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Two field experiments demonstrate that additive effects of heuristic and systematic processing can explain door-in-the-face technique (DITF) compliance. In Study 1, additive effects of heur...

The use of scarcity and reference price techniques in 13,594 retail newspaper display advertisements across four major U.S. cities was evaluated in terms of frequency and usage strategies using framing and information‐processing perspectives. One or both of these techniques were found in 22.4% of the ads. Scarcity was used more frequently than reference pricing, and was strongly associated with the use of reference pricing. Limited time availability was found to dominate the use of scarcity tactics. Scarcity and reference pricing were also strongly associated with the use of other attention and persuasion tactics, such as color ads, larger ads, and “Sale” announcements. Given the extensive use of reference pricing and scarcity appeals, their association with each other, and their further association with other commonly recognized advertising tactics, additional research on the use of multiple influence strategies appears warranted. The authors thank Tiffani Oltmanns and Daniel Taraba for their assistance ...

What is the nature of the interface between social influence and consumer behavior? Although one could say that any consumer behavior influenced by another person or group properly defines the inte...

Industry practitioners and social scientists throughout the world have long sought to determine the effectiveness of advertising in this multi-billion dollar industry. For close to a century, many social scientists have debated just how advertising works. One suggested explanation is the hierarchy of effects—that body of literature that posits that audiences go through a variety of stages, namely cognitive, affective, and conative, in responding to advertising, and other persuasive marketing messages. This paper reviews the hierarchy of effects from its beginning at the turn of this century to present-day developments. The paper also examines the controversies surrounding hierarchy models and provides a critique of the evidence supporting its position as an advertising model.