CONSUMERS’ RESISTANCE TO PERSUASIVE EFFORTS: AN EXPERIMENTAL STUDY ON THE EFFECTS OF ATTITUDE STRENGTH, ATTITUDE VALENCE AND MESSAGE STRENGT

Year 2012, Volume: 8 Issue: 16, 75 - 97, 01.01.2012

İnci Dursun Ebru Tümer Kabadayı

Abstract

This study aims to investigate the factors affecting consumers’ resistance to counterattitudinal persuasive messages. In this context, effects of attitude valence, attitude strength indicators and strength of the persuaive message were investigated. Data was collected through an experimental study that was conducted on 120 participants. Analysis revealed that, contrary to expectations, all attitude strength indicators do not have an effect on resistance in the same direction. Results indicated that resistance to persuasion decreased as strength of the message increased. It was also found that resistance intensity changed with respect to the valence of initial attitude. Results, specifically unexpected findings were discussed. Research provides some important insights into understanding consumers’ reaction to communication efforts

Keywords

Resistance To Persuasion, Attitude Strength, Strength Of The Persuasive Message, Attitude Valence

TÜKETİCİLERİN İKNA ÇABALARINA KARŞI GÖSTERDİKLERİ DİRENÇ: TUTUM GÜCÜ, TUTUM YÖNÜ VE MESAJ GÜCÜNÜN ETKİLERİ ÜZERİNE DENEYSEL BİR ARAŞTIRMA

Abstract

Araştırma, tüketicilerin tutumları ile çelişen ikna mesajlarına karşı gösterdikleri direnci etkileyen faktörlerin incelenmesini amaçlamaktadır. Bu bağlamda, tutum yönünün, tutum gücü boyutlarının ve ikna mesajının gücünün etkileri incelenmiştir. Hipotezlerin testi için gerekli veri 120 katılımcı üzerinde uygulanan deneysel bir çalışma ile toplanmıştır. Analiz sonuçları tutum gücü boyutlarının değişime karşı direnç üzerinde beklenildiği gibi aynı yönde etki etmediğini ortaya çıkarmıştır. Sonuçlar, ikna mesajının gücü arttıkça tüketicilerin gösterdiği direncin düştüğünü belirtmektedir. Sonuçlar aynı zamanda, ikna mesajlarına gösterilen direncin tutum yönüne göre farklılık gösterdiğine işaret etmiştir. Araştırma sonuçları, özellikle beklenmeyen bulgular tartışılmıştır. Araştırma, tüketicilerin ürünlere yönelik iletişim çabalarına gösterdikleri tepkiyi anlama yolunda önemli ipuçları sunmaktadır.

Keywords

İknaya Karşı Direnç, Tutum Gücü, İkna Mesajının Gücü, Tutum Yönü

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