Self-Referencing and Persuasion: Narrative Transportation versus Analytical Elaboration

Jennifer Edson Escalas

Journal of Consumer Research, 2007, vol. 33, issue 4, 421-429

Abstract: This article contrasts narrative self-referencing with analytical self-referencing. I propose that narrative self-referencing persuades through transportation, where people become absorbed in a story-in this case, in their storylike thoughts (Green and Brock 2000 ). When ad viewers are transported by these narrative thoughts, persuasion is not negatively affected by weak ad arguments. Conversely, analytical self-referencing persuades via more traditional processing models, wherein cognitive elaboration is enhanced by relating incoming information to one's self or personal experiences, which results in a differential persuasive effect of strong versus weak arguments. I also propose that ad skepticism moderates the effect of narrative transportation. My assertions are tested in two experiments in the context of mental simulation as a form of narrative self-referencing. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..

Date: 2007
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Persistent link: https://EconPapers.repec.org/RePEc:oup:jconrs:v:33:y:2007:i:4:p:421-429

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