The relationship between spokesperson credibility and purchase intentions : a proposed theory and experimental evaluation
Doctor of Philosophy (PhD)
First Advisor's Name
Frank J. Carmone, Jr.
First Advisor's Committee Title
Second Advisor's Name
Barnett A. Greenberg
Third Advisor's Name
Eugene J. Kelley
Fourth Advisor's Name
F. B. Seaton
Fifth Advisor's Name
Sixth Advisor's Name
Henry A. Laskey
Advertising -- Psychological aspects, Motivation research (Marketing), Communication -- Psychological aspects
Date of Defense
The purpose of this dissertation is to develop and evaluate an expanded spokesperson credibility model to address issues uncovered in Ohanian's (1991) study about linkages between spokespersons ' credibility and consumers ' purchase intentions. Based on Tajfel's social categorization theory (1981), 12 hypotheses were developed to test direct and indirect relationships between spokesperson's credibility and purchase intentions.
The sample for the study consisted of 1,162 respondents 82.9% students and 17.1% nonstudents; 48.2% males and 51.4% females; 31.3% Caucasian (American); 24.5% Cuban (American); 19.6% other Hispanics and 22.5% other ethnic groups. The data were collected .by having respondents either view a video tape or listen to an audio tape in a classroom or shopping mall setting. The respondents were told that they would hear a spokesperson presenting a message. After listening to the message they would then be asked to complete a questionnaire.
The spokesperson credibility model was tested using covariance structure analysis as implemented in the LISREL software. A series of ANOVAs were used to test the impact of the moderating variables on purchase intentions.
The findings indicate that Ohanian's (1991) credibility constructs i.e., attractiveness, trustworthiness, and expertise are significantly related to purchase intentions. In addition, the following interactions were found to be statistically significant:
DeShields, Oscar Winston, "The relationship between spokesperson credibility and purchase intentions : a proposed theory and experimental evaluation" (1992). FIU Electronic Theses and Dissertations. 2779.
In Copyright. URI: http://rightsstatements.org/vocab/InC/1.0/
This Item is protected by copyright and/or related rights. You are free to use this Item in any way that is permitted by the copyright and related rights legislation that applies to your use. For other uses you need to obtain permission from the rights-holder(s).