臺大管理論叢第31卷第2期

124 Query-Based Information, Self-Construals and Persuasion References Aaker, J. L., and Lee, A. Y. 2001. “I” seek pleasures and “we” avoid pains: The role of self-regulatory goals in information processing and persuasion. Journal of Consumer Research, 28 (1): 33-49. Agrawal, N., and Maheswaran, D. 2005. The effects of self-construal and commitment on persuasion. Journal of Consumer Research, 31 (4): 841-849. Ahluwalia, R., and Burnkrant, R. E. 2004. Answering questions about questions: A persuasion knowledge perspective for understanding the effects of rhetorical questions. Journal of Consumer Research, 31 (1): 26-42. Aljukhadar, M., Trifts, V., and Senecal, S. 2017. Consumer self-construal and trust as determinants of the reactance to a recommender advice. Psychology & Marketing, 34 (7): 708-719. Areni, C. S. 2003. The effects of structural and grammatical variables on persuasion: An elaboration likelihood model perspective. Psychology & Marketing, 20 (4): 349375. Baron, R. M., and Kenny, D. A. 1986. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic and statistical considerations. Journal of Personality and Social Psychology, 51 (6): 11731182. Brewer, M. B., and Gardner, W. 1996. Who is this “we”? Levels of collective identity and self representations. Journal of Personality and Social Psychology, 71 (1): 8393. Burnkrant, R. E., and Howard, D. J. 1984. Effects of the use of introductory rhetorical questions versus statements on information processing. Journal of Personality and Social Psychology, 47 (6): 1218-1230. Das, G., Roy, R., and Spence, M. T. 2020. The mitigating effect of matching regulatory focus with arousal‐inducing stimuli in service failure situations. Psychology & Marketing, 37 (10): 1420-1432. Escalas, J. E., and Bettman, J. R. 2005. Self-construal, reference groups, and brand meaning. Journal of Consumer Research, 32 (3): 378-389. Fitzsimons, G. J., and Shiv, B. 2001. Nonconscious and contaminative effects of hypothetical questions on subsequent decision making. Journal of Consumer Research, 28 (2): 224-238.

RkJQdWJsaXNoZXIy ODg3MDU=