Redressing the sleeper effect: evidence for the favorable persuasive impact of discounting information over time in a contemporary advertising context

The shift in the accessibility of positive and negative information about consumer products on the internet calls for a revisiting of persuasion effects. A counterintuitive effect, called the sleeper effect, predicts attitudes toward a persuasive message have the potential to increase in favorableness despite the presence of information discounting the message. An experimental study was conducted to support the existence of the sleeper effect, demonstrate its renewed relevance in the contemporary advertising environment, and provide a foundation for further sleeper effect studies

Impact bias in student evaluations of higher education

In the context of higher education, this study examines the extent to which affective evaluations of the student experience are influenced by the point at which they are made (i.e. before the experience begins, whilst it is happening and after it has ended). It adopts a between-groups quantitative analysis of the affective evaluations made by 360 future, current and past postgraduate students of a UK business school. The study validates the proposition that affective forecasts and memories of the student experience are considerably inflated in prospect and retrospect; a finding that implies a significant impact bias. It is concluded that the impact bias may have important implications for influencing the effectiveness of student decision-making, the timing and comparability of student course evaluations, and understanding the nature and effects of word-of-mouth communication regarding the student experience

Redressing the sleeper effect: evidence for the favorable persuasive impact of discounting information over time in a contemporary advertising context

The shift in the accessibility of positive and negative information about consumer products on the Internet calls for a revisiting of persuasion effects. A counterintuitive effect, called the sleeper effect, predicts that attitudes toward a persuasive message have the potential to increase in favorableness despite the presence of information discounting the message. An experimental study was conducted to support the existence of the sleeper effect, demonstrate its renewed relevance in the contemporary advertising environment, and provide a foundation for further sleeper effect studies

[Abstract] A re-examination of value co-creation in the age of interactive service robots: a service logic perspective

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Re-examining value co-creation in the age of interactive service robots

Re-examining value co-creation in the age of interactive service robot

Fashionable food: When the sleeper effect turns negative information into positive attitudes

Marketers promoting new products online are often faced with the ubiquity of information discounting their marketing messages (e.g. critical responses). However, the counterintuitive sleeper effect posits that negative information can positively impact attitudes under certain conditions (Gruder et al. 1978). Elaborative encoding is expected to modify the sleeper effect by enhancing the persuasiveness of marketing messages accompanied by discounting cues (Mazursky and Schul 1988). The current study investigates the conditions necessary for negative information to have a positive impact on attitudes

The positive effect of negative information: a sleeper effect perspective

Recently, there is a renewed interest in the notion of “the positive effect of negative information” (Ein-Gar et al. 2012). Though intuition suggests negative information should reduce favorability of a persuasive message, this research proposes that this is not necessarily the case, and in fact the addition of negative information to a positive message has the potential to enhance persuasion. This hypothesis is based on a re-examination of the sleeper effect