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The Influence of consumers' lay theories on approach/avoidance motivation

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This research suggests that consumers' approach/avoidance tendencies depend on their implicit theories about the world around them. Entity theorists believe in the immutability of the world, and thus they are not influenced by whether a persuasive message is framed in terms of approach or avoidance. In contrast, incremental theorists believe that the world is mutable, and thus they are influenced by the message frame. This proposition is supported in two studies that feature advertising messages. The mechanism underlying these effects differs as a function of implicit theory orientation. Entity theorists' focus on the outcome and incremental theorists' reliance on the process form the basis for the observed findings. A third study reveals that when a consumer's implicit theory is violated, these findings are reversed. The authors discuss theoretical and managerial implications..Printed journal

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Ketersediaan

Call Number	Location	Available
	PSB lt.dasar - Pascasarjana	1

Penerbit	American Marketing Association.,
Edisi	-
Subjek	Consumer behavior Advertising Motivation studies
ISBN/ISSN	222437
Klasifikasi	-
Deskripsi Fisik	-
Info Detail Spesifik	-
Other Version/Related	Tidak tersedia versi lain
Lampiran Berkas	Tidak Ada Data