‘I Want to Persuade You!’–Investigating the effectiveness of explicit persuasion concerning attributes of the communicator and the marketing campaign

Research output: Journal contributionsJournal articlesResearchpeer-review

Authors

In explicit persuasion, the communicator states explicitly a desire to persuade the consumer. By referring to an attributional approach, social engagement was simultaneously explored as a beneficial communicator attribute, while cause-related marketing (CRM) was addressed as a boundary condition. In an experiment, we varied the persuasion strategy (explicit vs. implicit), the communicator’s prior experience with social engagement (yes vs. no), and the specific marketing strategy (CRM vs. non-charity marketing). As expected, in the non-charity marketing condition, explicit (vs. implicit) persuasion was more effective when the communicator had prior experience in social engagement. In the CRM condition, explicit (vs. implicit) persuasion was less effective when the communicator had prior experience in social engagement; when no prior experience was reported, persuasiveness increased.

Original languageEnglish
JournalSocial Influence
Volume12
Issue number4
Pages (from-to)128-140
Number of pages13
ISSN1553-4510
DOIs
Publication statusPublished - 02.10.2017
Externally publishedYes

    Research areas

  • cause-related marketing, Explicit persuasion, persuasion strategies, social engagement
  • Psychology

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