A theoretical review of consumer priming: Prospective theory, retrospective theory, and the affective–behavioral–cognitive model. Issue 4 (18th October 2016)

• Record Type: Journal Article
• Authors: Minton, Elizabeth A.; Cornwell, T. Bettina; Kahle, Lynn R.
• Is Part Of: Journal of consumer behaviour. Volume 16:Issue 4(2017)
• Page Start: 309
• Page End: 321
• Publication Date: 2016-10-18
• Subjects: Consumer behavior -- Periodicals; Motivation research (Marketing) -- Periodicals; 658.834205
• DOI: 10.1002/cb.1624
• Languages: English
• ISSNs: 1472-0817

Abstract

ABSTRACT: Primes are pervasive in marketing. Despite frequent use in practice, there has yet to be a framework to categorize priming techniques that is inclusive of measurement challenges and methods for administering primes as well as provides insight for researchers on how to think about and construct research using priming. Prior researchers have provided reviews of priming research, which have set the stage for discussions of priming theories and challenges of using primes in survey research. We build from their review and contribute in four ways by (i) reviewing priming theories rooted in both prospective and retrospective models of memory; (ii) developing a priming framework based on the ABC model of attitudes (affective, behavioral, and cognitive priming) that incorporates lexical priming, priming fluency effects, and methods for administering primes; (iii) addressing priming challenges including discrepancies between the priming method and measurement method; and (iv) positing the influence of personal characteristics on priming, such as the role of skepticism in assimilation and contrast effects. The final model is offered and elaborated upon as a guide for future research. Copyright © 2016 John Wiley & Sons, Ltd.