JOA Foos Keeling and Keeling August 2015.pdf (535.33 kB)
Redressing the sleeper effect: evidence for the favorable persuasive impact of discounting information over time in a contemporary advertising context
journal contribution
posted on 2015-11-25, 15:08 authored by Adrienne Foos, Kathy Keeling, Debbie KeelingThe shift in the accessibility of positive and negative information about consumer products on the Internet calls for a revisiting of persuasion effects. A counterintuitive effect, called the sleeper effect, predicts that attitudes toward a persuasive message have the potential to increase in favorableness despite the presence of information discounting the message. An experimental study was conducted to support the existence of the sleeper effect, demonstrate its renewed relevance in the contemporary advertising environment, and provide a foundation for further sleeper effect studies.
History
School
- Business and Economics
Department
- Business
Published in
Journal of AdvertisingCitation
FOOS, A., KEELING, K. and KEELING, D.I., 2016. Redressing the sleeper effect: evidence for the favorable persuasive impact of discounting information over time in a contemporary advertising context. Journal of Advertising, 45(1), pp.19-25.Publisher
Taylor and Francis / © American Academy of AdvertisingVersion
- SMUR (Submitted Manuscript Under Review)
Publisher statement
This work is made available according to the conditions of the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0) licence. Full details of this licence are available at: https://creativecommons.org/licenses/by-nc-nd/4.0/Publication date
2016Notes
This paper was submitted for publication in the Journal of Advertising [Taylor and Francis / © American Academy of Advertising]. The definitive version is available at: http://dx.doi.org/10.1080/00913367.2015.1085820ISSN
1557-7805Publisher version
Language
- en