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Motivational determinants of transportation into marketing narratives

dc.contributor.authorMcFerran, Brent
dc.contributor.authorDahl, Darren W.
dc.contributor.authorGorn, Gerald J.
dc.contributor.authorHonea, Heather
dc.date.accessioned2018-02-05T16:27:27Z
dc.date.available2018-02-05T16:27:27Z
dc.date.issued2010-07
dc.identifier.citationMcFerran, Brent; Dahl, Darren W.; Gorn, Gerald J.; Honea, Heather (2010). "Motivational determinants of transportation into marketing narratives." Journal of Consumer Psychology 20(3): 306-316.
dc.identifier.issn1057-7408
dc.identifier.issn1532-7663
dc.identifier.urihttps://hdl.handle.net/2027.42/141096
dc.description.abstractThis paper identifies factors that facilitate narrative transportation, where people become immersed in the storyline of an advertisement. Specifically, using a lottery context, this research shows that consumers who feel lucky or believe in personal good luck are motivated to engage in transportation, a process that is intensified as the attractiveness of the outcome increases. Further, this research shows that highly transported consumers (a) become more focused on ad outcomes and less on the low personal probability of winning, and that (b) attempts to attenuate consumers’ transportation are most efficacious if undertaken before the ad (and transportation) begins.
dc.publisherSage
dc.publisherWiley Periodicals, Inc.
dc.subject.otherNarratives
dc.subject.otherAdvertising
dc.subject.otherTransportation
dc.subject.otherLottery
dc.titleMotivational determinants of transportation into marketing narratives
dc.typeArticleen_US
dc.rights.robotsIndexNoFollow
dc.subject.hlbsecondlevelPsychology
dc.subject.hlbtoplevelSocial Sciences
dc.description.peerreviewedPeer Reviewed
dc.contributor.affiliationumStephen M. Ross School of Business, University of Michigan, 701 Tappan Street, Ann Arbor, MI, 48109‐1234, USA
dc.contributor.affiliationotherSauder School of Business, University of British Columbia, 2053 Main Mall, Vancouver, British Columbia, Canada V6T 1Z2
dc.contributor.affiliationotherFaculty of Business and Economics, The University of Hong Kong, Pokfulam, Hong Kong
dc.contributor.affiliationotherCollege of Business Administration, San Diego State University, 5500 Campanile Drive, San Diego, CA, 92182‐8239, USA
dc.description.bitstreamurlhttps://deepblue.lib.umich.edu/bitstream/2027.42/141096/1/jcpy306.pdf
dc.identifier.doi10.1016/j.jcps.2010.06.017
dc.identifier.sourceJournal of Consumer Psychology
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dc.owningcollnameInterdisciplinary and Peer-Reviewed


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