Exploring the patterns of dual attitude changes in the context of athlete endorsement: The interplay of fit, evaluative conditioning, and introspection focus

Yonghwan Chang

Research output: Contribution to journalArticlepeer-review

1 Scopus citations

Abstract

Through this study, the author aimed to elucidate the asymmetrical patterns of dual attitude changes in the context of athlete endorsement. The main experiment included a test of the interactions of: Fit (low vs. high fit) × Evaluative conditioning (endorsement-positive vs. endorsement-negative feelings) × Introspection focus (logics vs. feelings). Based on the results, fit changed explicit attitudes, leaving implicit attitudes unchanged, whereas evaluative conditioning changed implicit attitudes to a greater extent. Introspection focus on logics (feelings) led participants to operate syllogistic inferences (associative evaluations); consequently, the logicality of fit (the conditioned feelings) determined both explicit and implicit attitudes and behavioral intentions. The study helps broaden current understandings of endorsement effectiveness by identifying situations in which dual attitude shifts intentions. Managers should be aware of the manipulability of consumers' evaluation systems, and it is recommended to strategically employ either logic-reflected or feelings-elicited endorsement campaigns to leverage a brand's equity.

Original languageEnglish (US)
Pages (from-to)413-425
Number of pages13
JournalJournal of Sport Management
Volume32
Issue number5
DOIs
StatePublished - Sep 1 2018

Keywords

  • Classical conditioning
  • Emotions
  • Explicit attitudes
  • Implicit attitudes
  • Sport sponsorship

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