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Value-Expressive versus Utilitarian Advertising Appeals: When and Why to Use Which Appeal
8 references·16 citing·43 second hop
Value-Expressive versus Utilitarian Advertising Appeals: When and Why to Use Which Appeal (1991)Value-Expressive versus Utilitarian Adver…Advances in Consumer Research (2025)Advances in Consumer ResearchAdvertising and Promotion Management (1987)Advertising and Promotion Man…Strategic Brand Concept-Image Management (1986)Strategic Brand Concept-Image…Using self-congruity and ideal congruity to predict purchase motivation (1985)Using self-congruity and idea…Measuring the Involvement Construct (1985)Measuring the Involvement Con…The Role of Products as Social Stimuli: A Symbolic Interactionism Perspective (1983)The Role of Products as Socia…Self-Concept in Consumer Behavior: A Critical Review (1982)Self-Concept in Consumer Beha…Reference Group Influence on Product and Brand Purchase Decisions (1982)Reference Group Influence on …Self-congruity theory in consumer behavior: A little history (2018)Self-congruity theory in cons…Consumer engagement in online brand communities: a solicitation of congruity theory (2017)Consumer engagement in online…Should tweets differ for B2B and B2C? An analysis of Fortune 500 companies' Twitter communications (2014)Should tweets differ for B2B …Creative Strategies in Social Media Marketing: An Exploratory Study of Branded Social Content and Consumer Engagement (2014)Creative Strategies in Social…The role of consumer–brand identification in building brand relationships (2011)The role of consumer–brand id…Scarcity Messages (2011)Scarcity MessagesModerators of the self-congruity effect on consumer decision-making: A meta-analysis (2011)Moderators of the self-congru…Achieving brand loyalty through sponsorship: the role of fit and self-congruity (2011)Achieving brand loyalty throu…Self-congruity and destination choice (2007)Self-congruity and destinatio…Effect of self-congruity with sponsorship on brand loyalty (2007)Effect of self-congruity with…Retail Environment, Self-Congruity, and Retail Patronage (2000)Retail Environment, Self-Cong…Destination Image, Self-Congruity, and Travel Behavior: Toward an Integrative Model (2000)Destination Image, Self-Congr…Media effect in commercial sponsorship (1999)Media effect in commercial sp…Symbolic and functional positioning of brands (1998)Symbolic and functional posit…Matching Advertising Appeals to Culture: The Influence of Products' Use Conditions (1996)Matching Advertising Appeals …The role of advertising in brand image development (1995)The role of advertising in br…The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun (1982)Social media: The new hybrid element of the promotion mix (2009)Elements of strategic social media marketing: A holistic framework (2016)Digital Content Marketing's Role in Fostering Consumer Engagement, Trust, and Value: Framework, Fundamental Propositions, and Implications (2018)Engagement with Social Media and Social Media Advertising: The Differentiating Role of Platform Type (2018)A Theory of Cognitive Dissonance (1957)The State of Psychological Ownership: Integrating and Extending a Century of Research (2003)Destination image and tourist loyalty: A meta-analysis (2013)A Theory of Cognitive Dissonance (2017)A Theory of Social Comparison Processes (1954)The Presentation of Self in Everyday Life. 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this work references cited by second hop

References

  • 2025Advances in Consumer Research13,264 cited
  • 1985Measuring the Involvement Construct6,012 cited
  • 1982Self-Concept in Consumer Behavior: A Critical Review3,659 cited
  • 1986Strategic Brand Concept-Image Management2,198 cited
  • 1982Reference Group Influence on Product and Brand Purchase Decisions1,950 cited
  • 1983The Role of Products as Social Stimuli: A Symbolic Interactionism Perspective1,412 cited
  • 1987Advertising and Promotion Management868 cited
  • 1985Using self-congruity and ideal congruity to predict purchase motivation866 cited

Cited by

  • 2014Creative Strategies in Social Media Marketing: An Exploratory Study of Branded Social Content and Consumer Engagement1,462 cited
  • 2000Destination Image, Self-Congruity, and Travel Behavior: Toward an Integrative Model1,060 cited
  • 2011The role of consumer–brand identification in building brand relationships685 cited
  • 1998Symbolic and functional positioning of brands661 cited
  • 2000Retail Environment, Self-Congruity, and Retail Patronage604 cited
  • 2017Consumer engagement in online brand communities: a solicitation of congruity theory377 cited
  • 2007Effect of self-congruity with sponsorship on brand loyalty

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375 cited
  • 2011Scarcity Messages348 cited
  • 1996Matching Advertising Appeals to Culture: The Influence of Products' Use Conditions347 cited
  • 1995The role of advertising in brand image development332 cited
  • 2011Moderators of the self-congruity effect on consumer decision-making: A meta-analysis322 cited
  • 2011Achieving brand loyalty through sponsorship: the role of fit and self-congruity320 cited
  • 2007Self-congruity and destination choice312 cited
  • 2014Should tweets differ for B2B and B2C? An analysis of Fortune 500 companies' Twitter communications305 cited
  • 1999Media effect in commercial sponsorship284 cited
  • 2018Self-congruity theory in consumer behavior: A little history284 cited