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J. Kitchen, Philip, Gayle Kerr, Don E. Schultz, Rod McColl, and Heather Pals. "The elaboration likelihood model: review, critique and research agenda." European Journal of Marketing 48, no. 11/12 (November 4, 2014): 2033–50. http://dx.doi.org/10.1108/ejm-12-2011-0776.
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Purpose – The purpose of this paper is to review, critique and develop a research agenda for the Elaboration Likelihood Model (ELM). The model was introduced by Petty and Cacioppo over three decades ago and has been modified, revised and extended. Given modern communication contexts, it is appropriate to question the model’s validity and relevance. Design/methodology/approach – The authors develop a conceptual approach, based on a fully comprehensive and extensive review and critique of ELM and its development since its inception. Findings – This paper focuses on major issues concerning the ELM. These include model assumptions and its descriptive nature; continuum questions, multi-channel processing and mediating variables before turning to the need to replicate the ELM and to offer recommendations for its future development. Research limitations/implications – This paper offers a series of questions in terms of research implications. These include whether ELM could or should be replicated, its extension, a greater conceptualization of argument quality, an explanation of movement along the continuum and between central and peripheral routes to persuasion, or to use new methodologies and technologies to help better understanding consume thinking and behaviour? All these relate to the current need to explore the relevance of ELM in a more modern context. Practical implications – It is time to question the validity and relevance of the ELM. The diversity of on- and off-line media options and the variants of consumer choice raise significant issues. Originality/value – While the ELM model continues to be widely cited and taught as one of the major cornerstones of persuasion, questions are raised concerning its relevance and validity in 21st century communication contexts.
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McAlister, Anna R., and Danielle Bargh. "Dissuasion: the Elaboration Likelihood Model and young children." Young Consumers 17, no. 3 (August 15, 2016): 210–25. http://dx.doi.org/10.1108/yc-02-2016-00580.
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Purpose The Elaboration Likelihood Model (ELM) proposes two routes to persuasion – the central route (persuasion occurs via information) and the peripheral route (persuasion occurs via visual cues, attractive actors and other source characteristics). The central route is typically used for high-involvement decisions and the peripheral route is used in low involvement situations. The ELM has received extensive support when tested with adults; however, its ability to explain young children’s responses to persuasive communications has not been fully tested. Hence, the purpose of this research is to assess whether the standard tenets of the ELM apply to children’s processing of persuasive messages. Design/methodology/approach This study involved 84 preschool children, ages three to six. It used a 2 (involvement) × 2 (argument strength) × 2 (source attractiveness) design to test children’s responsiveness to advertisements for a novel breakfast cereal. Findings The findings suggest that children are naturally inclined to be persuaded by advertising messages, regardless of their level of involvement. It is the weak arguments and weak peripheral cues that dissuade children who are highly involved with a message. Originality/value This research makes an original contribution to the existing literature by testing the extent to which the ELM applies to children’s processing of persuasive advertisements. The finding that weak peripherals dissuade children from believing an ad’s message has strong implications for advertising practitioners.
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Sher, Peter J., and Sheng-Hsien Lee. "Consumer skepticism and online reviews: An Elaboration Likelihood Model perspective." Social Behavior and Personality: an international journal 37, no. 1 (February 1, 2009): 137–43. http://dx.doi.org/10.2224/sbp.2009.37.1.137.
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Online consumers vary in their tendency to believe or disbelieve online reviews. Based on an Elaboration Likelihood Model (ELM; Petty & Cacioppo, 1981, 1986), the present study tested the effects of consumer skepticism on online consumers. A total of 278 undergraduates expressed their attitudes about a product in an online experiment. Two findings emerged from the results. First, highly skeptical consumers tend to base their attitudes on intrinsic beliefs instead of situational factors; that is, they are biased against certain types of information and indifferent to the message quality. Second, consumers with low skepticism tend to adopt the peripheral route in forming attitude; that is, they are more persuaded by review quantity. These findings contribute to the ELM research literature by considering a potentially important personality factor in the ELM framework. Managerial implications are suggested.
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Yang, Kai, and Mahammad Malikov. "EVALUATION OF DYNAMIC CHANGES OF CONSUMERS' ONLINE REVIEWS FROM THE ELABORATION LIKELIHOOD MODEL METHOD." SCIENTIFIC WORK 65, no. 04 (April 21, 2021): 17–23. http://dx.doi.org/10.36719/2663-4619/65/17-23.
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One of the essential models that explain the concept of persuasion is the Elaboration Probability Model, which argues that there are two processes in the persuasion process, namely central and environmental persuasion. İt is thought that the article, including a detailed explanation of the model and information about the model, filled a gap in this regard. The research findings show that the model is mainly used in marketing and advertising studies. In terms of the level of affecting the probability of elaboration, the feature subject to the most significant number of studies is interesting. It was revealed that the factors involved in the elaboration process and whose effect has been handled the most in the number of studies are the power of assertion and the source credibility. The review provides valuable information in terms of allowing the model's use and the variables in the model to be seen as a holistic example in Amazon. Key words: ELM method, Amazon, main factors, reviews
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Griffith, Emily E., Christine J. Nolder, and Richard E. Petty. "The Elaboration Likelihood Model: A Meta-Theory for Synthesizing Auditor Judgment and Decision-Making Research." AUDITING: A Journal of Practice & Theory 37, no. 4 (January 1, 2018): 169–86. http://dx.doi.org/10.2308/ajpt-52018.
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SUMMARY Critics argue that audit research rarely impacts practice, in part due to challenges associated with synthesizing and interpreting research. We propose that using the Elaboration Likelihood Model (ELM) as a meta-theoretical framework can help in understanding the collective findings within auditor judgment and decision-making (JDM) research. Our goal is to demonstrate the utility of the ELM by interpreting the results of two samples of studies on client cooperation and auditors' moods. Our synthesis of client cooperation studies suggests cooperation on a current issue affects auditors' judgments only when auditors lack motivation to think carefully about the task. In contrast, a history of client cooperation tends to bias even highly motivated auditors' judgments. Our synthesis of mood studies suggests motivational interventions are necessary, but not sufficient, to mitigate mood's effects on judgments. Our ELM interpretations offer theoretical explanations for seemingly unrelated predictions and findings that can inform future research and practice.
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Mosler, Hans-Joachim, Karsten Schwarz, Florin Ammann, and Heinz Gutscher. "Computer Simulation as a Method of Further Developing a Theory: Simulating the Elaboration Likelihood Model." Personality and Social Psychology Review 5, no. 3 (August 2001): 201–15. http://dx.doi.org/10.1207/s15327957pspr0503_2.
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Implemented specifically as a method of theory development, computer simulation allows clarification of a theory and investigation of its implications. Using Petty and Cacioppo's (1986a, 1986b) Elaboration Likelihood Model (ELM), the use of simulation in formalizing a theory, testing the simulation model, and conducting simulation experiments is demonstrated. With formalization of the theory in the form of a block diagram, the entire pattern of causal effects in the ELM core statements becomes visible at a glance. The simulation model was tested through comparing simulated individuals' reactions to stimuli with the experimental and statistical observed reactions of real participants in experiments. The simulation experiments revealed a dynamic attitude shift in dependency on the development of processing intensity.
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Guo, Xitong, Shuqing Chen, Xiaofei Zhang, Xiaofeng Ju, and Xifu Wang. "Exploring Patients' Intentions for Continuous Usage of mHealth Services: Elaboration-Likelihood Perspective Study." JMIR mHealth and uHealth 8, no. 4 (April 6, 2020): e17258. http://dx.doi.org/10.2196/17258.
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Background With the increasingly rapid development of Web 2.0 technologies, the application of mobile health (mHealth) care in the field of health management has become popular. Accordingly, patients are able to access consulting services and effective health information online without temporal and geographical constraints. The elaboration-likelihood model (ELM) is a dual-process persuasion theory that describes the change of attitudes and behavior. Objective In this study, we drew on the ELM to investigate patients’ continuous usage intentions regarding mHealth services. In addition, we further examined which route—central or peripheral—has a stronger impact on a patient’s usage of health care management. Methods To meet these objectives, five hypotheses were developed and empirically validated using a field survey to test the direct and indirect effects, via attitude, of the two routes on continuous usage intention. Results We found that patients’ perceived mHealth information quality and perceived mHealth system quality had a positive effect on their personal attitudes. The results revealed that social media influence had a positive effect on a patient’s attitude toward mHealth services. In particular, our findings suggest that a patient’s health consciousness has a positive effect on the relationship between social media influence and attitude. Conclusions This study contributes to the mHealth services literature by introducing the ELM as a referent theory for research, as well as by specifying the moderating role of health consciousness. For practitioners, this study introduces influence processes as policy tools that managers can employ to motivate the uptake of mHealth services within their organizations.
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Rahimi, Nur Syuhada, Dr Bahtiar Mohamad, Talhat Alhaiou, and Syed Hassan Raza. "Determinants of Attitudes Towards Web Advertising: An Evidence from Malaysia." Jurnal The Messenger 11, no. 1A (June 2, 2019): 81. http://dx.doi.org/10.26623/themessenger.v11i1a.818.
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<p><em>The purpose of this study is to examine the factors which influence of the consumer’s Attitudes Towards Web Advertisement (ATWA). Drawing conceptual framework from Elaboration Likelihood Model (ELM), the influence of the six independent variables have been analyzed in this study, including informativeness, entertainment, credibility, economic value, interactivity, and materialism. The data has been obtained from 384 Honda users by using online questionnaires. Results of multiple regression analysis have revealed that all six factors influenced the attitude towards Honda web advertising. However, it has been revealed that the informativeness is a most important predictor of the ATWA. This study has shown that Elaboration Likelihood Model is interrelated with the determinants of consumer's attitudes towards Honda web advertisement and offered managerial implication.</em></p>
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Manca, Sara, Gianmarco Altoè, P. Wesley Schultz, and Ferdinando Fornara. "The Persuasive Route to Sustainable Mobility: Elaboration Likelihood Model and Emotions predict Implicit Attitudes." Environment and Behavior 52, no. 8 (January 2, 2019): 830–60. http://dx.doi.org/10.1177/0013916518820898.
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Persuasive communication campaigns are often used to promote proenvironmental actions, even though their effectiveness has been mixed. Previous research has tested cognitive-based models in explaining proenvironmental choice, but few studies have examined the potential impact of emotional dimensions. This experimental study tests the persuasive effect of argument quality, source expertise, and emotions on the implicit attitudes toward sustainable travel choices. This was a 2 × 2 × 2 between-subjects research design with an additional measured variable of involvement with the topic of sustainable transport. A video including the experimental manipulations was presented, followed by the Implicit Association Test (IAT). Consistent with the Elaboration Likelihood Model (ELM), in the case of high involvement, implicit attitudes were more positive in the condition of high-quality arguments, while in case of low involvement, implicit attitudes were more positive in the condition of high source expertise. In addition, the main effect of anticipated negative emotions was significant.
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Sukmaningsih, Dyah Wahyu. "A Model for Lender-Borrower Trust in Peer-To-Peer Lending." ComTech: Computer, Mathematics and Engineering Applications 9, no. 1 (July 1, 2018): 15. http://dx.doi.org/10.21512/comtech.v9i1.4287.
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This research examined factors that influenced lender’s trust towards the borrower. The peerto-peer lending platform facilitated lending mechanism between lender and borrower. However, the loan was often considered as an unsecured loan, since there was a lack of traditional financial data. Using literature review, this research analyzed the determinant factor to establish trust between borrower and lender. Based on Elaboration Likelihood Model (ELM), the result of this research proposes a model for trust building between lender and borrower. The model categorizes information to establish trust into hard information, soft information, and social capital.
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Moscato, Derek. "Clearcut Persuasion? Audience Cognition of Mediated Environmental Advertising through the Lens of the Elaboration Likelihood Model." Journal of Public Interest Communications 2, no. 1 (June 1, 2018): 64. http://dx.doi.org/10.32473/jpic.v2.i1.p64.
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Through the theoretical lens of Petty and Cacioppo’s Elaboration Likelihood Model (ELM) and using the case of Oregon Wild and its campaign against clear-cut logging on public lands, this study explores the impact of media coverage of contentious activist advertising on audiences. A survey with experimental conditions measures attitudes of audiences exposed to this interplay of advocacy communication. The study assesses partiality toward the sponsor organization, a willingness by the target audience to act on its behalf, and an understanding of the central environmental issue. Differences between gender in reception of the campaign and coverage also are examined. By examining the interplay of social advertising, news media, and audiences, this study highlights a dynamic, social psychological stream of public interest communications.
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Bergier, Jean-Yves, and Colette Faucher. "Persuasive Communication from a Military Force to Local Civilians." International Journal of Software Science and Computational Intelligence 8, no. 2 (April 2016): 21–34. http://dx.doi.org/10.4018/ijssci.2016040102.
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Here is presented a model of message processing using one of the leading paradigms in social psychology of persuasion as main theoretical framework: the Elaboration Likelihood Model (ELM). Adapting this dual process theory to military context and actions and more specifically psychological operations in asymmetric conflicts allows developing a model taking into account many message characteristics as well as specific factors such as local culture of the audience. It focuses on measuring capacity and motivation of the agents to determine the effect of message sending on attitudes through a detailed cognitive treatment.
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Wang, Lei, and Jin Hwa Lee. "The Effect of K-beauty SNS Influencer on Chinese Consumers’ Acceptance Intentionof New Products: Focused on Elaboration Likelihood Model(ELM)." Fashion & Textile Research Journal 21, no. 5 (October 31, 2019): 574–85. http://dx.doi.org/10.5805/sfti.2019.21.5.574.
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Yu, Fan Jin, and Norliana Hashim. "APPLYING THE ELABORATION LIKELIHOOD MODEL TO ANALYZE THE EFFECTS OF DEPRESSION PUBLIC SERVICE ANNOUNCEMENTS AMONG MALAYSIAN COLLEGE STUDENTS." International Journal of Modern Trends in Social Sciences 4, no. 17 (September 9, 2021): 54–73. http://dx.doi.org/10.35631/ijmtss.417006.
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As depression became an increasing contributor to the global disease burden, there is a demand for the public to understand depression disorder and reduce stigmatized attitudes about it. Especially, the prevalence of depression among college students is extremely higher than the general population; thus, it is essential to study among college students. Specifically, the utilizing of the health Public Service Announcement (PSA) is aiming to raise public awareness about health issues. Thus, this study emphasized on Depression Public Service Announcement and its effectiveness. By utilizing the Elaboration Likelihood Model (ELM), this study examined the consequences of the dual-process method towards stigmatized attitude changes about depression among students at a Malaysian public university. Cluster sampling technique was used to select respondents and a total of 185 respondents participated in two groups of experiments. Respondents in each group were exposed to two different D-PSAs with either high-quality depression messages or low-quality depression messages. Attributional Questionnaire (AQ) was adapted to measure respondents’ attitudes toward depression, and a set of questionnaires based on Reynolds’s study was applied to evaluate the information processing approach used. Lastly, the results demonstrated that D-PSA with a high-quality message elicits higher elaboration of respondents and less stigmatized attitudes. Conversely, D-PSA with low-quality messages elicits lower elaboration and more stigmatized attitudes about depression.
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Bao, Zheshi, and Dongdong Wang. "Examining consumer participation on brand microblogs in China: perspectives from elaboration likelihood model, commitment–trust theory and social presence." Journal of Research in Interactive Marketing 15, no. 1 (February 3, 2021): 10–29. http://dx.doi.org/10.1108/jrim-02-2019-0027.
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Purpose Brand microblogs have been adopted as a new approach to promote products or services and maintain relationships with consumers for companies, but literature on why consumers are willing to participate on these microblogs is still relatively limited. The purpose of this study is to examine factors affecting consumers’ participation on brand microblogs and then indicate the underlying mechanism of this process based on elaboration likelihood model (ELM), commitment–trust theory and social presence. Design/methodology/approach An online survey was conducted in China to investigate consumers who followed brand microblogs. A total of 380 valid responses were collected, and the data were analyzed by the partial least squares structural equation modeling to assess the proposed research model. Findings The findings show that argument quality and source credibility of a brand microblog are two important factors that enhance consumers’ community commitment and trust toward the microblog, which, in turn, promote their participation intention. In addition, social presence has a moderating effect on the relationship between trust toward brand microblog and participation. Originality/value This study extends the understanding regarding consumers’ information adoption processes in brand microblogs from both central and peripheral routes based on ELM. Besides, the role of trust in affecting consumers’ participation and community commitment in the context of brand microblog has been examined from a more detailed perspective. Finally, this paper better reveal the role of social presence in brand communities by focusing on its moderating effect on the relationship between commitment–trust and consumers’ participation. These findings can provide entrepreneurs with insights into strengthening consumers’ participation and operating their brand microblogs in the long-term.
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Meng, Bo, and Kyuhwan Choi. "Tourists’ intention to use location-based services (LBS)." International Journal of Contemporary Hospitality Management 31, no. 8 (August 12, 2019): 3097–115. http://dx.doi.org/10.1108/ijchm-09-2018-0734.
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Purpose This study aims to investigate the tourists’ intentions to use LBS within a tourism sector by integrating the elaboration likelihood model (ELM) into the framework of the theory of planned behavior (TPB). Design/methodology/approach This study is conducted by an online survey and a snowball sampling method with 353 respondents. The present study used a two-step method suggested by Anderson and Gerbing’s (1988). Findings Study results from structural equation modeling (SEM) revealed that the new model has a better predictive ability. Additionally, study results from SEM demonstrated the causal relationships in the proposed model and identified a mediating role of attitude. Further, the moderating effects of involvement across the different relationships in ELM were also verified. Originality/value This study is the first to explain individuals’ decision-making process by using the TPB framework with the integration of meaningful constructs rooted in ELM. Therefore, the study results help the tourist application developers to use better marketing and service strategies through effective management of tourists’ central routes, peripheral routes, normatives and non-volitional processes of tourism LBS decision-making.
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Sulistyorini, Ni Luh Made Dwiningtyas. "STRATEGI PERSUASI NILAI-NILAI ANTIKORUPSI TERHADAP REMAJA DALAM FILM BERJUDUL “CERITA KAMI”." Jurnal Tata Kelola & Akuntabilitas Keuangan Negara 1, no. 2 (December 31, 2015): 191. http://dx.doi.org/10.28986/jtaken.v1i2.26.
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This research was conducted to evaluate the suitability of persuasion strategies from film producer and audience opinion that aim to deliver anticorruption values to adolescent segment in education field through a film of “Cerita Kami”. Persuasion strategies in this film were analyzed by persuasion theory of Elaboration Likelihood Model (ELM). This theory states that there are two routes in every individual to process information, which are central and peripheral routes. Persuasions delivered through central route covers motivation and ability of audience, while peripheral route is consisted of six techniques of Robert Cialdini’s persuasion which are reciprocation, commitment and consistency, social proof, authority, and scarcity. The study implemented post positivism paradigm with qualitative method through in-depth interviews and implementation of focus group discussion to film viewers from high school and college students in Jabodetabek area. The results showed that elements of persuasion in a movie that shown continually in clear and complete performances using both central and peripherals routes were proved to be well accepted by adolescent audience. Persuasion delivered through a peripheral route will support persuasion given through a central route. Both had significant roles to influence critical thinking and emotional aspects of adolescent audience to deliver values of anticorruption.KEYWORDSAnticorruption; Elaboration Likelihood Model; Film of Education; Persuasion; AdolescenceABSTRAKPenelitian ini bertujuan mengetahui kesesuaian strategi persuasi dari sisi produsen dengan pendapat konsumen remaja terhadap strategi tersebut, yang bertujuan menanamkan nilai-nilai antikorupsi kepada remaja di lingkungan pendidikan melalui media film edukasi berjudul “Cerita Kami”. Strategi persuasi yang dilakukan oleh produsen dan penerimaan oleh konsumen menggunakan teori persuasi Elaboration Likelihood Model (ELM). Teori ini menjelaskan dua jalur persuasi dalam diri individu ketika memproses informasi yang diterima, yaitu melalui jalur sentral dan jalur periferal. Persuasi melalui jalur sentral menyentuh unsur motivasi dan kemampuan remaja, sedangkan jalur periferal disentuh melalui enam teknik persuasi Robert B. Cialdini yang meliputi unsur reciprocation (timbal balik), commitment and consistency (komitmen dan konsistensi), social proof (bukti sosial), liking (kesenangan), authority (otoritas/ kekuasaan), dan scarcity (kelangkaan/keterbatasan). Penelitian dilakukan dengan menggunakan paradigma post-positivis dengan pendekatan kualitatif, melalu wawancara mendalam kepada para narasumber dari tim produsen film serta focus group discussion dengan para penonton remaja di tingkat SMK dan Universitas di wilayah Jabodetabek. Hasil penelitian menunjukkan bahwa unsur-unsur persuasi dalam film yang ditampilkan secara jelas, lengkap dan saling berkesinambungan melalui jalur sentral dan periferal, terbukti dapat ditangkap khalayak remaja secara baik sesuai dengan keinginan produsen film. Persuasi melalui jalur periferal berperan mendukung persuasi yang diberikan melalui jalur sentral dengan menyentuh aspek pemikiran kritis maupun emosional khalayak remaja dalam menanamkan nilai-nilai antikorupsi.KATA KUNCIAntikorupsi, Elaboration Likelihood Model, Film Edukasi,Persuasi, Remaja
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Atwood, Morgan, and Cristian Morosan. "An investigation of the persuasive effects of firm-consumer communication dyads using Facebook." Worldwide Hospitality and Tourism Themes 7, no. 3 (June 8, 2015): 295–313. http://dx.doi.org/10.1108/whatt-03-2015-0015.
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Purpose – This paper aims to provide a deeper understanding of the effective use of Facebook within the hotel industry. It explored which current Facebook practices are effective/persuasive using the elaboration likelihood model (ELM) as the main theoretical foundation. Design/methodology/approach – Using an experimental design, the effects of consumers’ exposure to treatments, involving different levels of elaboration and source credibility, were examined to determine whether consumer’s process information from Facebook communication through a central or peripheral route. Findings – The results of this research showed that consumer attitudes are affected by the source credibility, but not by the level of elaboration. Also, intentions to stay at the hotel and intentions to engage with the hotel brand via social media were not affected by the level of elaboration or source credibility. Research limitations/implications – This study presents an important step forward in understanding how consumer persuasion takes place in an online environment. Also, this paper provides a first-hand account of the manner in which social media adds value to a business organization. In addition, this paper provides insight on how consumers process online information. Originality/value – As this is the first conceptualization of the ELM in a social media context, this study is uniquely able to explain the concept of persuasion in the hotel industry. Such knowledge is invaluable to academics and hotel decision makers, especially because the research provides specific insights on the manner in which attitudes change in consumers.
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Chuang, Shu-Hui, and Meng-Lin Shih. "Persuasion Processes in Consumer Intent to Read Online Product Reviews: A Study Based on the Elaboration Likelihood Model." INTERNATIONAL JOURNAL OF COMPUTERS & TECHNOLOGY 12, no. 10 (March 18, 2014): 4026–37. http://dx.doi.org/10.24297/ijct.v12i10.2986.
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Studies have shown that many prospective consumers have the intention of reading online reviews of a product before purchasing that product online. How this intention arises, however, has not been extensively investigated. The study described here used the elaboration likelihood model (ELM) to examine the central and peripheral persuasion processes involved in shaping consumers’ intent to read online product reviews. These two processes were operationalized by respectively using perceived review quality and perceived review consistency as constructs in a model of persuasion to read online reviews. The findings of the study suggest that consumers’ intent to read online product reviews is shaped by their perception of such reviews as being either of high quality or as consistent with their prior knowledge about the product being reviewed. For an individual consumer, the persuasiveness of one of these processes over the other depends on the two respective moderators of consumer involvement and consumer expertise.Â
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Manca, Sara, and Ferdinando Fornara. "Attitude Toward Sustainable Transport as a Function of Source and Argument Reliability and Anticipated Emotions." Sustainability 11, no. 12 (June 14, 2019): 3288. http://dx.doi.org/10.3390/su11123288.
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The progressive development of mass communication has allowed the understanding and management of the persuasion process in a more systematic way. However, nowadays, persuasive campaigns still hardly result in behavior changes, particularly around concerns of the promotion of more sustainable lifestyles. Thus, it appears essential to investigate which dimensions are more effective in influencing people’s pro-environmental actions. Relying on the conceptual frameworks provided by the elaboration likelihood model (ELM) and the model of goal-directed behavior (MGB), a questionnaire study (n = 380 urban residents) was carried out on the psycho-social antecedents of the intention to use sustainable means of transport. Structural equation modeling showed the mediating role of attitudes toward sustainable transport between ELM persuasion features (i.e., source reliability and argument reliability) and behavioral intention. Positive and negative anticipated emotions, derived from MGB, predict source reliability (the former) and argument reliability (the latter), respectively.
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Wu, Fan, Xiaowei Hu, Shi An, and Duo Zhang. "Exploring Passengers’ Travel Behaviors Based on Elaboration Likelihood Model under the Impact of Intelligent Bus Information." Journal of Advanced Transportation 2019 (March 4, 2019): 1–12. http://dx.doi.org/10.1155/2019/9095279.
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The ubiquitous intelligent transportation infrastructure in metropolitan cities has enabled bus passengers to access comprehensive (even real-time) bus information. However, the impact of different types of information on passenger behavior is still insufficiently understood. Combining with the theory of information processing path, this study partially fills this gap by adopting an elaboration likelihood model (ELM) suitable for explaining how the various types of intelligent bus information influence passengers’ choice behavior. Six types of intelligent bus information (information of bus lines, estimated travel time, estimated time of arrival, congestion inside bus, road congestion, and bus fare) are used as six independent variables, and passengers’ departure time, travel routes, and travel modes as dependent variables. Valid questionnaire assessments were collected from 285 participants at 4 bus stops equipped with intelligent bus system in Harbin, providing quantitative data to verify each hypothesis. The results show that six types of intelligent bus information to different degrees (significant influence, slight influence, and no significant influence) affect three types of passengers’ choice behaviors; the information of estimated travel time and that of road congestion are both significantly effective in all three types of choice behavior while bus fare has no significant influence. Meanwhile, other types of information have a significant or slight effect on certain behavior. The results of this study can be used to design more reasonable intelligent bus information provision strategies to meet passengers’ requirements.
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Pamungkas, Yoma Bagus. "Proses Informasi pada Peringatan Kesehatan dalam Kemasan Rokok." Interaksi: Jurnal Ilmu Komunikasi 6, no. 1 (December 28, 2017): 29. http://dx.doi.org/10.14710/interaksi.6.1.29-37.
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Consumption of tobacco use is very high, no exception in Indonesia. Therefore, the government through the Ministry of Health decreed the regulation of health warning in the each cigarette package. The regulation includes the Pictorial Health Warning (PHW) and Health Information Message (HIM) which aims to reduce interest smoke. The purpose of this article is to examine more deeply about how an information process that occurs in health warnings on cigarette packaging can be conveyed to the smokers to reduce smoking. In explaining the process, The Author uses the concept of Attention and Message Processing, Elaborative Processing, Cognitive Response Theory, Fear Appeals and Fear Arousal. The result shows that on health warnings indicate that there is coherence between external stimuli (fear appeal) which described by Elaboration Likelihood Model (ELM) with cognitive meaning by smokers, so that can evoke fear in their self to quite smoking. Keywords : Pictorial Health Warning Label (PHW), Health Information Message (HIM), Attention and Message Processing, Elaborative Processing, Cognitive Respon Theory, Fear Appeals dan Fear Arousal
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DURMAZ, Gulbin, Hasan Kemal SUHER, and Cisil Sohodol BIR. "Elaboration Likelihood Model (ELM) In Print Advertisements: A Content Analysis of Advertisements Which Is Positioned In Special and General Interest Magazines." Journal of Yaşar University 11, no. 41 (December 31, 2015): 45. http://dx.doi.org/10.19168/jyu.00944.
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Widiarti, Aniek, and Ati Yulia. "PENGARUH REVIEWS ONLINE TERHADAP MINAT BELI PADA APLIKASI SHOPEE.CO.ID MELALUI KEBUTUHAN KOGNISI (SURVEI PADA SEKOLAH MENENGAH KEJURUAN GAMA TANGERANG)." JIPIS 28, no. 2 (December 1, 2019): 33–43. http://dx.doi.org/10.33592/jipis.v28i2.323.
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Penelitian ini bertujuan untuk mengetahui pengaruh reviews online tehadap minat beli (1) pengaruh kebutuhan kognisi terhadap minat beli (2) pengaruh reviews online dan kebutuhan kognisi secara bersama-sama terhadap minat beli (3). Penelitian ini merupakan penelitian kuantitatif dengan metode survei yang bersifat deskriptif-korelasional dengan pendekatan elaboration likelihood models (ELM). Populasi pada pelajar SMK Gama Tangerang yang menggunakan aplikasi Shopee.co.id. sampel sebanyak 120 responden dengan teknik judgement sampling. Uji validitas menggunakan Pearson sedangkan uji reliabilitas menggunakan Alpha Cronbach. Teknik analisis data yang digunakan untuk menjawab hipotesis adalah analisis jalur (path) dengan bantuan analisis regresi berganda dan uji sobel menggunakan SPSS versi 21.Hasil penelitian ini menunjukkan bahwa reviews online berpengaruh positif terhadap minat beli dengan tingkat signifikansi 0.000˂0.05. Elaboration likelihood models dalam pendekatan deskripsif yang dikembangkan dalam penelitian menunjukkan bahwa pelajar di SMK Gama Tangerang lebih mengandalkan central route. Kebutuhan kognisi tidak berpengaruh signifikan terhadap minat beli dengan tingkat signifikansi 0.062˃0.05. Reviews online dan kebutuhan berpengaruh positif terhadap minat beli dengan tingkat signifikansi 0.000˂0.05 dan terdapat pengaruh tidak langsung reviews online terhadap minat beli yang di mediasi secara parsial oleh kebutuhan kognisi sebesar 0.154.
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Zha, Xianjin, Li Li, Yalan Yan, Qian Wang, and Gang Wang. "Exploring digital library usage for getting information from the ELM perspective." Aslib Journal of Information Management 68, no. 3 (May 16, 2016): 286–305. http://dx.doi.org/10.1108/ajim-12-2015-0200.
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Purpose – The elaboration likelihood model (ELM) provides a general framework for understanding the basic processes underlying the effectiveness of persuasion. The purpose of this paper is to utilize the ELM to understand the basic processes underlying the effectiveness of persuasion to use digital libraries for getting information. Design/methodology/approach – The survey data collection was conducted in one comprehensive university. The partial least squares structured equation modelling was employed to verify the research model. Findings – Source credibility and reputation have positive effects on information usefulness which further significantly impacts digital library usage for getting information. The effect of information quality on information usefulness is overpowered by reputation. Information need positively moderates the effect of information quality on information usefulness and negatively moderates the effect of reputation on information usefulness. Practical implications – Digital libraries enormously influence the way how individuals gather information over the world. However, the important status of digital libraries as conventional information sources in practice invites appreciation by more and more people. The authors believe the findings of this study provide useful insights for facilitating digital libraries to be fully accessed and utilized. Originality/value – This study explores the effects of the central route (information quality) and the peripheral route (source credibility and reputation) on digital library usage for getting information by extending the ELM with information need as a motivation variable, presenting a new lens for digital library research and practice alike.
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Ricardo, David, Yugih Setyanto, and Anto Sudarto. "Pengaruh Daya Tarik Iklan Shopee di Televisi terhadap Minat Beli Berdasarkan Elaboration Likelihood Model di Lingkungan Mahasiswa Ilmu Komunikasi UMN Angkatan 2016." Prologia 4, no. 1 (March 2, 2020): 194. http://dx.doi.org/10.24912/pr.v4i1.6473.
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The purpose of this study was to determine the effect of the attractiveness of Shopee Advertising on television on buying interest based on ELM in the Communication Sciences UMN Class of 2016. The research method used was quantitative, namely by using a statistical approach, a sample of 190 people. From the results of calculations using SPSS, it is known that the correlation coefficient (r) of 0.803 means that the influence between Ad Creativity, Attractiveness of Celebrity Endorser and Credibility of Celebrity Endorser on Buying Interest is very strong. The results showed 1) There was a significant influence between Advertising Creativity on Purchase Interest, this was evidenced by the results of the significance value in the T test of 0.00 <0.05; 2) There is no significant influence between the attractiveness of Celebrity Endorser on buying interest, this is evidenced by the results of the significance value in the T test of 0.123> 0.05; 3) There is a significant influence between the credibility of Celebrity Endorser on Purchase Interest, this is evidenced by the results of the significance value in the T test of 0.00 <0.05; 4) There is a significant influence of Advertising Creativity, Attractiveness of Celebrity Endorser and Credibility of Celebrity Endorser together on buying interest, this is evidenced by the significant value on the F test of 0.00 <0.05. Tujuan penelitian untuk mengetahui Pengaruh Daya Tarik Iklan Shopee Di Televisi Terhadap Minat Beli Berdasarkan ELM Di Lingkungan Mahasiswa Ilmu Komunikasi UMN Angkatan 2016. Metode penelitian yang digunakan kuantitatif, yaitu dengan menggunakan pendekatan statistik, sampel yang digunakan sebanyak 190 orang. Dari hasil perhitungan dengan menggunakan SPSS, diketahui nilai koefisien korelasi (r) sebesar 0,803 artinya pengaruh antara Kreativitas Iklan, Daya tarik dan Kredibilitas terhadap Minat Beli adalah sangat kuat. Hasil penelitian menunjukkan 1) Terdapat pengaruh yang signifikan antara Kreativitas Iklan terhadap Minat Beli, hal ini dibuktikan dengan hasil nilai signifikansi pada uji T sebesar 0,00 < 0,05; 2) Tidak terdapat pengaruh yang signifikan antara Daya tarik Celebrity Endorser terhadap Minat beli, hal ini dibuktikan dengan hasil nilai signifikansi pada uji T sebesar 0,123 > 0,05; 3) Terdapat pengaruh yang signifikan antara Kredibilitas Celebrity Endorser terhadap Minat Beli, hal ini dibuktikan dengan hasil nilai signifikansi pada uji T sebesar 0,00 < 0,05; 4) Terdapat pengaruh yang signifikan Kreativitas Iklan, Daya tarik dan Kredibilitas secara bersama-sama terhadap Minat beli, hal ini dibuktikan dengan nilai signifikan pada uji F sebesar 0,00 < 0,05.
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Lin, Chinho, and Meichun Lin. "The determinants of using cloud supply chain adoption." Industrial Management & Data Systems 119, no. 2 (March 11, 2019): 351–66. http://dx.doi.org/10.1108/imds-12-2017-0589.
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Purpose It is necessary to determine the processes affecting cloud computing service applications in supply chain management (SCM) systems in order to facilitate cloud computing service exchanges and transmission of data among supply chain members. The paper aims to discuss these issues. Design/methodology/approach Drawing on the elaboration likelihood model (ELM) and integrating the commitment trust theory, this paper develops a theoretical model using argument advantage and source credibility constructs to examine the relationships among perceived usefulness, attitude, trust and usage intention. Findings The results indicate that both the central route and the peripheral route of the ELM have a positive influence on perceived usefulness. The argument advantage has a strong influence on perceived usefulness as compared to source credibility while source credibility has a strong impact on trust. Furthermore, the perceived usefulness of cloud computing services plays a pivotal role in attitude and intention, whereas trust has a weak effect on usage intention. Originality/value The proposed model not only explores the argument that potential user evaluations of both the advantages of cloud computing services and source credibility influence their affective states, which in turn affect their usage intention, but it also examines the mediating factors that influence processes related to cloud SCM acceptance.
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Shin, Soo Il, Dianne J. Hall, Sumin Han, David Paradice, and Teresa Lang. "Do Social Networking Fan Page Posts Matter for Corporate Image?" Journal of Organizational and End User Computing 33, no. 6 (November 2021): 1–23. http://dx.doi.org/10.4018/joeuc.20211101.oa17.
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The purpose of the current study is to examine factors affecting corporate image driven by social networking fan pages on Facebook. Under the modified elaboration likelihood model (ELM), we answer how fan page contributor post quality (FPQ) and source credibility (FPC) influence fan page post informativeness (FPI) and in turn, impact corporate image. We tested the hypotheses by analyzing survey responses using a covariance-based SEM method from 178 respondents who follow at least one company fan page on Facebook. The findings reveal that FPQ and FPC play a salient role in explaining FPI, which, in turn, impacts the corporate image. Our results show that uncertainty about products or services posted on a fan page significantly moderates the relationships among FPQ, FPC, and FPI. Implications and limitations are discussed.
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Ali, Yusuf Sahabi, Ab Razak Che Hussin, and Halina Mohamed Dahlan. "Electronic Word of Mouth engagement in social commerce platforms: An empirical study." Information Development 36, no. 3 (August 28, 2019): 438–56. http://dx.doi.org/10.1177/0266666919867488.
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The aim of this study is to investigate the factors that encourage customer engagement with Electronic Word of Mouth (eWOM) from the perspective of information characteristics, consumer behaviour, consumer motives, technological and social factors. Drawing from the Elaboration Likelihood Model (ELM), Theory of Reasoned Action (TRA) and Social Support Theory (SST) we propose a new model of eWOM engagement in s-commerce. This model was assessed using structural equation modeling (SEM) technique based on a survey of 218 s-commerce users in Nigeria. The findings confirmed that eWOM engagement is strongly determined by information credibility, information quality, social support, innovativeness, altruism, self-enhancement and sense of belonging. Additionally, using the Importance-Performance Map Analysis (IPMA), this study identifies information credibility, sense of belonging, attitude towards eWOM and social support as the most important factors that should be giving priority by managers in order to encourage consumer eWOM engagement in s-commerce platforms. Implications of the study and suggestions for future research are presented.
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Huo, Chaoguang, Min Zhang, and Feicheng Ma. "Factors influencing people’s health knowledge adoption in social media." Library Hi Tech 36, no. 1 (March 19, 2018): 129–51. http://dx.doi.org/10.1108/lht-04-2017-0074.
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Purpose The purpose of this paper is to explore the factors influencing people’s health knowledge adoption in social media, with an eye toward promoting health information literacy and healthy behavior. Design/methodology/approach Based on the integration of sense-making theory, social influence theory, information richness theory, fear appeal theory, and ELM (elaboration likelihood method), a health knowledge adoption model is constructed. Taking spondylopathy as an example, high health threat and low health threat experiments and questionnaires are designed to complete the empirical study. In all, 355 effective survey samples are collected and analyzed, leveraging a partial least squares method. Findings Research results indicate that perceived knowledge quality, perceived knowledge consensus, and perceived source credibility have positive effects on health knowledge adoption via the mediator – trust; knowledge richness contributes to the perception of knowledge quality, source credibility, and knowledge consensus, especially under high health threat; health threat has significant positive moderating effects on the relationship between trust and health knowledge adoption, and the relationship between perceived knowledge quality and trust, with negative moderating effects on the relationships between perceived knowledge consensus, perceived source credibility, and trust. Originality/value This paper examines the mediating effecting of trust in the process of health knowledge adoption. Based on the integration of fear appeal theory, social influence theory, sense-making theory, information richness theory and elaboration likelihood model, this study investigates the factors influencing health knowledge adoption in social media from the perspective of a user, and explores the moderating effect of health threat on health knowledge adoption.
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Hayati, Afita Nur. "Mendulang Suara di Masa Pandemi dengan Komunikasi Persuasif (Studi Kasus Pemilihan Umum Kepala Daerah Samarinda Untuk Pasangan Calon dengan Tag Line Siap Dipilih Berani Ditagih)." JCommsci - Journal Of Media and Communication Science 4, no. 2 (June 6, 2021): 89. http://dx.doi.org/10.29303/jcommsci.v4i2.134.
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Direct election’s celebration of the head of the region at each steps in 2020 has been held at pandemic situation of covid-19. The decision of KPUD Samarinda has final and the candidate number 2 has been sworn with length of service 2021-2024 periods. The main question that will be asked is how is the candidate number 3 communicates the message they have to be interesting and positively so vote acquisition of the candidat number 3 can align with the candidat number 2 of vote’s acquisition whereas the political machine not so mature than the winner’s political machine. To answer this question, this article uses Analysis of Elaboration Likelihood Model (ELM) and using qualitative descriptive analysis with case study for detail and depth investigation of the candidate number 3 with tag line “Siap Dipilih Berani Ditagih.”
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Lu, Allan Cheng Chieh, and Dogan Gursoy. "A conceptual model of consumers’ online tourism confusion." International Journal of Contemporary Hospitality Management 27, no. 6 (August 10, 2015): 1320–42. http://dx.doi.org/10.1108/ijchm-04-2014-0171.
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Purpose – This study aims to develop a conceptual model demonstrating the antecedents and outcomes of consumers’ online tourism information confusion. Design/methodology/approach – A deductive approach was utilized to propose eight variables as antecedents of online confusion and five confusion reduction strategies as outcomes of consumers’ online tourism confusion. The underlying mechanisms in which these variables might lead to consumers’ online tourism information confusion are elaborated using elaboration likelihood model (ELM) (Petty and Cacioppo, 1986) as the major theoretical underpinning. Findings – The model indicates that consumers could experience overload, similarity and ambiguity confusion when the information acquired is too much, too similar and/or too vague. In addition, as suggested by the ELM (Petty and Cacioppo, 1986), online users who are low in learning orientation, price consciousness, cognition need and Internet experience and high in ambiguity tolerance are more likely to experience confusion because of their lower motivation/ability to process external stimuli. Research limitations/implications – One limitation of this study is the lack of empirical test of the proposed model. Another limitation is that only five individual characteristics that might make online consumers prone to confusion were included. Other variables related to individual differences that could influence confusion should be explored as well. Practical implications – This paper provides valuable implications for online tourism marketers to address consumers’ confusion during information search process. Five individual characteristics proposed as important antecedents of consumers’ confusion can be utilized by online tourism marketers to develop customized online communication strategies for different segments. Originality/value – This paper is one of the few studies that connect the concept of consumers’ confusion to the online tourism field as well as discuss the concept of consumers’ confusion through the integration of information provider and recipients’ perspective.
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Kraus, Johannes Maria, Yannick Forster, Sebastian Hergeth, and Martin Baumann. "Two Routes to Trust Calibration." International Journal of Mobile Human Computer Interaction 11, no. 3 (July 2019): 1–17. http://dx.doi.org/10.4018/ijmhci.2019070101.
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Trust calibration takes place prior to and during system interaction along the available information. In an online study N = 519 participants were introduced to a conditionally automated driving (CAD) system and received different a priori information about the automation's reliability (low vs high) and brand of the CAD system (below average vs average vs above average reputation). Trust was measured three times during the study. Additionally, need for cognition (NFC) and other personality traits were assessed. Both heuristic brand information and reliability information influenced trust in automation. In line with the Elaboration Likelihood Model (ELM), participants with high NFC relied on the reliability information more than those with lower NFC. In terms of personality traits, materialism, the regulatory focus and the perfect automation scheme predicted trust in automation. These findings show that a priori information can influence a driver's trust in CAD and that such information is interpreted individually.
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Wang, Ping. "Exploring the influence of electronic word-of-mouth on tourists’ visit intention." Journal of Systems and Information Technology 17, no. 4 (November 9, 2015): 381–95. http://dx.doi.org/10.1108/jsit-04-2015-0027.
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Purpose – The purpose of this study is to explore the influence of electronic word-of-mouth (eWOM) on outbound tourists’ intention to visit a destination through a dual-process perspective – the central route of argument quality (AQ) and the peripheral route of source credibility (SC). With the pervasion of Web 2.0 and information and communication technology, user-generated content (UGC) has become popular in the online environment, and it affects consumers’ decisions greatly. Design/methodology/approach – A structural model based on Elaboration Likelihood Model (ELM) and theory of planned behavior (TPB) is proposed in this study to explore the influence of eWOM on outbound tourists’ intention to visit a destination. Empirical data were collected among Chinese outbound tourists via an online survey. The data were analyzed using structural equation model with SPSS Amos 22.0. Findings – The research results indicate that tourist’s attitude toward a destination was positively influenced by AQ of eWOM, and intention to recommend the destination before travel was positively influenced by attitude toward destination and SC of destination-related eWOM. Outbound tourists’ intention to visit a destination was positively determined by AQ, attitude toward destination and WOM intention. Several practical and theoretical implications are also discussed in the study. Originality/Value – This study contributed to the understanding of individual’s decision-making through a dual-process perspective. Findings indicate that the dual influence process delineated in theory of ELM is also applicable to explain individual’s decision in complicated information source.
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Shi, Juan, Ping Hu, Kin Keung Lai, and Gang Chen. "Determinants of users’ information dissemination behavior on social networking sites." Internet Research 28, no. 2 (April 4, 2018): 393–418. http://dx.doi.org/10.1108/intr-01-2017-0038.
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Purpose As a new communication paradigm, social networking sites (SNS) have boosted information diffusion and viral marketing. Prior researchers have identified various factors affecting information dissemination on SNS. However, they often focus on limited factors and there is a lack of an integrated theoretical framework that explains aspects of relevant factors. Besides, the research on the impacts of relationships on individual retweeting behavior is still controversial. The purpose of this paper is to propose a theoretical framework to systematically investigate the determinants of individual dissemination behavior on SNS based on the elaboration likelihood model (ELM). Moreover, the authors also examine the relative importance of those relevant factors. Design/methodology/approach The authors randomly selected 1,250 members of Twitter and crawled posts published by each member since he/she created the Twitter account using Twitter API. The authors processed the data to create panel data and tested hypotheses with the panel logit model. Findings Factors both on the central route and on the peripheral route of ELM have positive impacts on individual dissemination behavior. Among them, information receiver-related factor and relationships-related factors are the most influential. Contrastingly, source-related factors are the least influential. Furthermore, the authors find that social tie strength mediates almost 50 percent of the effect of value homophily on individual dissemination behavior. Originality/value The authors are the first to directly apply ELM to examine individual dissemination behavior on SNS. By integrating factors into the two information processing routes, They incorporate relevant factors into the model and systematically analyze their impacts on individual retweeting behavior on SNS. The research offers at least one explanation for the contradictory findings about the effect of homophily on individual sharing behavior in previous research. The authors propose new variables that gauge topical relevance and interpersonal value homophily on SNS.
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Chattaraman, Veena, Wi-Suk Kwon, Wanda Eugene, and Juan E. Gilbert. "Developing and Validating a Naturalistic Decision Model for Intelligent Language-Based Decision Aids." Proceedings of the Human Factors and Ergonomics Society Annual Meeting 61, no. 1 (September 2017): 176–77. http://dx.doi.org/10.1177/1541931213601528.
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People make mundane and critical consumption decisions every day using choice processes that are inherently constructive in nature, where preferences emerge ‘on the spot’ or ‘on the go’ using multiple strategies based on the task at hand (Bettman, Luce, & Payne, 1998; Sproule & Archer, 2000). This implies that applying a single, invariant algorithm will not solve decision problems that humans face (Tversky, Sattath, & Slovic, 1988). Instead, consumers need adaptive, multi-strategy decision aids since they shift between multiple strategies in a single decision as they acquire increasing information during the decision-making process (Bettman et al., 1998). This paper puts forth a cognitive computing approach to develop and validate a naturalistic decision model for designing language-based, mobile decision-aids (MoDA©) based on adaptive and intelligent information retrieval and multi-decision strategy use. The approach integrates established psychological theories, Elaboration Likelihood Model (ELM) and Construal Level Theory (CLT), to develop the scientific base for predicting decision-making under contingencies. ELM delineates whether human information processing is effortful or heuristic based on a person’s ability and motivation to engage in an object-relevant elaboration (Petty & Cacioppo, 1981). CLT determines whether the cognitive construal of the decision object is abstract or concrete based on psychological distance (Liberman, Trope, & Wakslak, 2007). Integrating the derivatives of these theories, the Human-Elaboration-Object-Construal (H-E-O-C) Contingency Decision Model’s central thesis is that the decision-making strategy employed by a decision-maker can be predicted by using natural language cues to infer the extent of human elaboration (low-high) on the decision and the type of knowledge (abstract-concrete) possessed on the decision object. Specifically, an extensive (vs. limited) decision strategy is likely to be employed when human elaboration revealed through natural language cues is high (vs. low). Further, an attribute-based (vs. alternative-based) strategy may be employed when the cognitive representation of the decision object is abstract (vs. concrete). Based on this theorizing, the H-E-O-C Contingency Decision Model can predict the use of four common decision strategies that systematically differ based on the amount (extensive vs. limited) and pattern (attribute- vs. alternative-based) of processing: Lexicographic or LEX (limited, attribute-based processing), Satisficing or SAT (limited, alternative-based processing), Elimination-by-Aspects or EBA (extensive, attribute-based processing), and Weighted Adding or WADD (extensive, alternative-based processing) (Bettman et al., 1998). To validate the H-E-O-C Contingency Decision Model, we conducted observational studies that simulated in-store purchase decision-making with real consumers. A total of 48 shopping sessions (n = 48) were held in a simulation home improvement retail store, and decision-making dialog between consumers and a customer service agent (trained research assistant) was recorded using wearable voice recorders. To ensure that there were fairly equal numbers of consumers who were either motivated or not to elaborate on their decisions, we created two shopping conditions – low risk (replacement AC filter purchase) and high risk (AC filter purchase to address allergy and asthma). The recorded decision dialogs were first transcribed verbatim, resulting 48 units of analysis, which were then analyzed using the grounded theory approach through open and axial coding processes (Corbin & Strauss, 1990). The open coding first identified the construal level, which was followed by axial coding to infer the decision strategy (LEX, EBA, SAT, or WADD) employed by the consumer at the initial and final stages of decision-making. This process was conducted by two coders with adequate inter-coder reliability. Two different coders coded the transcripts for the elaboration level (low vs. high) of the consumer based on specific definitions, with adequate inter-coder reliability. The H-E-O-C Contingency Decision Model proposes that high elaboration consumers will employ either WADD or EBA, whereas low elaboration consumers will employ either SAT or LEX. This proposition was supported in over 80% of the decision transcripts, offering an important validation of the framework. The main contribution of the H-E-O-C Contingency Decision Model is that it is derived from universal psychological constructs and predicts decision-making strategies that apply to many types of products and services related to healthcare, education, and finance that are characterized by attributes and alternatives. This ensures its broad applicability across a wide variety of disciplines and use cases.
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Lin, Chin-Lung, Sheng-Hsien Lee, and Der-Juinn Horng. "The effects of online reviews on purchasing intention: The moderating role of need for cognition." Social Behavior and Personality: an international journal 39, no. 1 (February 1, 2011): 71–81. http://dx.doi.org/10.2224/sbp.2011.39.1.71.
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The Internet has provided a competitive platform for online marketing, and online shopping has become an important part of daily life for consumers who view online reviews as an effective channel of acquiring product information before making purchase decisions. Based on the elaboration likelihood model (ELM; Petty & Cacioppo, 1981, 1986), in the present study the effects of online reviews on purchasing intention are explored using need for cognition as a moderator. Findings that emerge from the results are: Firstly, when online reviews are high quality this has a positive effect on the purchasing intention of online shoppers. Secondly, when there are a high number of online reviews this positively affects the purchasing intention of online shoppers. Finally, shoppers with a high need for cognition take the central route in attitude change, but shoppers with a low need for cognition tend to adopt the peripheral route in forming attitude. Marketing implications are suggested.
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Sung, Hye Jin, Hyun Young Kim, and Meehee Cho. "How Can TV Food Programs Be Used as an Effective Restaurant Marketing Tool? An Extension of ELM with Perceived Risk." Sustainability 12, no. 17 (September 1, 2020): 7131. http://dx.doi.org/10.3390/su12177131.
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In today’s modern society, television (TV) food programs exert significant influence in the domestic and international foodservice market. This study applied the elaboration likelihood model (ELM) to examine the information processing and decision-making activities of restaurant customers related to TV food shows that they watched. The ELM was expanded and tested by including perceived risk as a factor influencing attitude towards a restaurant. A total of 347 responses obtained from Korean residents, who had obtained information delivered by a messenger in a TV program and had subsequently visited that restaurant in the three months prior to the survey were analyzed. Results revealed that the information quality components significantly influenced attitude towards restaurants. For the peripheral route, while the credibility of the messenger had no significant impact, the vividness of expression had a positive impact on attitude towards restaurants. Performance risk was shown to have a negative impact on attitude towards the restaurant. However, time risk, possibly requiring long-distance travel or long waiting times for available tables played a positive role. The long wait times may be perceived well because many people wanting to eat at the restaurants is a positive sign about the experience. Attitude towards a restaurant positively influenced visit intention. Based on the study’s findings, discussion, implications, and limitations for future studies are provided.
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Adeitan, Mustapha Adeniyi, Ngozi Joy Onyechi, and Ozioma Omah. "COVID-19 containment and control: Information source credibility and adoption of prevention strategies among residents in South West Nigeria." Journal of African Media Studies 13, no. 2 (June 1, 2021): 235–51. http://dx.doi.org/10.1386/jams_00046_1.
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The outbreak of COVID-19 pandemic has generated unprecedented information on preventive strategies aimed at containment and control of the disease. This study examined the relationship between perceived credibility of information sources and adoption of COVID-19 preventive strategies among residents in South West Nigeria. The study adopted Elaboration Likelihood Model (ELM), while online survey and in-depth interview (IDI) were employed as the research designs. Convenience and purposive sampling procedures were used in the selection of 259 respondents and ten participants who were 18 years and above. Data were generated using questionnaire and interview guide. Descriptive statistics, Pearson correlation and multiple bootstrapping comparison test were used to analyse quantitative data, while qualitative data were transcribed and direct quotations that represented the participants’ opinions were used for the analysis. Key findings showed that expertise and trustworthiness determined the credibility of information sources while television was perceived as the most credible source of information. A significant relationship exists between perceived credibility of information sources and adoption of preventive measures. These findings highlight the need for preventive strategies to be disseminated through credible information sources.
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Spielmann, Nathalie. "Anything but typical: how consumers evaluate origin products based on their cues." International Journal of Wine Business Research 27, no. 1 (March 16, 2015): 23–39. http://dx.doi.org/10.1108/ijwbr-07-2014-0031.
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Purpose – A recent stream of research has focused on typicality associations – those that bring origins and products together. Most of the research has focused on typical products but atypical products have received very little attention, even though they are more and more present on the market. As it has yet to be reviewed, the relationship between intrinsic and extrinsic product cues and product evaluations is examined in this paper for typical and atypical origin products. Design/methodology/approach – Wine was used as the stimulus, and consumer evaluations of typical and atypical wines were reviewed. Consumers were segmented based on their knowledge of the product category. French respondents (n = 370) participated in an online questionnaire regarding the product cues they found most important, depending on if the wine was from the New World or the Old World. Findings – The results show that extrinsic cues are just as important as intrinsic cues in the evaluation of origin products, contrary to what prior research suggests. Furthermore, consumer knowledge moderates the evaluations of origin products; the results empirically confirms the theoretical country of origin – elaboration likelihood model (CoO-ELM) proposed by Bloemer et al. (2009) for atypical origin products, but show typical products are evaluated differently. Originality/value – This is the first study that empirically tests the CoO-ELM and includes the added dimension of typicality. The results allow for a better understanding of consumer perceptions of origin products and their cues.
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Li, Xuechun, Yuehuan Tang, Ningrui Yang, Ruiyao Ren, Haichao Zheng, and Haibo Zhou. "The value of information disclosure and lead investor in equity-based crowdfunding." Nankai Business Review International 7, no. 3 (August 1, 2016): 301–21. http://dx.doi.org/10.1108/nbri-01-2016-0002.
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Purpose How to free the potential power of the capital market while simultaneously protecting the investors is critical in equity-based crowdfunding. To realize these goals, the purpose of this study was to investigate the value of information disclosure and leader-follower mechanism which have been widely adopted by crowdfunding platforms. Design/methodology/approach Based on the Elaboration Likelihood Model (ELM), a research framework was developed. Then, the authors conducted an in-depth exploratory empirical study of Dajiatou (www.dajiatou.com) which is a typical equity-based crowdfunding service provider in China. Independent-samples t-test and linear regression were used to uncover the value of project information disclosure and the lead investor in terms of fundraising performance improvement. Findings First, the quality of entrepreneurial team information, especially the ratio of full-time staff, staff number and enterprise business age, significantly improve fundraising performance. Second, entrepreneurs’ behaviors, including project updates and project video, play important roles in crowdfunding. Third, whether or not the project has a lead investor, leader’s credibility information and his/her advocacy behaviors – percentage of their investment, identity certification, investment experience and comments for projects – are important factors affecting fundraising performance. Research limitations/implications The authors are one of the firsts to apply ELM to investigate the effects of diverse information on fundraising performance in equity-based crowdfunding. The value of lead investor which has been ignored in prior research was studied through second-hand data. Practical implications First, an equity-based crowdfunding platform should request the entrepreneur to disclose project quality-related information with more details. Second, crowdfunding platforms should set a high qualifications level for lead investor, and limit the lead investor’s committed percentage in a specific project. Originality/value This paper extended the research in crowdfunding by uncovering the value of information disclosure and lead investor based on ELM theory.
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Rodríguez-Torrico, Paula, Sonia San-Martín, and Rebeca San José Cabezudo. "The role of omnichannel tendency in digital information processing." Online Information Review 44, no. 7 (October 6, 2020): 1347–67. http://dx.doi.org/10.1108/oir-08-2019-0272.
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PurposeNowadays some consumers consider themselves as “omnichannels” – they combine both physical and digital channels expecting a seamless shopping experience – since they view their shopping process from a multiple-channel viewpoint. Giving that situation, the aim of this paper is to test the role of consumers’ omnichannel tendency (omni-tendency) in the information processing in the digital channel.Design/methodology/approachBased on the Elaboration Likelihood Model (ELM), emotions as well as utilitarian and hedonic experiences are proposed to understand consumer attitude towards the digital store. Through a survey, data were collected from 284 digital shoppers. PLS path modelling and PLS-MGA were used to test the research hypotheses.FindingsThe results confirm that emotions positively affect the evaluation of the experiences, which in turn improves the attitude towards the digital store. Focusing on the differences among consumers, the findings show that for consumers with low omni-tendency the emotions are key to improve the evaluation of their experiences. Moreover, regarding the attitude, consumers with more omni-tendency follow the central route to process the information; and consumers with less omni-tendency follow the peripheral route.Originality/valueThis paper contributes to the literature in three ways. First, this research includes the study of omni-tendency, as a consumer trait, in the information processing developed in the digital channel, ignored in the literature. Second, this work contributes to information processing theories in digital context confirming, specifically the applicability of ELM into the omnichannel context. This offers support to the application of traditional theories to explain new phenomena. Third, and in line with the previous contribution, this work goes a step further in understanding ELM theory by including other constructs –the omni-tendency and emotions– to explain the information processing in the digital context.
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Chaoguang, Huo, Ma Feicheng, Qiu Yifei, and Wang Yuchao. "Exploring the determinants of health knowledge adoption in social media." Information Development 34, no. 4 (March 17, 2017): 346–63. http://dx.doi.org/10.1177/0266666917700231.
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Health knowledge plays an important role in health education and promotion, in providing critical services to the global population and helping them live healthier lives and make informed health decisions. This study explores what determines health knowledge adoption in the context of Chinese social media, and attempts to explain why there is a gap between health knowledge adoption intention and behavior. Based on the ELM (elaboration likelihood method) and EPPM (extended parallel process model), this paper proposes four processes of health knowledge adoption to construct an explanatory framework, and examines it from the intention-behavior gap perspective, highlighting the mediating effect of trust. Data collected from 355 Chinese respondents was tested using a partial least squares (PLS) approach. The results indicate that perceived threat has a positive effect on health knowledge adoption via the mediator, fear; perceived efficacy has a positive direct effect on health knowledge adoption; and perceived knowledge quality and perceived source credibility both have a positive effect on health knowledge adoption via the mediator, trust. Trust and fear have different impacts on health knowledge adoption intention and behavior, which explains why there is sometimes a gap between them. Theoretical and practical contributions are discussed.
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Li, Ying, Ke Yang, Jin Chen, Sumeet Gupta, and Feiyang Ning. "Can an apology change after-crisis user attitude? The role of social media in online crisis management." Information Technology & People 32, no. 4 (August 5, 2019): 802–27. http://dx.doi.org/10.1108/itp-03-2017-0103.
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Purpose Drawing upon the Elaboration Likelihood Model, the purpose of this paper is to examine how the characteristics of social media moderate the effect of a firm’s apology on the attitude of its customers. Design/methodology/approach An online experiment including 360 active users of internet was employed to test the research model. Findings Results revealed that an after-crisis apology and firm reputation both have a positive effect on after-crisis user attitude toward the firm. Furthermore, the positive effect of apology becomes stronger as online media interactivity increases, whereas the positive effect of reputation becomes weaker. Research limitations/implications This study included only one important characteristic of social media, and experimental scenarios were limited to car recall crisis. Considering that social media has so many platforms that may have different kinds of interactivity, further studies can be conducted to figure out the most suitable social media for firms to deal with an online crisis. Practical implications The results inform managers of the importance of after-crisis apology and firm reputation. It is worthwhile for managers to find out the levels of online media interactivity at which users focus on apology and reputation and accordingly conduct an effective online crisis management response strategy. Originality/value This study extends the literature on online crisis management and the literature on ELM by highlighting the role of online media interactivity in influencing the persuasive effectiveness of firm’s crisis response in the context of social media.
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Zheng, Haichao, Jui-Long Hung, Zihao Qi, and Bo Xu. "The role of trust management in reward-based crowdfunding." Online Information Review 40, no. 1 (February 8, 2016): 97–118. http://dx.doi.org/10.1108/oir-04-2015-0099.
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Purpose – The purpose of this paper is to investigate the role of trust management on the fundraising performance in reward-based crowdfunding. Design/methodology/approach – A research model was constructed based on elaboration likelihood model (ELM) and literatures with five hypotheses developed. Data were collected from www.demohour.com - the first and one of the largest reward-based crowdfunding platforms in China. In total, 829 reward-based crowdfunding projects were analyzed to test hypotheses. To test the hypotheses, partial least squares was used to analyze data of entrepreneur/sponsor profiles, entrepreneur/sponsor behaviors, and crowdfunding projects. Findings – Results indicated trust management significantly promoted fundraising performance via central (entrepreneur’s creditworthiness) and peripheral (entrepreneur-sponsor interactions) routes. The peripheral route (entrepreneur-sponsor interaction) showed significantly higher effects than the central route (entrepreneur’s creditworthiness). The finding aligns with authors’ assumptions derived from unique characteristics of reward-based crowdfunding – community and collaboration because personal, dynamic message interactions were more effective than static, historical success records on the trust establishment. In addition to the main effects, the results also showed entrepreneur’s prior success crowdfunding records positively moderated the effect of entrepreneur-sponsor interaction on fundraising performance. Originality/value – This study is the first paper that reveals the value of trust management in reward-based fundraising, especially the effect of dynamic entrepreneur-sponsor message interactions. Entrepreneur-sponsor interactions not only promoted community benefits in crowdfunding, but also cultivated trust relationships between entrepreneurs and sponsors. Previous studies mainly focussed on the entrepreneur’s popularity level on third-party social media (such as Facebook) toward fundraising performance. This study examines the effect of direct entrepreneur-sponsor interactions on the crowdfunding platform. Additionally, this study found one moderating effect from the central route to the peripheral route. It is a rare case in studies based on ELM. Finally, this study demonstrates how to incorporate a theoretical framework guiding the analysis of structured and unstructured data for in-depth analysis, result interpretation, and corresponding intervention strategy development.
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Raza, Syed Hassan, Anjum Zia, and Moneeba Iftikhar. "Interplay of Direct Anti-Smoking Public Service Advertisements and Anti-Smoking Messages Placement Disclosures in Movies with Attitude to Quit Smoking." Global Social Sciences Review III, no. III (September 30, 2018): 332–53. http://dx.doi.org/10.31703/gssr.2018(iii-iii).19.
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Recently, the Ministry of Health Pakistan decreed that disclosures of anti- smoking messages placement in the movies should be used whereby fear based cognitive anti-smoking message is shown. Consistent with the Elaboration Likelihood Model (ELM) assumption that persuasion messages likely influence the attitude of the relatively unmotivated individuals. This study is the first which tests and compare the ability of anti-smoking persuasion messages presented in the Direct Anti-smoking public service Advertisements (DAA) and Anti-smoking messages Placement Disclosures in movies (APD) in determining viewer’s Attitude to Quit Smoking (AQS). Hence, this attempt overcomes deficient understanding about the effects of disclosing anti-smoking advertisement placement. In a between-subject experiment (N = 120), we measure the smokers’ attitudes in the result of the direct anti-smoking advertisements along with the APDs in movies. Results of the experiment show that attitude to quit smoking becomes stronger when a direct anti-smoking advertisement and anti-smoking disclosure is shown. However, analyses based on Partial Least Squares Path Modeling (PLS-PM) on Advanced Analysis for Composites (ADANCO) 2.0.1 (a new software for variance-based SEM) attitude to quit smoking is significantly higher when the anti-smoking message disclosure is shown during the movie scenes. These results have significant implications for persuasion theories and public policy about anti-smoking campaigns.
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Chen, Hao, Wenli Li, Tu Lyu, and Xunan Zheng. "Understanding people's participation in online charities: a dual-process approach of trust and empathic concern." Industrial Management & Data Systems 121, no. 7 (June 1, 2021): 1642–63. http://dx.doi.org/10.1108/imds-09-2020-0513.
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PurposeThe rapid development of the Internet in China has profoundly affected the country's charities, which many people support through online donations (e.g. providing financial help) and charity information forwarding (a new behavior of participating in online charities via social media). However, the development of online charities has been accompanied by many problems, such as donation fraud and fake charity information, which adversely affect social kindness. The purpose of this paper is to understand people's online donation and forwarding behaviors and to explore the mechanisms of such behaviors from the perspectives of cognitive-based trust and emotional-based empathic concern.Design/methodology/approachThis study developed a research model based on the elaboration likelihood model (ELM) and stimulus–organism–response (SOR) model. The researchers obtained 287 valid samples via a scenario-based experimental survey and conducted partial least squares structural equation modeling (PLS-SEM) to test the model.FindingsThe results indicated that (1) online donation intention is motivated by rational-based trust and emotional-based empathic concern; (2) online charity information forwarding is triggered only when trust is built, and there is no significant correlation between empathic concern and forwarding intention; and (3) content quality, initiator credibility, and platform reputation are three critical paths to promote trust; in addition, an individual's empathic concern can be motivated by the emotional appeal.Originality/valueThis study highlights the different mechanisms of donation and forwarding behaviors and provided theoretical measures for motiving trust and empathic concern in the online context to promote people's participation in online charity.
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Kumar, Prashant, Michael Polonsky, Yogesh K. Dwivedi, and Arpan Kar. "Green information quality and green brand evaluation: the moderating effects of eco-label credibility and consumer knowledge." European Journal of Marketing 55, no. 7 (March 11, 2021): 2037–71. http://dx.doi.org/10.1108/ejm-10-2019-0808.
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Purpose This study aims to examine the effects of three green information quality dimensions – persuasiveness, completeness and credibility – on green brand evaluation and whether this is mediated by green brand credibility. It also examines the moderating effects of eco-label credibility and consumer knowledge on green information quality dimensions and green brand credibility relationships. Design/methodology/approach Using a structured questionnaire on environmentally-friendly electrical goods/electronics, cosmetic and apparel product advertisements, involving an elaboration task, this study collected usable data from 1,282 Indian consumers across 50 cities. It also undertook an assessment for three different product groups using structural equation modelling to examine proposed hypotheses and assessed moderated mediation using the Hays process model. Findings The study indicates that: green brand credibility mediates the effects of green information quality dimensions on green brand evaluation; consumer knowledge moderates the effects of persuasiveness and completeness on green brand credibility and eco-label credibility moderates the effects of persuasiveness and credibility on green brand credibility. Research limitations/implications In green information processing, this study supports the relevance of the elaboration likelihood model and the mediation effect of green brand credibility. It also presents evidence that credible eco-labels enhance green information processing. While the results are broadly consistent across the three product categories, the results may only generalizable to the environmentally-aware urban populations. Practical implications Help brand managers to design advertisements that add brand credibility in environmentally-aware urban markets. Originality/value It helps to define green information quality and the interacting effects of eco-label credibility and consumer knowledge in green information processing.
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Muduli, Ashutosh, and Jeegnesh J. Trivedi. "Recruitment methods, recruitment outcomes and information credibility and sufficiency." Benchmarking: An International Journal 27, no. 4 (April 9, 2020): 1615–31. http://dx.doi.org/10.1108/bij-07-2019-0312.
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PurposeRecruiters’ decision to use recruitment methods (RMs) depends on several expected outcomes such as number applications, quality of applicants, speed of filling up vacancy, post joining job performance, absenteeism, commitment and satisfaction of the applicants. RMs may vary from each other in terms of its capability to communicate different type of information. The current research aims at exploring recruiter's intention to use RMs like job advertisement (JA), online recruitment (OLR) and social media in reference to several recruitment outcomes (ROs). Further, the role of information credibility and sufficiency (ICS) on recruiter's intention to use has been studied.Design/methodology/approachData were collected from 242 recruiters from the manufacturing and service sector of India. The survey instrument consists of RMs, recruitment outcome and credibility and satisfaction that are identified following the theory of planned behavior (TPB). Confirmatory factor analysis (CFA) was used for a simultaneous assessment of overall and specific elements of measurement validity and reliability. Structural equation modeling (SEM) is used to test the hypothesized model.FindingsThe result shows that RMs significantly relates with ROs. In detail, social media recruitment (SMR) significantly relates with pre ROs and post ROs; OLR significantly relates with pre ROs and post ROs and JA significantly relates post ROs. Only JA insignificantly relates with pre ROs. The result also supports the hypothesis that ICS acts as a mediator between the influences of RMs on ROs.Research limitations/implicationsThe result of the study has important theoretical and managerial implications. The theoretical implication is explained from the perspective of signaling theory (ST) and elaboration likelihood model (ELM) theory.Originality/valueThe study is unique as multiple RMs have been studied with reference to both pre and post ROs using the data collected from the recruiters.
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Yada, Nicole, and Milena Head. "Attitudes Toward Health Care Virtual Communities of Practice: Survey Among Health Care Workers." Journal of Medical Internet Research 21, no. 12 (December 4, 2019): e15176. http://dx.doi.org/10.2196/15176.
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Background Virtual communities of practice (VCoPs) have been shown to be an effective means for knowledge and research uptake, but little is known about why health care workers choose to use them. The elaboration likelihood model (ELM) is a theoretical model of persuasion that distinguishes between different routes of information processing that influence attitude formation and change. To date, no research has investigated the antecedents to these processing routes for VCoPs within a health care setting. In understanding these determinants, VCoPs can be appropriately designed to increase their chances of use and value among health care professionals. Objective Our aim is to explore how motivation and ability affect attitudes toward using VCoPs for those working in health care. Methods Data were collected from 86 health care workers using an online survey at two Canadian health care conferences. Participants were shown a mock VCoP and asked about their perceptions of the online platform and related technologies. The survey instrument was developed based on previously validated scales to measure participants’ ability and motivation toward using a VCoP. Attitudes were assessed both at the beginning and end of the study; intention to use the platform was assessed at the end. Results Ability (expertise with CoPs and VCoPs) was found to directly affect intention to use the system (P<.001 and P=.009, respectively) as was motivation (P<.001). Argument quality had the greatest effect on formed attitudes toward VCoPs, regardless of the user’s level of experience (lower expertise: P=.04; higher expertise: P=.003). Those with higher levels of CoPs expertise were also influenced by peripheral cues of source credibility (P=.005 for attitude formation and intention to use the system) and connectedness (P=.04 for attitude formation; P=.008 for intention to use the system), whereas those with lower levels of CoP expertise were not (P>.05). A significant correlation between formed attitude and intention to use the VCoPs system was found for those with higher levels of expertise (P<.001). Conclusions This research found that both user ability and motivation play an important and positive role in the attitude toward and adoption of health care VCoPs. Unlike previous ELM research, evidence-based arguments were found to be an effective messaging tactic for improving attitudes toward VCoPs for health care professionals with both high and low levels of expertise. Understanding these factors that influence the attitudes of VCoPs can provide insight into how to best design and position such systems to encourage their effective use among health care professionals.