Book contents
- The Cambridge Handbook of Consumer Psychology
- Cambridge Handbooks in Psychology
- The Cambridge Handbook of Consumer Psychology
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Introduction
- 1 Consumer Psychology of Individuals
- 1 Attitudinal Advocacy
- 2 Storytelling and Narrative Persuasion
- 3 Consumer Goals and Motivation
- 4 Consumer Financial Decision-Making
- 5 Marketplace Morality
- 6 A Triadic Framework of Luxury Consumption
- 7 Consumer Identity: A Comprehensive Review and Integration of Contemporary Research
- 8 Compensatory Consumption
- 9 Artificial Intelligence and Consumer Psychology
- 2 Consumer Psychology of Groups and Society
- 3 Methods for Understanding Consumer Psychology
- Index
- References
1 - Attitudinal Advocacy
from 1 - Consumer Psychology of Individuals
Published online by Cambridge University Press: 30 March 2023
- The Cambridge Handbook of Consumer Psychology
- Cambridge Handbooks in Psychology
- The Cambridge Handbook of Consumer Psychology
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Introduction
- 1 Consumer Psychology of Individuals
- 1 Attitudinal Advocacy
- 2 Storytelling and Narrative Persuasion
- 3 Consumer Goals and Motivation
- 4 Consumer Financial Decision-Making
- 5 Marketplace Morality
- 6 A Triadic Framework of Luxury Consumption
- 7 Consumer Identity: A Comprehensive Review and Integration of Contemporary Research
- 8 Compensatory Consumption
- 9 Artificial Intelligence and Consumer Psychology
- 2 Consumer Psychology of Groups and Society
- 3 Methods for Understanding Consumer Psychology
- Index
- References
Summary
People regularly advocate on behalf of their attitudes. They post online reviews of hotels and restaurants, they recommend new apps and movies to friends, and they share their opinions on political candidates and social issues. What drives advocacy behavior? In this chapter, we review a fast-growing literature on the antecedents of advocacy – including attitude strength, compensatory motives, perceived efficacy, emotions, attitude framing, and more – and we consolidate this literature into a set of core insights. In addition, we discuss two promising directions for ongoing work. First, when people advocate, what do they say or do? Second, what other actions do people undertake to advance their views (e.g., censorship)? We review the nascent literature on these topics and chart new directions for research in this area.
- Type
- Chapter
- Information
- The Cambridge Handbook of Consumer Psychology , pp. 7 - 27Publisher: Cambridge University PressPrint publication year: 2023