Skip to main content

Advertisement

SpringerLink
Log in

A Dual-Step and Dual-Process Model of Advertising Effects: Implications for Reducing the Negative Impact of Advertising on Children's Consumption Behaviour

  • Original Paper
  • Published:
Journal of Consumer Policy Aims and scope Submit manuscript

Abstract

Children are important targets of advertising campaigns from companies. However, children have been found to be particularly vulnerable to negative effects of advertising, and protecting children from these effects is an important task of consumer policy. Two important aspects have to be considered in this task. First, advertising affects judgements and behaviour not only during ad exposure but also in delayed consumption and purchase contexts. Second, advertising operates largely at an implicit level—during ad exposure as well as in consumption decisions. The current article introduces a dual-step (ad exposure vs. purchase/consumption) and dual-process (implicit vs. explicit) model of advertising effects on children. The model is based on a review of implicit advertising effects and implicit mechanisms of self-control. It implies that consumer policies intending to prevent undesired advertising effects should support interventions that strengthen advertising and purchasing literacy and, in addition, implicit self-control mechanisms in children. As self-control in consumption decisions is largely relevant for, and learned during, shopping and consumption, such interventions should focus on educating parents or other primary caregivers because they are the most likely persons to accompany children in such situations and have a great influence on children's implicit learning.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1
Fig. 2

Similar content being viewed by others

References

  • Aarts, H., Dijksterhuis, A., & Midden, C. (1999). To plan or not to plan? Goal achievement or interrupting the performance of mundane behaviors. European Journal of Social Psychology, 29, 971–979.

    Google Scholar 

  • Achenreiner, G. B., & John, D. R. (2003). The meaning of brand names to children: A developmental investigation. Journal of Consumer Psychology, 13(3), 205–219.

    Google Scholar 

  • Achtziger, A., Gollwitzer, P. M., & Sheeran, P. (2008). Implementation intentions and shielding goal striving from unwanted thoughts and feelings. Personality and Social Psychology Bulletin, 34(3), 381–393.

    Google Scholar 

  • Ailawadi, K. L., Beauchamp, J. P., Donthu, N., Gauri, D. K., & Shankar, V. (2009). Communication and promotion decisions in retailing: A review and directions for future research. Journal of Retailing, 85(1), 42–55.

    Google Scholar 

  • Anschutz, D. J., Spruijt-Metz, D., Van Strien, T., & Engels, R. C. M. E. (2011). The direct effect of thin ideal focused adult television on young girls' ideal body figure. Body Image, 8(1), 26–33.

    Google Scholar 

  • Anschutz, D. J., Engels, R. C. M. E., & Van Strien, T. (2012). Increased body satisfaction after exposure to thin ideal children's television in young girls showing thin ideal internalisation. Psychology & Health, 27(5), 603–617.

    Google Scholar 

  • Armitage, C. J. (2004). Evidence that implementation intentions reduce dietary fat intake: A randomized trial. Health Psychology, 23(3), 319–323.

    Google Scholar 

  • Austin, E. W., & Johnson, K. K. (1997). Immediate and delayed effects of media literacy training on third grader's decision making for alcohol. Health Communication, 9(4), 323–349.

    Google Scholar 

  • Auty, S., & Lewis, C. (2004). Exploring children's choice: The reminder effect of product placement. Psychology & Marketing, 21(9), 697–713.

    Google Scholar 

  • Baker, W. E. (1999). When can affective conditioning and mere exposure directly influence brand choice? Journal of Advertising, 28(4), 31–46.

    Google Scholar 

  • Baker, W. E., & Lutz, R. J. (1988). The relevance-accessibility model of advertising effectiveness. In S. Hecker & D. W. Stewart (Eds.), Nonverbal communication in advertising (pp. 59–84). Lexington: Lexington Books.

    Google Scholar 

  • Baker, W. E., & Lutz, R. J. (2000). An empirical test of an updated relevance-accessibility model of advertising effectiveness. Journal of Advertising, 29(1), 1–14.

    Google Scholar 

  • Bandura, A. (1977). Social learning theory. Oxford: Prentice-Hall.

    Google Scholar 

  • Bandura, A. (1997). Self-efficacy: The exercise of control. New York: Freeman.

    Google Scholar 

  • Bandura, A., & Walters, R. H. (1963). Social learning and personality development. New York: Holt, Rinehart and Winston.

    Google Scholar 

  • Bargh, J., Gollwitzer, P., Lee-Chai, A., Barndollar, K., & Trotschel, R. (2001). The automated will: Nonconscious activation and pursuit of behavioral goals. Journal of Personality and Social Psychology, 81(6), 1014–1027.

    Google Scholar 

  • Barrouillet, P. (2011). Dual-process theories of reasoning: The test of development. Developmental Review, 31(2–3), 151–179.

    Google Scholar 

  • Bayer, U. C., & Gollwitzer, P. M. (2007). Boosting scholastic test scores by willpower: The role of implementation intentions. Self and Identity, 6, 1–19.

    Google Scholar 

  • Bijmolt, T. H. A., Claassen, W., & Brus, B. (1998). Children's understanding of TV advertising: Effects of age, gender, and parental influence. Journal of Consumer Policy, 21(2), 171–194.

    Google Scholar 

  • Brown, J. (2001). Media literacy and critical viewing in education. In D. Singer & J. Singer (Eds.), Handbook of children and the media (pp. 681–698). Thousand Oaks: Sage.

    Google Scholar 

  • Brucks, M., Armstrong, G. M., & Goldberg, M. E. (1988). Children's use of cognitive defenses against television advertising: A cognitive response approach. Journal of Consumer Research, 14(4), 471–482.

    Google Scholar 

  • Buckingham, D. (2007). Selling childhood? Journal of Children and Media, 1(1), 15–24.

    Google Scholar 

  • Buckingham, D. (2009). Beyond the competent consumer: The role of media literacy in the making of regulatory policy on children and food advertising in the UK. International Journal of Cultural Policy, 15(2), 217–230.

    Google Scholar 

  • Buijzen, M., & Valkenburg, P. M. (2003). The unintended effects of television advertising: A parent–child survey. Communication Research, 30(5), 483–503.

    Google Scholar 

  • Buijzen, M., & Valkenburg, P. M. (2008). Observing purchase-related parent–child communication in retail environments: A developmental and socialization perspective. Human Communication Research, 34(1), 50–69.

    Google Scholar 

  • Buijzen, M., Van Reijmersdal, E. A., & Owen, L. H. (2010). Introducing the PCMC Model: An investigative framework for young people's processing of commercialized media Content. Communication Theory, 20(4), 427–450.

    Google Scholar 

  • Büttner, O. B., Florack, A., Leder, H., Paul, M. A., Serfas, B. G., & Schulz, A. M. (2013). Hard to ignore: Impulsive buyers show an attentional bias in shopping situations. Social Psychological and Personality Science. Advance online publication. doi:10.1177/1948550613494024.

  • Calvert, S. L. (2008). Children as consumers: Advertising and marketing. Future of Children, 18(1), 205–234.

    Google Scholar 

  • Casey, B., Galvan, A., & Hare, T. A. (2005). Changes in cerebral functional organization during cognitive development. Current Opinion in Neurobiology, 15(2), 239–244.

    Google Scholar 

  • Casey, B. J., Getz, S., & Galvan, A. (2008). The adolescent brain. Developmental Review, 28(1), 62–77.

    Google Scholar 

  • de Ridder, D. T., Lensvelt-Mulders, G., Finkenauer, C., Stok, F. M., & Baumeister, R. F. (2012). Taking stock of self-control: A meta-analysis of how trait self-control relates to a wide range of behaviors. Personality and Social Psychology Review, 16(1), 76–99.

    Google Scholar 

  • Dennison, B. A., Russo, T., Burdick, P., & Jenkins, P. (2004). An intervention to reduce television viewing by preschool children. Archives of Pediatrics & Adolescent Medicine, 158(2), 170–176.

    Google Scholar 

  • Desrochers, D. M., & Holt, D. J. (2007). Children's exposure to television advertising: Implications for childhood obesity. Journal of Public Policy & Marketing, 26(2), 182–201.

    Google Scholar 

  • Dewitte, S. (2013). From willpower breakdown to the breakdown of the willpower model—The symmetry of self-control and impulsive behavior. Journal of Economic Psychology, 38, 16–25.

    Google Scholar 

  • Diamond, A. (1991). Neuropsychological insights into the meaning of object concept development. In S. Carey & R. Gelman (Eds.), The epigenesis of mind: Essays on biology and cognition (pp. 67–110). Hillsdale: Lawrence Erlbaum.

    Google Scholar 

  • Diamond, A., & Lee, K. (2011). Interventions shown to aid executive function development in children 4 to 12 years old. Science, 333(6045), 959–964.

    Google Scholar 

  • Edin, F., Macoveanu, J., Olesen, P., Tegnér, J., & Klingberg, T. (2007). Stronger synaptic connectivity as a mechanism behind development of working memory-related brain activity during childhood. Journal of Cognitive Neuroscience, 19(5), 750–760.

    Google Scholar 

  • Ekström, K. M. (2010). Consumer Socialization in Families. In D. Marshall (Ed.), Understanding children as consumers (pp. 41–60). London: Sage.

    Google Scholar 

  • Elements of Art GmbH, iconkids & youth, SUPER RTL, & IP Deutschland (2010). Die Lieblings-Websites der Kids—Entstehung, Zusammensetzung und Entwicklung des Relevant Set im Internet. Mönchengladbach/München.

  • Evans, J. S. B. T. (2008). Dual-processing accounts of reasoning, judgment, and social cognition. Annual Review of Psychology, 59(1), 255–278.

    Google Scholar 

  • Fang, X., Singh, S., & Ahluwalia, R. (2007). An examination of different explanations for the mere exposure effect. Journal of Consumer Research, 34(1), 97–103.

    Google Scholar 

  • Fazio, R. H., & Towles-Schwen, T. (1999). The MODE model of attitude–behavior processes. In S. Chaiken & Y. Trope (Eds.), Dual-process theories in social psychology (pp. 97–116). New York: Guilford.

    Google Scholar 

  • Feierabend, S., & Klingler, W. (2012). Was Kinder sehen. Media Perspektiven, 4(2012), 203–214.

    Google Scholar 

  • Ferguson, M. J., & Bargh, J. A. (2004). Liking is for doing: The effects of goal pursuit on automatic evaluation. Journal of Personality and Social Psychology, 87, 557–572.

    Google Scholar 

  • Ferraro, R., Bettman, J. R., & Chartrand, T. L. (2009). The power of strangers: The effect of incidental consumer brand encounters on brand choice. Journal of Consumer Research, 35(5), 729–741.

    Google Scholar 

  • Fishbach, A., Friedman, R. S., & Kruglanski, A. W. (2003). Leading us not into temptation: Momentary allurements elicit overriding goal activation. Journal of Personality and Social Psychology, 84(2), 296–309.

    Google Scholar 

  • Fitzsimons, G. M., & Finkel, E. J. (2010). Interpersonal influences on self-regulation. Current Directions in Psychological Science, 19(2), 101–105.

    Google Scholar 

  • Fitzsimons, G. M., Chartrand, T. L., & Fitzsimons, G. J. (2008). Automatic effects of brand exposure on motivated behavior: How Apple makes you think different. Journal of Consumer Research, 35(1), 21–35.

    Google Scholar 

  • Florack, A., & Scarabis, M. (2006). How advertising claims affect brand preferences and category–brand associations: The role of regulatory fit. Psychology & Marketing, 23(9), 741–755.

    Google Scholar 

  • Florack, A., Piontkowski, U., Knocks, I., Rottmann, J., & Thiemann, P. (2002). Attitude change: The case of attitudes towards the “green card” in Germany. Current Research in Social Psychology, 8(3).

  • Florack, A., Friese, M., & Scarabis, M. (2010). Regulatory focus and reliance on implicit preferences in consumption contexts. Journal of Consumer Psychology, 20(2), 193–204.

    Google Scholar 

  • Frank, M. J., O'Reilly, R. C., & Curran, T. (2006). When memory fails, intuition reigns: Midazolam enhances implicit inference in Humans. Psychological Science, 17(8), 700–707.

    Google Scholar 

  • Frank, M. J., Cohen, M. X., & Sanfey, A. G. (2009). Multiple systems in decision making: A neurocomputational perspective. Current Directions in Psychological Science, 18(2), 73–77.

    Google Scholar 

  • Friestad, M., & Wright, P. (1994). The persuasion knowledge model: How people cope with persuasion attempts. Journal of Consumer Research, 21(1), 1–31.

    Google Scholar 

  • Fujita, K., Gollwitzer, P. M., & Oettingen, G. (2007). Mindsets and pre-conscious open-mindedness to incidental information. Journal of Experimental Social Psychology, 43(1), 48–61.

    Google Scholar 

  • Gaillard, V., Barrouillet, P., Jarrold, C., & Camos, V. (2011). Developmental differences in working memory: Where do they come from? Journal of Experimental Child Psychology, 110(3), 469–479.

    Google Scholar 

  • Galst, J. P., & White, M. A. (1976). The unhealthy persuader: The reinforcing value of television and children's purchase-influencing attempts at the supermarket. Child Development, 47(4), 1089.

    Google Scholar 

  • Gantz, W., Schwartz, N., & Angelini, J. R. (2007). Television food advertising to children in the United States Menlo Park, CA: Kaiser Family Foundation. Retrieved from http://kff.org/other/food-for-thought-television-food-advertising-to/.

  • Garon, N., Bryson, S. E., & Smith, I. M. (2008). Executive function in preschoolers: A review using an integrative framework. Psychological Bulletin, 134(1), 31–60.

    Google Scholar 

  • Gawrilow, C., & Gollwitzer, P. M. (2008). Implementation intentions facilitate response inhibition in children with ADHD. Cognitive Therapy and Research, 32(2), 261–280.

    Google Scholar 

  • Gawrilow, C., Gollwitzer, P. M., & Oettingen, G. (2011a). If-then plans benefit delay of gratification performance in children with and without ADHD. Cognitive Therapy and Research, 35(5), 442–455.

    Google Scholar 

  • Gawrilow, C., Gollwitzer, P. M., & Oettingen, G. (2011b). If-then plans benefit executive functions in children with ADHD. Journal of Social and Clinical Psychology, 30(6), 616–646.

    Google Scholar 

  • Genschow, O., Florack, A., Chib, V., Shimojo, S., Scarabis, M., & Wänke, M. (2013). Reaching for the (product) stars: Measuring recognition and approach speed to get insights into consumer choice. Basic and Applied Social Psychology, 35, 298–315.

    Google Scholar 

  • Gibson, B. (2008). Can evaluative conditioning change attitudes toward mature brands? New evidence from the implicit association test. Journal of Consumer Research, 35(1), 178–188.

    Google Scholar 

  • Giedd, J. N., Snell, J. W., Lange, N., Rajapakse, J. C., Casey, B. J., Kozuch, P. L., & Rapoport, J. L. (1996). Quantitative magnetic resonance imaging of human brain development: ages 4–18. Cerebral Cortex, 6(4), 551–559.

    Google Scholar 

  • Gillig, P. M., & Greenwald, A. G. (1974). Is it time to lay the sleeper effect to rest? Journal of Personality and Social Psychology, 29(1), 132–139.

    Google Scholar 

  • Goldberg, M. E., & Gorn, G. J. (1978). Some unintended consequences of TV advertising to children. Journal of Consumer Research, 5(1), 22–29.

    Google Scholar 

  • Gollwitzer, P. M. (1999). Implementation intentions. American Psychologist, 54(7), 493–503.

    Google Scholar 

  • Gollwitzer, P. M., & Oettingen, G. (2011). Planning promotes goal striving. In K. D. Vohs & R. F. Baumeister (Eds.), Handbook of self-regulation: Research, theory, and applications (2nd ed., pp. 162–185). New York: Guilford.

    Google Scholar 

  • Gollwitzer, P. M., & Sheeran, P. (2006). Implementation intentions and goal achievement: A meta-analysis of effects and processes. Advances in Experimental Social Psychology, 38, 69–119.

    Google Scholar 

  • Gollwitzer, P. M., & Sheeran, P. (2009). Self-regulation of consumer decision making and behavior: The role of implementation intentions. Journal of Consumer Psychology, 19(4), 593–607.

    Google Scholar 

  • Graff, S., Kunkel, D., & Mermin, S. E. (2012). Government can regulate food advertising to children because cognitive research shows that it is inherently misleading. Health Affairs, 31(2), 392–398.

    Google Scholar 

  • Greenwald, A. G., McGhee, D. E., & Schwartz, J. L. K. (1998). Measuring individual differences in implicit cognition: The implicit association test. Journal of Personality and Social Psychology, 74(6), 1464–1480.

    Google Scholar 

  • Grimes, A., & Kitchen, P. J. (2007). Researching mere exposure effects to advertising. Theoretical foundations and methodological implications. International Journal of Market Research, 49(2), 191–219.

    Google Scholar 

  • Grunert, K. G. (1994). Cognition and economic psychology. In H. Brandstatter & W. Guths (Eds.), Essays in Economic Psychology (pp. 91–108). Berlin: Springer-Verlag.

    Google Scholar 

  • Hang, H., & Auty, S. (2011). Children playing branded video games: The impact of interactivity on product placement effectiveness. Journal of Consumer Psychology, 21(1), 65–72.

    Google Scholar 

  • Harris, J. L., Brownell, K. D., & Bargh, J. A. (2009). The food marketing defense model: Integrating psychological pesearch to protect youth and inform public policy. Social Issues and Policy Review, 3(1), 211–271.

    Google Scholar 

  • Hastings, G., Stead, M., McDermott, L., Forsyth, A., MacKintosh, A. M., Rayner, M., … Angus, K. (2003). Review of research on the effects of food promotion to children. Glasgow: Centre for Social Marketing, University of Strathclyde. Retrieved from http://www.food.gov.uk/multimedia/pdfs/foodpromotiontochildren1.pdf

  • Hoch, S. J., & Loewenstein, G. F. (1991). Time inconsistent preferences and consumer self-control. Journal of Consumer Research, 17(4), 492–507.

    Google Scholar 

  • Hofmann, W., Friese, M., & Strack, F. (2009). Impulse and self-control from a dual-systems perspective. Perspectives on Psychological Science, 4(2), 162–176.

    Google Scholar 

  • Hovland, C. I., & Weiss, W. (1951). The influence of source credibility on communication effectiveness. Public Opinion Quarterly, 15(4), 635–650.

    Google Scholar 

  • Hubert, M., Hubert, M., Florack, A., Linzmajer, M., & Kenning, P. (2013). Neural correlates of impulsive buying tendencies during the perception of product packages. Psychology & Marketing, 30, 861–873.

    Google Scholar 

  • Jacobs, J. E., & Eccles, J. S. (2000). Parents, task values, and real-life achievement-related choices. In C. Sansone & J. M. Harackiewicz (Eds.), Intrinsic and extrinsic motivation: The search for optimal motivation and performance (pp. 405–439). San Diego: Academic.

    Google Scholar 

  • Janacsek, K., Fiser, J., & Nemeth, D. (2012). The best time to acquire new skills: Age-related differences in implicit sequence learning across the human lifespan. Developmental Science, 15(4), 496–505.

    Google Scholar 

  • John, D. R. (1999). Consumer socialization of children: A retrospective look at twenty‐five years of research. Journal of Consumer Research, 26(3), 183–213.

    Google Scholar 

  • Kahneman, D. (2003). Maps of bounded rationality: Psychology for behavioral economics. American Economic Review, 93(5), 1449–1475.

    Google Scholar 

  • Kaiser Family Foundation (2004). The role of media in childhood obesity. Retrieved from http://kff.org/other/issue-brief/the-role-of-media-in-childhood-obesity/.

  • Karrh, J. A. (1998). Brand placement: A review. Journal of Current Issues & Research in Advertising, 20(2), 31–49.

    Google Scholar 

  • Kline, S. (2010). Children as competent consumers. In D. Marshall (Ed.), Understanding children as consumers (pp. 239–257). London: Sage.

    Google Scholar 

  • Kline, S. (2011). Globesity, food marketing and family lifestyles. Basingstoke/New York: Palgrave Macmillan.

  • Kochanska, G., Murray, K., Jacques, T. Y., Koenig, A. L., & Vandegeest, K. A. (1996). Inhibitory control in young children and its role in emerging internalization. Child Development, 67(2), 490–507.

    Google Scholar 

  • Kumkale, G. T., & Albarracín, D. (2004). The sleeper effect in persuasion: A meta-analytic review. Psychological Bulletin, 130(1), 143–172.

    Google Scholar 

  • Kunkel, D., Wilcox, B. L., Cantor, J., Palmer, E., Linn, S., & Dowrick, P. (2004). Report of the APA task force on advertising and children. Washington, DC: American Psychological Association.

  • Labroo, A. A., Dhar, R., & Schwarz, N. (2008). Of frog wines and frowning watches: Semantic priming, perceptual fluency, and brand evaluation. Journal of Consumer Research, 34(6), 819–831.

    Google Scholar 

  • Lamm, C., Zelazo, P. D., & Lewis, M. D. (2006). Neural correlates of cognitive control in childhood and adolescence: Disentangling the contributions of age and executive function. Neuropsychologia, 44(11), 2139–2148.

    Google Scholar 

  • Livingstone, S., & Helsper, E. J. (2006). Does advertising literacy mediate the effects of advertising on children? A critical examination of two linked research literatures in relation to obesity and food choice. Journal of Communication, 56(3), 560–584.

    Google Scholar 

  • Martin, C. A., & Bush, A. J. (2000). Do role models influence teenagers' purchase intentions and behavior? Journal of Consumer Marketing, 17(5), 441–453.

    Google Scholar 

  • Mau, G., Steffen, C., Schramm-Klein, H., & Steinmann, S. (2012). The Impact of Health Warnings on Children's Consumption Decisions. In M. Eisend, T. Langner, & S. Okazaki (eds.), Advances in advertising research, Vol. III (pp. 93–103). Wiesbaden: Gabler.

  • Meulemans, T., Van der Linden, M., & Perruchet, P. (1998). Implicit sequence learning in children. Journal of Experimental Child Psychology, 69(3), 199–221.

    Google Scholar 

  • Mischel, W., & Ebbesen, E. B. (1970). Attention in delay of gratification. Journal of Personality and Social Psychology, 16(2), 329–337.

    Google Scholar 

  • Mischel, H. N., & Mischel, W. (1983). The development of children's knowledge of self-control strategies. Child Development, 54(3), 603–619.

    Google Scholar 

  • Mischel, W., Ebbesen, E. B., & Raskoff Zeiss, A. (1972). Cognitive and attentional mechanisms in delay of gratification. Journal of Personality and Social Psychology, 21(2), 204–218.

    Google Scholar 

  • Mitchell, J. (1998). New audiovisual and information services and the protection of children: The European dimension. Journal of Consumer Policy, 21(1), 3–44.

    Google Scholar 

  • Moffitt, T. E., Arseneault, L., Belsky, D., Dickson, N., Hancox, R. J., Harrington, H., & Ross, S. (2011). A gradient of childhood self-control predicts health, wealth, and public safety. Proceedings of the National Academy of Sciences, 108(7), 2693–2698.

    Google Scholar 

  • Moses, L. J., & Baldwin, D. A. (2005). What can the study of cognitive development reveal about children's ability to appreciate and cope with advertising? Journal of Public Policy & Marketing, 24(2), 186–201.

    Google Scholar 

  • Munakata, Y., Snyder, H. R., & Chatham, C. H. (2012). Developing cognitive control: Three key transitions. Current Directions in Psychological Science, 21(2), 71–77.

    Google Scholar 

  • Muraven, M., & Baumeister, R. F. (2000). Self-regulation and depletion of limited resources: Does self-control resemble a muscle? Psychological Bulletin, 126(2), 247–259.

    Google Scholar 

  • Nagy, Z., Westerberg, H., & Klingberg, T. (2004). Maturation of white matter is associated with the development of cognitive functions during childhood. Journal of Cognitive Neuroscience, 16(7), 1227–1233.

    Google Scholar 

  • Nairn, A., & Fine, C. (2008). Who's messing with my mind? International Journal of Advertising, 27(3), 447–470.

    Google Scholar 

  • Olson, M. A., & Fazio, R. H. (2001). Implicit attitude formation through classical conditioning. Psychological Science, 12(5), 413–417.

    Google Scholar 

  • Piachaud, D. (2008). Freedom to be a child: Commercial pressures on children. Social Policy and Society, 7(04).

  • Piquero, A. R., Jennings, W. G., & Farrington, D. P. (2010). On the malleability of self‐control: Theoretical and policy implications regarding a general theory of crime. Justice Quarterly, 27(6), 803–834.

    Google Scholar 

  • Posner, M. I., & Rothbart, M. K. (2000). Developing mechanisms of self-regulation. Development and Psychopathology, 12(03), 427–441.

    Google Scholar 

  • Pratkanis, A. R., Greenwald, A. G., Leippe, M. R., & Baumgardner, M. H. (1988). In search of reliable persuasion effects: III. The sleeper effect is dead: Long live the sleeper effect. Journal of Personality and Social Psychology, 54(2), 203–218.

    Google Scholar 

  • Reber, A. S. (1989). Implicit learning and tacit knowledge. Journal of Experimental Psychology: General, 118(3), 219–235.

    Google Scholar 

  • Reber, P. J. (2013). The neural basis of implicit learning and memory: A review of neuropsychological and neuroimaging research. Neuropsychologia, 51(10), 2026–2042.

    Google Scholar 

  • Roberts, D. F. (1983). Children and commercials. Prevention in Human Services, 2(1–2), 19–35.

    Google Scholar 

  • Roberts, D. F., Christenson, P., Gibson, W. A., Mooser, L., & Goldberg, M. E. (1980). Developing discriminating consumers. Journal of Communication, 30(3), 94–105.

    Google Scholar 

  • Rozendaal, E., Buijzen, M., & Valkenburg, P. (2010). Comparing children's and adults' cognitive advertising competences in the Netherlands. Journal of Children and Media, 4(1), 77–89.

    Google Scholar 

  • Rozendaal, E., Lapierre, M. A., van Reijmersdal, E. A., & Buijzen, M. (2011). Reconsidering advertising literacy as a defense against advertising effects. Media Psychology, 14(4), 333–354.

    Google Scholar 

  • Saffran, J. R., Newport, E. L., Aslin, R. N., Tunick, R. A., & Barrueco, S. (1997). Incidental language learning: Listening (and learning) out of the corner of your ear. Psychological Science, 8(2), 101–105.

    Google Scholar 

  • Scarabis, M., Florack, A., & Gosejohann, S. (2006). When consumers follow their feelings: The impact of affective or cognitive focus on the basis of consumers' choice. Psychology & Marketing, 23(12), 1015–1034.

    Google Scholar 

  • Shah, J. Y. (2003). Automatic for the people: How representations of significant others implicitly affect goal pursuit. Journal of Personality and Social Psychology, 84(4), 661–681.

    Google Scholar 

  • Shah, J. Y., Friedman, R., & Kruglanski, A. W. (2002). Forgetting all else: On the antecedents and consequences of goal shielding. Journal of Personality and Social Psychology, 83(6), 1261–1280.

    Google Scholar 

  • Shiffrin, R. M., & Schneider, W. (1977). Controlled and automatic human information processing: II. Perceptual learning, automatic attending and a general theory. Psychological Review, 84(2), 127–190.

    Google Scholar 

  • Shimp, T. A., Stuart, E. W., & Engle, R. W. (1991). A program of classical conditioning experiments testing variations in the conditioned stimulus and context. Journal of Consumer Research, 18(1), 1–12.

    Google Scholar 

  • Shoda, Y., Mischel, W., & Peake, P. K. (1990). Predicting adolescent cognitive and self-regulatory competencies from preschool delay of gratification: Identifying diagnostic conditions. Developmental Psychology, 26(6), 978–986.

    Google Scholar 

  • Sowell, E. R., Thompson, P. M., Holmes, C. J., Jernigan, T. L., & Toga, A. W. (1999). In vivo evidence for post-adolescent brain maturation in frontal and striatal regions. Nature Neuroscience, 2(10), 859–861.

    Google Scholar 

  • Sowell, E. R., Thompson, P. M., Leonard, C. M., Welcome, S. E., Kan, E., & Toga, A. W. (2004). Longitudinal mapping of cortical thickness and brain growth in normal children. The Journal of Neuroscience, 24(38), 8223–8231.

    Google Scholar 

  • Strack, F., & Deutsch, R. (2004). Reflective and impulsive determinants of social behavior. Personality and Social Psychology Review, 8(3), 220–247.

    Google Scholar 

  • Strack, F., Werth, L., & Deutsch, R. (2006). Reflective and impulsive determinants of consumer behavior. Journal of Consumer Psychology, 16(3), 205–216.

    Google Scholar 

  • Sullivan, R. M., Taborsky-Barba, S., Mendoza, R., Itano, A., Leon, M., Cotman, C. W., Payne, T. F., & Lott, I. (1991). Olfactory classical conditioning in neonates. Pediatrics, 87(4), 511–518.

    Google Scholar 

  • Thomson Media Control. (2009). Werbeausgaben der Wirtschaftsbranche Baby und Kinder. Retrieved from http://de.statista.com/statistik/daten/studie/1729/umfrage/werbeausgaben-der-wirtschaftsbranche-baby-und-kinder-im-jahr-2008/

  • Turley, L. W., & Milliman, R. E. (2000). Atmospheric effects on shopping behavior: A review of the experimental evidence. Journal of Business Research, 49(2), 193–211.

    Google Scholar 

  • Vazsonyi, A. T., & Huang, L. (2010). Where self-control comes from: On the development of self-control and its relationship to deviance over time. Developmental Psychology, 46(1), 245–257.

    Google Scholar 

  • Vinter, A., & Perruchet, P. (2000). Implicit learning in children is not related to age: Evidence from drawing behavior. Child Development, 71(5), 1223–1240.

    Google Scholar 

  • Vinter, A., & Perruchet, P. (2002). Implicit motor learning through observational training in adults and children. Memory & Cognition, 30(2), 256–261.

    Google Scholar 

  • Webb, T. L., & Sheeran, P. (2003). Can implementation intentions help to overcome ego-depletion? Journal of Experimental Social Psychology, 39(3), 279–286.

    Google Scholar 

  • Webb, T. L., & Sheeran, P. (2007). How do implementation intentions promote goal attainment? A test of component processes. Journal of Experimental Social Psychology, 43(2), 295–302.

    Google Scholar 

  • Welsh, M. C., & Pennington, B. F. (1988). Assessing frontal lobe functioning in children: Views from developmental psychology. Developmental Neuropsychology, 4(3), 199–230.

    Google Scholar 

  • Welsh, M. C., Pennington, B. F., & Groisser, D. B. (1991). A normative‐developmental study of executive function: A window on prefrontal function in children. Developmental Neuropsychology, 7(2), 131–149.

    Google Scholar 

  • Wieber, F., von Suchodoletz, A., Heikamp, T., Trommsdorff, G., & Gollwitzer, P. M. (2011). If–then planning helps school-aged children to ignore attractive distractions. Social Psychology, 42(1), 39–47.

    Google Scholar 

  • Wills, T. A., Gibbons, F. X., Sargent, J. D., Gerrard, M., Lee, H. R., & Dal Cin, S. (2010). Good self-control moderates the effect of mass media on adolescent tobacco and alcohol use: Tests with studies of children and adolescents. Health Psychology, 29, 539–549.

    Google Scholar 

  • Wright, P., Friestad, M., & Boush, D. M. (2005). The development of marketplace persuasion knowledge in children, adolescents, and young adults. Journal of Public Policy & Marketing, 24(2), 222–233.

    Google Scholar 

  • Yang, M., Roskos-Ewoldsen, D., Dinu, L., & Arpan, L. (2006). The effectiveness of “in-game” advertising: Comparing college students' explicit and implicit memory for brand names. Journal of Advertising, 35(4), 143–152.

    Google Scholar 

  • Young, B. (2010). Children and advertising. In D. Marshall (Ed.), Understanding children as consumers (pp. 115–131). London: Sage.

    Google Scholar 

  • Zajonc, R. B. (1968). Attitudinal effects of mere exposure. Journal of Personality and Social Psychology, 9(2, Pt .2), 1–27.

    Google Scholar 

Download references

Acknowledgment

This work was supported by a Marie Curie Grant FP7 Integration Grant within the 7th European Union Framework Programme to Oliver B. Büttner (FP7-PEOPLE-2011-CIG 293577).

Author information

Authors and Affiliations

  1. Applied Social Psychology and Consumer Research, University of Vienna, Universitätsstraße 7, A-1010, Vienna, Austria

    Oliver B. Büttner, Arnd Florack & Benjamin G. Serfas

Authors
  1. Oliver B. Büttner
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Arnd Florack
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Benjamin G. Serfas
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Oliver B. Büttner.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Büttner, O.B., Florack, A. & Serfas, B.G. A Dual-Step and Dual-Process Model of Advertising Effects: Implications for Reducing the Negative Impact of Advertising on Children's Consumption Behaviour. J Consum Policy 37, 161–182 (2014). https://doi.org/10.1007/s10603-013-9250-0

Download citation

  • Received:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s10603-013-9250-0

Keywords

Search

Navigation