Bob Fennis
Department of Marketing
University of Groningen
Nettelbosje 2
9747 AE Groningen
The Netherlands
Phone: +31 50 363 7065
Fax: Fax: +31 50 363 8252
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My research interests include persuasion, social influence processes and the dynamics of "automatic" consumer behavior. Currently, my research focuses on such issues as influence techniques and consumer compliance, advertising effects, and the role of self-regulatory processes in consumer judgment and decision-making. |
 Books:
- Fennis, B. M., & Stroebe, W.S. (2010). The psychology of advertising. New York: Psychology Press.
Journal Articles:
- Das, E., & Fennis, B.M. (2008). In the mood to face the facts: When a positive mood promotes systematic processing of self-threatening information. Motivation and Emotion, 32, 221-230.
- Fennis, B. M. (2008). Branded into submission: Brand attributes and hierarchisation behavior in same-sex and mixed-sex dyads. Journal of Applied Social Psychology, 38 (8), 1993-2009.
- Fennis, B. M., & Bakker, A. B. (2001). Stay tuned: We will be back right after these messages: Need to evaluate moderates the transfer of irritation in advertising. Journal of Advertising, 30(3), 16-25.
- Fennis, B. M., Das, E. H. H. J., & Pruyn, A. Th. H. (2006). Interpersonal communication and compliance: The disrupt-then-reframe technique in dyadic influence settings. Communication Research, 33, 136-151.
- Fennis, B. M., Das, E. H. H. J., & Pruyn, A. Th. H. (2004). "If you cannot dazzle them with brilliance, baffle them with nonsense": Extending the impact of the Disrupt-Then-Reframe Technique of social influence. Journal of Consumer Psychology, 14(3), 280-290.
- Fennis, B. M., Janssen, L., & Vohs, K.D. (2009). Acts of benevolence: A limited-resource account of compliance with charitable requests. Journal of Consumer Research, 35, 906-924.
- Fennis, B. M. & Pruyn, A. Th. H. (2007). You are what you wear: The impact of brand personality on consumer impression formation. Journal of Business Research, 60(6), 634-639.
- Fransen, M., Fennis, B. M., & Pruyn, A. (2008). Rest in peace? The influence of brand-induced mortality salience on consumer behaviour. Journal of Business Research, 61 (10), 1053-1061.
- Fransen, M.L., Fennis, B.M., & Pruyn, A. (2010). Matching communication modalities: The effects of modality congruence and processing style on brand evaluation and brand choice. Communication Research, 37 (4), 576-598.
- Janssen, L., Fennis, B.M., & Pruyn, A. (in press). Forewarned is forearmed: Conserving self-control strength to resist social influence. Journal of Experimental Social Psychology.
- Janssen, L., Fennis, B.M., Pruyn, A., & Vohs, K. (2008). The path of least resistance: Regulatory resource depletion and the effectiveness of social influence techniques. Journal of Business Research, 61 (10), 1041-1045.
- Kardes, F. R., Fennis, B. M., Hirt, E. R., Tormala, Z. L., & Bullington, B. (2007). The moderating role of the need for cognitive closure in the effectiveness of the disrupt-then-reframe influence technique. Journal of Consumer Research, 34, 377-385.
- Van Noort, G., Kerkhof, P., & Fennis, B.M. (2008). The persuasiveness of online safety cues: The impact of prevention focus compatibility of web content on consumer risk perceptions, attitudes and intentions. Journal of Interactive Marketing, 22 (4), 58-72.
- Van Noort, G., Kerkhof, P., & Fennis, B. M. (2007). Online versus conventional shopping: Consumers' risk perception and regulatory focus. CyberPsychology & Behavior, 10(5), 731-733.
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