Research On Celebrity Testimonials and Customer Testimonials
What makes testimonials effective? Research by Martin, Wentzel and Tomczak (2008) found that the effectiveness of testimonials depends on the degree to which consumers are influenced by normative pressure and the quality of the product features highlighted. Results showed that people influenced by peer pressure (high-SNI consumers) place a greater emphasis on the testimonial than on the attribute information. In contrast, people who ignore the opinions of others (low-SNI consumers) are more influenced by attribute information.
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—Madeleine [Blair], U.S. prostitute and “madam.” Madeleine, ch. 5 (1919)