Time heals many wounds – explaining the immediate and delayed effects of message sidedness

• Autores: Franziska Küster, Martin Eisend
• Localización: International Journal of Advertising, ISSN 0265-0487, Vol. 35, Nº. 4, 2016, págs. 664-681
• Idioma: inglés
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• Resumen

  • This study investigates the immediate and delayed effects of advertising messages including both positive and negative information. A two-sided message has a negative effect on message attitudes due to two mediating variables with trade-off effects: valence and balance. These two variables are also responsible for the alignment of the effect of sidedness on message attitudes and purchase intentions over time: the negative effects of two-sided messages are neutralized over time because negative information is reevaluated, improving the valence of the message. The results explain the negative effects of message sidedness that have been found in prior research and they show that a two-sided message in advertising is not necessarily inferior to a one-sided message despite unfavorable short-term effects.