Communication and Persuasion: Psychological Studies of Opinion Change.

Hovland, Carl I.; Janis, Irving L.; Kelley, Harold H.

doi:10.2307/2087772

Cited by 225 publications

(18 citation statements)

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“…Previous research has discussed the different roles of fear arousal in people's perception and evaluation processes. The majority of fear arousal studies believe it plays a significant role in improving coping behavior in the fear-driven model [3,7,[68][69][70]. For example, emotion is considered to offer an important perspective for understanding threat evaluation and consequent behavior, since it can influence people's goal setting [7].…”

Section: Congruence Arousal and Environmental Concernmentioning

confidence: 99%

Design for Sustainability: The Effect of Lettering Case on Environmental Concern from a Green Advertising Perspective

Song

Luximon

2019

Sustainability

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Recent green advertising research has focused on the effectiveness of different advertising claims and people’s interactions with the environment or environmental concerns, indicating the significant role of visual appeals in influencing people’s environmental attitudes. However, surprisingly, only a limited amount of research has addressed the effect of lettering case in green advertising on people’s perceptions and their consequent environmental concerns. This study tries to fill in this research gap by showing that uppercase (vs. lowercase) advertising taglines on environmental threats could improve people’s fear arousal, advertising congruence, environmental concern and the mediating role of fear arousal and congruence in this process. The managerial implications and limitations are also discussed in this study.

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Section: Congruence Arousal and Environmental Concernmentioning

confidence: 99%

Design for Sustainability: The Effect of Lettering Case on Environmental Concern from a Green Advertising Perspective

Song

Luximon

2019

Sustainability

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“…Third, we build upon the media credibility theory (Erdem & Swait, 2004;Riley, 1954 to argue how brands can offset the lower innate credibility of MGC (vs. UGC). Given that MGC comes from the brand itself, it encounters more resistance from consumers (Colicev, Malshe, Pauwels, & O'Connor, 2018b;Petty & Cacioppo 1986).…”

Section: Theoretical Foundations and Development Of Hypothesesmentioning

confidence: 99%

“…The extent to which different marketing communications can impact consumers largely depends on levels of credibility that consumers assign to such communication (Erdem & Swait 2004;Riley, Hovland, Janis, & Kelley, 1954). In the context of social media, UGC is, by default, the most credible as it is largely out of companies' control (Ho-Dac et al, 2013).…”

Section: Boundary Conditions For Mgc and Advertising (Hypotheses 3 Anmentioning

confidence: 99%

How Social Media Impacts Brand Value: The Mediating Role of Customer Satisfaction

Colicev

O’Connor

2020

Multidiscip. bus. rev (Impr.)

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The growing popularity of social media platforms has increased brand investments in social media marketing. However, it is not clear whether and how social media marketing leads to the creation of value for consumers and brands; therefore, we investigate how marketer and user-generated content on social media affects consumer and brand metrics. Based on the marketing productivity chain, we propose that customer satisfaction, a leading consumer metric, mediates the link between social media content and brand value. To test such assertions, we use a sample of 87 brands from 17 industries and collect a unique dataset that combines social media data from Facebook, Twitter, and YouTube with customer satisfaction, brand value, and advertising expenses. We find that user-generated content has a stronger effect on customer satisfaction than marketer-generated content. We also find that YouTube is the most effective platform for user generated content. Interestingly, we find that the effects of marketer-generated content depend on the brand’s corporate reputation. In other words, more reputable brands can leverage their marketer-generated content more effectively.

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“…Previous work on OCRs has documented that the credibility of OCRs positively affects consumer purchasing of recommended products ( Cheung et al, 2009 ; Yan et al, 2016 , 2018 ; Grewal and Stephen, 2019 ). To lower the risks of purchasing products on electronic platforms, consumers generally resort to OCRs with a high level of credibility when making purchase decisions ( Riley et al, 1954 ; Mcknight and Kacmar, 2006 ; Park et al, 2014 ). However, given that OCRs are posted online by strangers in most cases and that large volumes of OCRs are available, it is challenging for consumers to assess the credibility of OCRs ( Metzger, 2007 ; Cheung and Thadani, 2012 ; Park et al, 2013 ; Reyes-Menendez et al, 2019a ).…”

Section: Introductionmentioning

confidence: 99%

The Effect of Reviewers’ Self-Disclosure of Personal Review Record on Consumer Purchase Decisions: An ERPs Investigation

Liu

et al. 2021

Front. Psychol.

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Personal review record, as a form of personally identifiable information, refers to the past review information of a reviewer. The disclosure of reviewers’ personal information on electronic commerce websites has been found to substantially impact consumers’ perception regarding the credibility of online reviews. However, personal review record has received little attention in prior research. The current study investigated whether the disclosure of personal review record influenced consumers’ information processing and decision making by adopting event-related potentials (ERPs) measures, as ERPs allow for a nuanced examination of the neural mechanisms that underlie cognitive processes. At the behavioral level, we found that the purchase rate was higher and that the reaction time was shorter when the review record was disclosed (vs. when it was not), indicating that the disclosed condition was more favorable to the participants. Moreover, ERPs data showed that the disclosed condition induced an attenuated N400 component and an increased LPP component relative to the undisclosed condition, suggesting that the former condition gave rise to less cognitive and emotional conflict and to more positive evaluations. Thus, by elucidating potential cognitive and neural underpinnings, this study demonstrates the positive impact of reviewers’ disclosure of personal review record on consumers’ purchase decisions.

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Communication and Persuasion: Psychological Studies of Opinion Change.

Cited by 225 publications

References 0 publications

Design for Sustainability: The Effect of Lettering Case on Environmental Concern from a Green Advertising Perspective

Design for Sustainability: The Effect of Lettering Case on Environmental Concern from a Green Advertising Perspective

How Social Media Impacts Brand Value: The Mediating Role of Customer Satisfaction

The Effect of Reviewers’ Self-Disclosure of Personal Review Record on Consumer Purchase Decisions: An ERPs Investigation

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