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Article: Motivational determinants of transportation into marketing narratives

TitleMotivational determinants of transportation into marketing narratives
Authors
KeywordsAdvertising
Lottery
Narratives
Transportation
Issue Date2010
PublisherElsevier 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?
AbstractThis 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 Identifierhttp://hdl.handle.net/10722/178052
ISSN
2015 Impact Factor: 2.009
2015 SCImago Journal Rankings: 2.973
ISI Accession Number ID
References

 

DC FieldValueLanguage
dc.contributor.authorMcferran, Ben_US
dc.contributor.authorDahl, DWen_US
dc.contributor.authorGorn, GJen_US
dc.contributor.authorHonea, Hen_US
dc.date.accessioned2012-12-19T09:41:42Z-
dc.date.available2012-12-19T09:41:42Z-
dc.date.issued2010en_US
dc.identifier.citationJournal Of Consumer Psychology, 2010, v. 20 n. 3, p. 306-316en_US
dc.identifier.issn1057-7408en_US
dc.identifier.urihttp://hdl.handle.net/10722/178052-
dc.description.abstractThis 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.languageengen_US
dc.publisherElsevier Inc.. The Journal's web site is located at http://www.elsevier.com/wps/find/journaldescription.cws_home/713950/description#descriptionen_US
dc.relation.ispartofJournal of Consumer Psychologyen_US
dc.subjectAdvertisingen_US
dc.subjectLotteryen_US
dc.subjectNarrativesen_US
dc.subjectTransportationen_US
dc.titleMotivational determinants of transportation into marketing narrativesen_US
dc.typeArticleen_US
dc.identifier.emailGorn, GJ: gorn@hku.hken_US
dc.identifier.authorityGorn, GJ=rp01063en_US
dc.description.naturelink_to_subscribed_fulltexten_US
dc.identifier.doi10.1016/j.jcps.2010.06.017en_US
dc.identifier.scopuseid_2-s2.0-77955845387en_US
dc.identifier.hkuros174083-
dc.relation.referenceshttp://www.scopus.com/mlt/select.url?eid=2-s2.0-77955845387&selection=ref&src=s&origin=recordpageen_US
dc.identifier.volume20en_US
dc.identifier.issue3en_US
dc.identifier.spage306en_US
dc.identifier.epage316en_US
dc.identifier.isiWOS:000281930500008-
dc.publisher.placeUnited Statesen_US
dc.identifier.scopusauthoridMcFerran, B=25929357100en_US
dc.identifier.scopusauthoridDahl, DW=7102695662en_US
dc.identifier.scopusauthoridGorn, GJ=6603382918en_US
dc.identifier.scopusauthoridHonea, H=6508337518en_US

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