement Improve Consumer Reaction to the Campaign
Taehoon Park, University of South Carolina, USA
Anastasiya Pocheptsova Ghosh, University of Arizona, USA
Elise Chandon Ince, University of South Carolina, USA