Repetition of a pattern of television commercials caused wearout in viewers’ evaluation of the commercials and the products being advertised. As predicted by an information processing view, wearout was not forestalled by strategies designed to enhance attention.
Get full access to this article
View all access options for this article.
References
1.
AppelValentine (1966), “The Reliability and Decay of Advertising Messages,” paper presented before National Industrial Conference Board.
CacioppoJames and PettyRichard (1979), “Effects of Message Repetition and Position on Cognitive Response, Recall and Persuasion,” Journal of Personality and Social Psychology, 37 (January), 97–109.
4.
CalderBobby (1975), “The Cognitive Foundation of Attitudes: Some Implications for Multi-attribute Models,” in Advances in Consumer Research, Vol. II, SchlingerM., ed. Chicago: University of Illinois, Circle Campus.
5.
CalderBobby (1977), “When Attitudes Follow Behavior—A Self-Perception/Dissonance Interpretation of Low Involvement,” paper presented at the 8th Annual Attitude Research Conference, American Marketing Association, Las Vegas, Nevada, March 6–9.
6.
CalderBobby and BurnkrantRobert (1977), “Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach,” The Journal of Consumer Research, 4 (June), 29–38.
7.
CalderBobby, InskoChester, and YandellBarry (1974), “The Relation of Cognitive and Memorial Processes to Persuasion in a Simulated Jury Trial,” Journal of Applied Social Psychology, 4 (January-March), 62–93.
8.
CookThomas (1969), “Competence, Counterarguing and Attitude Change,” Journal of Personality, 37 (June) 342–58.
9.
CraigC. S., SternthalBrian, and LeavittClark (1976), “Advertising Wearout: An Experimental Analysis,” Journal of Marketing Research, 13 (November), 365–72.
10.
FishbeinMartin (1967), “A Behavioral Theory Approach to the Relations Between Beliefs About an Object and the Attitude Toward the Object,” in Readings in Attitude Theory and Measurement, FishbeinM., ed. New York: John Wiley & Sons, Inc.
11.
GrassRobert (1968), “Satiation Effects of Advertising,” Proceedings, ARF 14th Annual Conference, New York: Advertising Research Foundation.
12.
GrassRobert (1970), “The Use of Research to Forecast the Effectiveness of Television Advertising,” paper presented at the Winter Regional Conference of APA, Division of Consumer Psychology, West Point, New York.
13.
GrassRobert and WallaceWallace H. (1969), “Satiation Effects of Television Commercials,” Journal of Advertising Research, 9 (September), 3–8.
14.
GreenbergAllan and SuttoniCharles (1973), “Television Commercial Wearout,” Journal of Advertising Research, 13 (October), 47–54.
15.
GreenwaldAnthony (1968), “Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change,” in Psychological Foundations of A ttitudes, AnthonyGreenwald, TimothyBrock, and OstromThomas, eds. New York: Academic Press, 147–70.
16.
LindsleyOgden (1962), “A Behavioral Measure of Television Viewing,” Journal of Advertising Research, 2 (September), 2–12.
17.
McCulloughJ. Lee and OstromThomas (1974), “Repetition of Highly Similar Messages and Attitude Change,” Journal of Applied Psychology, 59 (June), 395–7.
18.
NowlisVincent (1965), “Research with the Mood Adjective Checklist” in Affect, Cognition and Personality, TomkinsS. and IzardC., eds. New York: Springer, 352–89.
19.
SawyerAlan (1978), “Repetition and Cognitive Response,” in Cognitive Responses to Persuasion, RichardPetty, ThomasOstrom, and BrockTimothy, eds. New York: McGraw-Hill Book Company.
20.
WrightPeter (1975), “Factors Affecting Cognitive Resistance to Advertising,” Journal of Consumer Research, 2 (June), 1–9.