1991/09/01 by Deborah J. Macinnis, Deborah J. MacInnis, C. Whan Park · 470 citations
Business, Management and Accounting · Engineering · Psychology · #Advertising #Business #Color perception and design #Consumer Behavior in Brand Consumption and Identification #Consumer Retail Behavior Studies #Differential (mechanical device) #Engineering #Marketing #Psychology
paper · doi:10.1086/209249
published in Journal of Consumer Research 18(2), 161 (Oxford University Press)
openalex publication_date 1991/09/01 · openalex created_date 2025/10/10 · openalex updated_date 2026/08/05
This article examines the impact of two dimensions of music—its fit with the advertised message and its ties to past emotion-laden experiences (indexicality)—on low- and high-involvement consumers' ad processing. Previous research suggests that executional cues in an ad exert their influence primarily under conditions of low involvement in the form of peripheral-route processing. However, this view may be overly simplistic. Certain executional cues may influence central-route (message-based) and peripheral (non-message-based) processing of both high- and low-involvement consumers; however, the direction of this influence may depend on both the specific characteristic of the cue and the level of consumer involvement. The results of this research generally are consistent with these expectations.