Using Drama to Persuade

John Deighton, Daniel Romer and Josh McQueen

Journal of Consumer Research, 1989, vol. 16, issue 3, 335-43

Abstract: Television ads can be classified as either arguments or dramas or hybrids of these forms. We claim that form dimension influences how ads are processed. An argument backs its claims with appeals to objectivity and is processed evaluatively. A drama appeals more to subjective criteria and is processed empathically. A study is reported in which 40 television commercials were classified on a dramatization scale. They were shown to 1,215 people, and measures of evaluative and empathic processing were taken. The measures were found to be weighted differently for arguments and dramas, supporting the contention that form influences processing. Copyright 1989 by the University of Chicago.

Date: 1989
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Persistent link: https://EconPapers.repec.org/RePEc:oup:jconrs:v:16:y:1989:i:3:p:335-43

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