Matches in SemOpenAlex for { <https://semopenalex.org/work/W2938896143> ?p ?o ?g. }
- W2938896143 endingPage "538" @default.
- W2938896143 startingPage "529" @default.
- W2938896143 abstract "Temptation constitutes an obstacle to goals, especially when energizing visceral (i.e. instinctive) drive states. This is clear from research in evolutionary biology. Promotional advertising highlighting scarcity tempts consumers to buy offerings in conflict with long-term interests, because they generate a visceral (e.g. emotional) response (pilot study 1). Given that imagining (i.e. visualizing) can facilitate self-efficacy, the belief in one's ability, this research investigates how balanced imagining (i.e. visualizing positive success and negative obstacles) moderates the effect of visceral cue presence on responses to online promotional advertisements. Five experiments show that balanced imaginings enhance willpower even when shown visceral stimuli. However, those experiencing only positive or negative imaginings still experience more favorable responses when ads have visceral stimuli present versus absent (pilot study 2–3; study 1–2). Studies 2 and 3 reveal self-efficacy as a mediator. This work contributes uniquely to the promotional advertising literature, and has both managerial and theoretical implications." @default.
- W2938896143 created "2019-04-25" @default.
- W2938896143 creator A5005589075 @default.
- W2938896143 date "2020-11-01" @default.
- W2938896143 modified "2023-09-25" @default.
- W2938896143 title "Anything you can imagine is possible: How imagining can overcome visceral drive states elicited in promotional advertising" @default.
- W2938896143 cites W1633931594 @default.
- W2938896143 cites W1835413492 @default.
- W2938896143 cites W1967580747 @default.
- W2938896143 cites W1974550358 @default.
- W2938896143 cites W1977835193 @default.
- W2938896143 cites W1980540325 @default.
- W2938896143 cites W1980956528 @default.
- W2938896143 cites W1983554876 @default.
- W2938896143 cites W1988543376 @default.
- W2938896143 cites W1990980558 @default.
- W2938896143 cites W1991701274 @default.
- W2938896143 cites W1997792653 @default.
- W2938896143 cites W2004704125 @default.
- W2938896143 cites W2004911749 @default.
- W2938896143 cites W2008068229 @default.
- W2938896143 cites W2010025661 @default.
- W2938896143 cites W2020594063 @default.
- W2938896143 cites W2021713474 @default.
- W2938896143 cites W2023131476 @default.
- W2938896143 cites W2026285994 @default.
- W2938896143 cites W2033926272 @default.
- W2938896143 cites W2037316624 @default.
- W2938896143 cites W2046810077 @default.
- W2938896143 cites W2048352765 @default.
- W2938896143 cites W2054291424 @default.
- W2938896143 cites W2059267282 @default.
- W2938896143 cites W2062490290 @default.
- W2938896143 cites W2075357094 @default.
- W2938896143 cites W2077142672 @default.
- W2938896143 cites W2097526732 @default.
- W2938896143 cites W2098670744 @default.
- W2938896143 cites W2106600012 @default.
- W2938896143 cites W2110879827 @default.
- W2938896143 cites W2119720514 @default.
- W2938896143 cites W2124461864 @default.
- W2938896143 cites W2124832470 @default.
- W2938896143 cites W2127987946 @default.
- W2938896143 cites W2133557336 @default.
- W2938896143 cites W2135191104 @default.
- W2938896143 cites W2135342846 @default.
- W2938896143 cites W2138207301 @default.
- W2938896143 cites W2143642201 @default.
- W2938896143 cites W2146509913 @default.
- W2938896143 cites W2148042430 @default.
- W2938896143 cites W2150806568 @default.
- W2938896143 cites W2151467062 @default.
- W2938896143 cites W2163284350 @default.
- W2938896143 cites W2199728658 @default.
- W2938896143 cites W2316117726 @default.
- W2938896143 cites W2319051037 @default.
- W2938896143 cites W2329008131 @default.
- W2938896143 cites W2482928905 @default.
- W2938896143 cites W2568569578 @default.
- W2938896143 cites W2594665672 @default.
- W2938896143 cites W2607308798 @default.
- W2938896143 cites W2744904120 @default.
- W2938896143 cites W2790398046 @default.
- W2938896143 cites W2886345297 @default.
- W2938896143 cites W3121616560 @default.
- W2938896143 cites W3123458935 @default.
- W2938896143 cites W3125719305 @default.
- W2938896143 cites W4246799520 @default.
- W2938896143 cites W609864212 @default.
- W2938896143 doi "https://doi.org/10.1016/j.jbusres.2019.04.008" @default.
- W2938896143 hasPublicationYear "2020" @default.
- W2938896143 type Work @default.
- W2938896143 sameAs 2938896143 @default.
- W2938896143 citedByCount "2" @default.
- W2938896143 countsByYear W29388961432020 @default.
- W2938896143 countsByYear W29388961432021 @default.
- W2938896143 crossrefType "journal-article" @default.
- W2938896143 hasAuthorship W2938896143A5005589075 @default.
- W2938896143 hasBestOaLocation W29388961432 @default.
- W2938896143 hasConcept C109747225 @default.
- W2938896143 hasConcept C112698675 @default.
- W2938896143 hasConcept C144133560 @default.
- W2938896143 hasConcept C15744967 @default.
- W2938896143 hasConcept C162324750 @default.
- W2938896143 hasConcept C175444787 @default.
- W2938896143 hasConcept C2779271205 @default.
- W2938896143 hasConcept C3232509 @default.
- W2938896143 hasConcept C77805123 @default.
- W2938896143 hasConcept C78458016 @default.
- W2938896143 hasConcept C86803240 @default.
- W2938896143 hasConceptScore W2938896143C109747225 @default.
- W2938896143 hasConceptScore W2938896143C112698675 @default.
- W2938896143 hasConceptScore W2938896143C144133560 @default.
- W2938896143 hasConceptScore W2938896143C15744967 @default.
- W2938896143 hasConceptScore W2938896143C162324750 @default.
- W2938896143 hasConceptScore W2938896143C175444787 @default.
- W2938896143 hasConceptScore W2938896143C2779271205 @default.
- W2938896143 hasConceptScore W2938896143C3232509 @default.