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Process Versus Outcome Thought Focus and Advertising

Publication ,  Journal Article
Escalas, JE; Luce, MF
Published in: Journal of Consumer Psychology
January 1, 2003

Recent social psychological research demonstrates that certain types of mental simulation are particularly useful for helping individuals reach the future they envision (e.g., Taylor, Pham, Rivkin, & Armor, 1998). More specifically, Taylor's (Pham, Taylor, 1999; Taylor et al., 1998) recent research indicates that the most successful simulations focus on the process of reaching a goal rather than on the outcomes or attainment of the goal. In this article, we extend consideration of process- versus outcome-focused thought to advertising. In studies manipulating the focus of participants' thoughts while viewing a print advertisement, we find that process-focused thought results in significantly higher behavioral intentions than outcome-focused thought when advertisement arguments are strong. However, in the case of weak advertisement arguments, process-focused thought actually lowers behavioral intentions compared to thoughts focusing on the end result or outcome of product usage. Thus, in addition to increasing the persuasive power of strong advertising claims, process-focused thinking appears to make individuals better or more discerning consumers who do not form behavioral intentions when it is inappropriate to do so.

Duke Scholars

Published In

Journal of Consumer Psychology

DOI

ISSN

1057-7408

Publication Date

January 1, 2003

Volume

13

Issue

3

Start / End Page

246 / 254

Related Subject Headings

  • Marketing
  • 5205 Social and personality psychology
  • 5201 Applied and developmental psychology
  • 3506 Marketing
  • 1701 Psychology
  • 1505 Marketing
 

Citation

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Escalas, J. E., & Luce, M. F. (2003). Process Versus Outcome Thought Focus and Advertising. Journal of Consumer Psychology, 13(3), 246–254. https://doi.org/10.1207/S15327663JCP1303_06
Escalas, J. E., and M. F. Luce. “Process Versus Outcome Thought Focus and Advertising.” Journal of Consumer Psychology 13, no. 3 (January 1, 2003): 246–54. https://doi.org/10.1207/S15327663JCP1303_06.
Escalas JE, Luce MF. Process Versus Outcome Thought Focus and Advertising. Journal of Consumer Psychology. 2003 Jan 1;13(3):246–54.
Escalas, J. E., and M. F. Luce. “Process Versus Outcome Thought Focus and Advertising.” Journal of Consumer Psychology, vol. 13, no. 3, Jan. 2003, pp. 246–54. Scopus, doi:10.1207/S15327663JCP1303_06.
Escalas JE, Luce MF. Process Versus Outcome Thought Focus and Advertising. Journal of Consumer Psychology. 2003 Jan 1;13(3):246–254.
Journal cover image

Published In

Journal of Consumer Psychology

DOI

ISSN

1057-7408

Publication Date

January 1, 2003

Volume

13

Issue

3

Start / End Page

246 / 254

Related Subject Headings

  • Marketing
  • 5205 Social and personality psychology
  • 5201 Applied and developmental psychology
  • 3506 Marketing
  • 1701 Psychology
  • 1505 Marketing