Applying Social Cognition to Consumer-Focused Strategy

Frank R. Kardes, Paul M. Herr, Jacques Nantel

Contents: Preface. Part I: New Perspectives on Consumer Information Processing. R.S. Wyer, Jr., The Role of Information Processing in Single-Alternative and Multiple-Alternative Judgments and Decisions. S.S. Posavac, G.J. Fitzsimons, F.R. Kardes, D.M. Sanbonmatsu, Implications of Selective Processing for Marketing Managers. D.H. Silvera, D. Laufer, Recent Developments in Attribution Research and Their Implications for Consumer Judgments and Behavior. Part II: New Perspectives on Consumer Information Processing and Research Methods. J.E. Machin, G.J. Fitzsimons, Marketing by Mistake: The Unintended Consequences of Consumer Research. M. Chandrashekaran, K. Rotte, R. Grewal, Knowledge in Error: Decoding Consumer Judgement With the JUMP Model. B.C. Tietje, F.F. Brunel, Toward a Unified Implicit Brand Theory. R. March, A.G. Woodside, Advancing Theory on Consumer Plans, Actions, and How Marketing Information Affects Both. Part III: New Perspectives on Motivation and Consumer Information Processing. A.B. Markman, C.M. Brendl, Goals, Policies, Preferences, and Actions. W.Y. Chun, A.W. Kruglanski, Consumption as a Multiple- Goal Pursuit Without Awareness. F.R. Kardes, M.L. Cronley, S.S. Posavac, Using Implementation Intentions to Increase New Product Consumption: A Field Experiment. A. Florack, M. Scarabis, S. Gosejohann, Regulatory Focus and Consumer Information Processing. Part IV: New Perspectives on Consumer Information Processing and Persuasion. E.J. Strahan, S.J. Spencer, M.P. Zanna, Subliminal Priming and Persuasion: How Motivation Affects the Activation of Goals and the Persuasiveness of Messages. C.V. Dimofte, R.F. Yalch, Consumer Responses to False Information: Is Believability Necessary for Persuasion? P.J. Mazzocco, D.D. Rucker, T.C. Brock, Implications for Advertising Effectiveness of Divergence Among Measured Advertising Effects. R.C. Goodstein, D.A. Cours, B.K. Jorgensen, J. Sengupta, The Positive Effects of Negative Advertising: It's a Matter of Time. S. Yoon, P.T. Vargas, When "What Might Have Been" Leads to What Isn't Best: Dysfunctional Counterfactual Thinking in Consumer Affect and Cognition. J. Eighmey, W. Siu, Complementary Roles of Dual-Process Models, Theory of Reasoned Action, Media Priming, and the Concept of Consideration in the Development of Advertising Message Strategies: A Case Study Concerning Youth Views of Military Service Amidst September 11, 2001. P.M. Herr, J. Nantel, F.R. Kardes, The Promise of Sociocognitive Consumer Psychology.