Eric D. DeRosia and Edward McQuarrie (2019), “Lost and Found: Individual Differences in Propensity to Process Visual Elements of Persuasion,” Psychology and Marketing, 36 (4), 266-275.
ARTICLE:
Psychology and Marketing
ABSTRACT:
Visual processing style, defined as the relative propensity to engage in visual processing rather than verbal processing, is an individual difference variable that has been frequently investigated in the consumer psychology literature. Surprisingly, numerous studies have reported no relationship between visual processing style and viewer responses to visual elements of persuasion. We argue that this accumulation of null results is due to untenable historical theoretical assumptions that underlie the construct, along with methodological problems that are inevitably brought about by those theoretical assumptions. We reconceptualize visual processing style and test an alternative empirical operationalization of it. Using both new data and a reanalysis of data published in the Journal of Consumer Research, we find the old approach yields null results, but we find the new approach yields the expected results. The new approach reinstates the utility of incorporating propensity to engage in visual processing as an individual difference variable into consumer psychology models of visual persuasion, and it reinstates a powerful individual difference variable that can help push forward the investigation of the unique aspects of visual persuasion.
– Eric DeRosia