Potential Vulnerabilities of U.S. Subsistence Consumers to Persuasive Marketing Communications

Jerome D. Williams, William J. Qualls, Nakeisha Ferguson

Research output: Chapter in Book/Report/Conference proceedingChapter

Abstract

A significant share of U.S. subsistence consumers is both poor and functionally low-literate. A key question that marketers and public policy makers must ask is how vulnerable these consumers are to the persuasiveness of marketing communications. We address this question by identifying who subsistence consumers in the United States are likely to be, exploring what it means to be vulnerable, with an emphasis on cognitive vulnerability; examining two theoretical frameworks for analyzing subsistence consumer vulnerability (elaboration likelihood model and persuasion knowledge model); and offering several propositions incorporating the select cognitive constructs of self-esteem, locus of control, and powerlessness.

Original languageEnglish (US)
Title of host publicationProduct and Market Development for Subsistence Marketplaces
EditorsJose Antonio Rosa Rosa, Madhubalan Viswanathan
Pages89-110
Number of pages22
DOIs
StatePublished - May 24 2007

Publication series

NameAdvances in International Management
Volume20
ISSN (Print)1571-5027

ASJC Scopus subject areas

  • Business and International Management

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    Williams, J. D., Qualls, W. J., & Ferguson, N. (2007). Potential Vulnerabilities of U.S. Subsistence Consumers to Persuasive Marketing Communications. In J. A. R. Rosa, & M. Viswanathan (Eds.), Product and Market Development for Subsistence Marketplaces (pp. 89-110). (Advances in International Management; Vol. 20). https://doi.org/10.1016/S1571-5027(07)20004-X