Testimonial writing can be a path to enhance brand evaluation. However, the positive effects induced by testimonial writing can be counteracted due to the attractive prizes that motivates people to exaggerate their testimonial statements.
Positive post-experience influence:
- Positive brand-related elaboration (must accompany positive emotional mode and minor social pressure?)
- Brand commitment
- Confirmatory processing in subsequent product evaluation
- Positive reconstructed memory
Negative post-experience influence:
- Induced by customer's insincerity when writing testimonial (esp. with too attractive prizes and promotions)
Cause-related marketingSome consumers experience a close identification with a cause or a company and appear to be drawn to a campaign because they consider the cause relevant to them.
Cause involvement is the degree to which customers find the cause relevant to them.
Social Impact Theory (Latane 1981; Latane and Bourgeois 2001): Social influence and conformity: Responses to social influence are determined, in part, by immediacy or the proximity to physical sources.
Maheswaran and Meyers-Levy (1990), using involvement theory, claim that in conditions in which issue involment is high, issue-relevant meassages are processed in detail and are more persuasive when framed negatively. Positively-framed messages were more effective for less involved customers because less involved customers process information in simple inferences derived from peripheral cues.
Social Impact Theory predicts that as strength
(ratio and number of people who conform) and immediacy
(the level of one's involvement in a group) increase within a group, conformity will also increase.