Advertising Language and Persuasion

Advertising: the Persuasion Game

The "Persuasion Game" was originally configured to analyze a firm’s choice of how much vertical product information it would wish to reveal. The equilibrium "unravels" so that a firm wants to reveal its true quality. We extend the persuasion game to bring it squarely into the economics of advertising by first formulating it in the context of first exciting consumer interest into learning more a...

Direct and Indirect Approaches to Advertising Persuasion

While research suggests that advertisers can affect a particular belief intended to be changed (the intended belief) either directly by mentioning it or indirectly by mentioning other beliefs associated with it, the consequences of the two approaches are not deafly understood. Also, relatively little attention has been paid to visual elements that are not equivalent, but related, to verbal cont...

Embodied Resistance to Persuasion in Advertising

From the literature on resistance to persuasion in advertising, much is known about how people can resist advertising by adopting resistance strategies, such as avoidance, counter-arguing, and selective attention (e.g., Fransen et al., 2015b). However, the role of emotion regulation and bodily expression in resisting persuasion is so far underexplored. This is a surprising observation if one co...

Tobacco advertising and the art and science of persuasion

False Advertising, Suggestive Persuasion, and Automobile Safety: Assessing Advertising Practices in the Automobile Industry

The present study compares the safety-related content of automobile advertising with government-sponsored crash test evaluations. It examines all major automakers and their respective divisions and observes the claims made regarding specific vehicle models in relation to their individual crash test scores. This comparison facilitates analysis regarding the relationship between automakers’ state...