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The A2SC2Model: The Influence of Attitudes and Attitude Strength on Consideration and Choice

Joseph R. Priester · Dhananjay Nayakankuppam · Monique A. Fleming · John Godek

177 citations0/0 files storedJournal of Consumer Research

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Consumer Behavior in Brand Consumption and Identification Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing

Abstract

This research investigates the influence of attitudes and attitude strength on consideration and choice. Three experiments provide support for the Attitude and Attitude Strength, Consideration and Choice (A2SC2) Model, which hypothesizes that (a) attitude strength moderates the influence of attitudes on consideration, such that attitudes guide consideration more for strongly held attitudes than for weakly held attitudes and (b) consideration of a brand mediates the influence of attitudes and attitude strength on choice.

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References

1986The Elaboration Likelihood Model of Persuasion 2013Handbook of Social Psychology 1997The Psychology of Attitudes 1983Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement 2014Handbook of Social Cognition 1981Attitudes and Persuasion: Classic and Contemporary Approaches 1971The Theory of Buyer Behavior 2014Attitude Strength

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