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JOA Foos Keeling and Keeling August 2015.pdf (407.83 kB)

Redressing the sleeper effect: evidence for the favorable persuasive impact of discounting information over time in a contemporary advertising context

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posted on 2023-06-09, 06:44 authored by Adrienne Foos, Kathleen Keeling, Debbie KeelingDebbie Keeling
The shift in the accessibility of positive and negative information about consumer products on the internet calls for a revisiting of persuasion effects. A counterintuitive effect, called the sleeper effect, predicts attitudes toward a persuasive message have the potential to increase in favorableness despite the presence of information discounting the message. An experimental study was conducted to support the existence of the sleeper effect, demonstrate its renewed relevance in the contemporary advertising environment, and provide a foundation for further sleeper effect studies.

History

Publication status

  • Published

File Version

  • Accepted version

Journal

Journal of Advertising Research

ISSN

0021-8499

Publisher

Cambridge University Press

Issue

1

Volume

45

Page range

19-25

Department affiliated with

  • Business and Management Publications

Full text available

  • Yes

Peer reviewed?

  • Yes

Legacy Posted Date

2017-06-16

First Open Access (FOA) Date

2017-06-16

First Compliant Deposit (FCD) Date

2017-06-16

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