消费者说服知识研究述评
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外国经济与管理 2008 年 第 30 卷第 07 期, 页码：39 - 44
摘要
参考文献
摘要
企业的营销活动离不开说服行为,说服知识反映了消费者对说服行为的认知,它为探讨消费者在与企业互动的过程中如何反应提供了新的视角。本文围绕说服知识的内涵、构成以及说服知识应用的影响因素和影响效应等方面的相关研究进行了综述,并在此基础之上指出了现有研究存在的问题及未来研究的发展方向。
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[18]Reinhard,M A,Messner,M,and Sporer,S L.Explicit persuasiveintent anditsimpact on success at persuasion—The determining roles of attractiveness and likeableness[J].Journal of Consumer Psychology,2006,16(3):249-259.
[19]Pornpitakpan,C.The persuasiveness of source credibility:Acritical reviewof five decades’evidence[J].Journal of Applied Social Psychology,2004,34:243-281.
[2]Friestad,M,and Wright,P.The persuasion knowledge model:Howpeople cope with persuasion attempts[J].Journal of Consumer Research,1994,21:1-31.
[3]Kellerman,K,and Tim,C.Classifying compliance gaining messages:Taxonomic disorder and strategic confusion[J].Communica-tion Theory,1994,4(1):3-60.
[4]Wright,P.Schemer schema:Consumers’intuitive theories about marketers’influence tactics[J].Advances in Consumer Research,1986,13(1):1-3.
[5]Rule,B G,Gay,L B,and Melinda,K.Anatomy of a persuasion schema:Targets,goals and strategies[J].Journal of Personality and Social Psychology,1985,48:1127-1140.
[6]Kirmani,A,and Campbell,MC.Goal seeker and persuasion sentry:Howconsumer targets respond tointerpersonal marketing per-suasion[J].Journal of Consumer Research,2004,21:573-582.
[7]Fein,S.Effects of suspicion on attributional thinking and the correspondence bias[J].Journal of Personality and Social Psychology,1996,70(6):1164-1184.
[8]Campbell,MC,and Kirmani,A.Consumers’use of persuasion knowledge:The effects of accessibility and cognitive capacity on per-ceptions of aninfluence agent[J].Journal of Consumer Research,2000,27:69-83.
[9]Higgins,E T.Beyond pleasure and pain[J].American Psychologist,1997,52(12):1280-1300.
[10]Pham,MT,and Higgins,E T.Promotion and preventionin consumer decision making:The state of the art andtheoretical proposi-tions[J].Journal of Personality and Social Psychology,2005,80(1):5-18.
[11]Higgins,E T,et al.Ideal versus ought predilections for approach and avoidance:Distinct self-regulatory systems[J].Journal of Personality and Social Psychology,1994,66(2):276-286.
[12]Kirmani,A,and Zhu,R.Vigilant against manipulation:The effect of regulatory focus on the use of persuasion knowledge[J].Journal of Consumer Research,2007,11:688-701.
[13]Xie,G X,Boush,D M,and Boerstler,C N.Consumer response to marketplace deception:Implication of the persuasion knowledge model[J].Advances in Consumer Research,2007,34:406-407.
[14]Ahluwalia,R,and Burnkrant,R E.Answering questions about questions:A persuasion knowledge perspective for understanding the effects of rhetorical questions[J].Journal of Consumer Research,2004,31:26-42.
[15]Lyttle,J.The effectiveness of humor in persuasion:The case of business ethics training[J].The Journal of General Psychology,2001,128(2):206-216.
[16]Zakary L Tormala,and Richard E Petty.Source credibility and attitude certainty:A metacognitive analysis of resistance to persua-sion[J].Journal of Consumer Psychology,2004,14(4):427-442.
[17]Sternthal,B,Dhollakia,R,and Leavitt,C.The persuasive effect of source credibility:Tests of cognitive response[J].Journal of Consumer Research,1978,(4):252-260.
[18]Reinhard,M A,Messner,M,and Sporer,S L.Explicit persuasiveintent anditsimpact on success at persuasion—The determining roles of attractiveness and likeableness[J].Journal of Consumer Psychology,2006,16(3):249-259.
[19]Pornpitakpan,C.The persuasiveness of source credibility:Acritical reviewof five decades’evidence[J].Journal of Applied Social Psychology,2004,34:243-281.
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梁静. 消费者说服知识研究述评[J]. 外国经济与管理, 2008, 30(7): 39–44.
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