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Article: Motivational determinants of transportation into marketing narratives
Title | Motivational determinants of transportation into marketing narratives |
---|---|
Authors | |
Keywords | Advertising Lottery Narratives Transportation |
Issue Date | 2010 |
Publisher | Elsevier Inc.. The Journal's web site is located at http://www.elsevier.com/wps/find/journaldescription.cws_home/713950/description#description |
Citation | Journal Of Consumer Psychology, 2010, v. 20 n. 3, p. 306-316 How to Cite? |
Abstract | This paper identifies factors that facilitate narrative transportation, where people become immersed in the storyline of an advertisement. Specifically, using a lottery context, this research shows that consumers who feel lucky or believe in personal good luck are motivated to engage in transportation, a process that is intensified as the attractiveness of the outcome increases. Further, this research shows that highly transported consumers (a) become more focused on ad outcomes and less on the low personal probability of winning, and that (b) attempts to attenuate consumers' transportation are most efficacious if undertaken before the ad (and transportation) begins. © 2010. |
Persistent Identifier | http://hdl.handle.net/10722/178052 |
ISSN | 2023 Impact Factor: 4.0 2023 SCImago Journal Rankings: 3.531 |
ISI Accession Number ID | |
References |
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Mcferran, B | en_US |
dc.contributor.author | Dahl, DW | en_US |
dc.contributor.author | Gorn, GJ | en_US |
dc.contributor.author | Honea, H | en_US |
dc.date.accessioned | 2012-12-19T09:41:42Z | - |
dc.date.available | 2012-12-19T09:41:42Z | - |
dc.date.issued | 2010 | en_US |
dc.identifier.citation | Journal Of Consumer Psychology, 2010, v. 20 n. 3, p. 306-316 | en_US |
dc.identifier.issn | 1057-7408 | en_US |
dc.identifier.uri | http://hdl.handle.net/10722/178052 | - |
dc.description.abstract | This paper identifies factors that facilitate narrative transportation, where people become immersed in the storyline of an advertisement. Specifically, using a lottery context, this research shows that consumers who feel lucky or believe in personal good luck are motivated to engage in transportation, a process that is intensified as the attractiveness of the outcome increases. Further, this research shows that highly transported consumers (a) become more focused on ad outcomes and less on the low personal probability of winning, and that (b) attempts to attenuate consumers' transportation are most efficacious if undertaken before the ad (and transportation) begins. © 2010. | en_US |
dc.language | eng | en_US |
dc.publisher | Elsevier Inc.. The Journal's web site is located at http://www.elsevier.com/wps/find/journaldescription.cws_home/713950/description#description | en_US |
dc.relation.ispartof | Journal of Consumer Psychology | en_US |
dc.subject | Advertising | en_US |
dc.subject | Lottery | en_US |
dc.subject | Narratives | en_US |
dc.subject | Transportation | en_US |
dc.title | Motivational determinants of transportation into marketing narratives | en_US |
dc.type | Article | en_US |
dc.identifier.email | Gorn, GJ: gorn@hku.hk | en_US |
dc.identifier.authority | Gorn, GJ=rp01063 | en_US |
dc.description.nature | link_to_subscribed_fulltext | en_US |
dc.identifier.doi | 10.1016/j.jcps.2010.06.017 | en_US |
dc.identifier.scopus | eid_2-s2.0-77955845387 | en_US |
dc.identifier.hkuros | 174083 | - |
dc.relation.references | http://www.scopus.com/mlt/select.url?eid=2-s2.0-77955845387&selection=ref&src=s&origin=recordpage | en_US |
dc.identifier.volume | 20 | en_US |
dc.identifier.issue | 3 | en_US |
dc.identifier.spage | 306 | en_US |
dc.identifier.epage | 316 | en_US |
dc.identifier.isi | WOS:000281930500008 | - |
dc.publisher.place | United States | en_US |
dc.identifier.scopusauthorid | McFerran, B=25929357100 | en_US |
dc.identifier.scopusauthorid | Dahl, DW=7102695662 | en_US |
dc.identifier.scopusauthorid | Gorn, GJ=6603382918 | en_US |
dc.identifier.scopusauthorid | Honea, H=6508337518 | en_US |
dc.identifier.issnl | 1057-7408 | - |