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Please use this identifier to cite or link to this item: https://dspace.lboro.ac.uk/2134/19633

Title: Redressing the sleeper effect: evidence for the favorable persuasive impact of discounting information over time in a contemporary advertising context
Authors: Foos, Adrienne
Keeling, Kathy
Keeling, Debbie I.
Issue Date: 2016
Publisher: Taylor and Francis / © American Academy of Advertising
Citation: 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.
Abstract: The 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.
Description: 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/10.1080/00913367.2015.1085820
Version: Submitted for publication
DOI: 10.1080/00913367.2015.1085820
URI: https://dspace.lboro.ac.uk/2134/19633
Publisher Link: http://dx.doi.org/10.1080/00913367.2015.1085820
ISSN: 1557-7805
Appears in Collections:Published Articles (Business School)

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