Foos, Adrienne, Keeling, Kathleen and Keeling, Debbie (2014) The positive effect of negative information: a sleeper effect perspective. Published in: Conference proceedings of the Society for Consumer Psychology annual winter conference; Miami, USA; 7-8 March 2014. 304-308. Society for Consumer Psychology

PDF - Published Version Restricted to SRO admin only Download (172kB)

Abstract

Recently, there is a renewed interest in the notion of “the positive effect of negative information” (Ein-Gar et al. 2012). Though intuition suggests negative information should reduce favorability of a persuasive message, this research proposes that this is not necessarily the case, and in fact the addition of negative information to a positive message has the potential to enhance persuasion. This hypothesis is based on a re-examination of the sleeper effect.

Item Type:	Conference Proceedings
Schools and Departments:	School of Business, Management and Economics > Business and Management
Subjects:	Q Science > QZ Psychology
Related URLs:	Publisher
Depositing User:	Debbie Keeling
Date Deposited:	28 Jun 2017 09:12
Last Modified:	28 Jun 2017 09:12
URI:	http://srodev.sussex.ac.uk/id/eprint/68829

View download statistics for this item

📧 Request an update