The Persuasive Route to Sustainable Mobility: Elaboration Likelihood Model and Emotions predict Implicit Attitudes

2019 ◽  
Vol 52 (8) ◽  
pp. 830-860 ◽  
Author(s):  
Sara Manca ◽  
Gianmarco Altoè ◽  
P. Wesley Schultz ◽  
Ferdinando Fornara
Keyword(s):  
Implicit Attitudes ◽  
Elaboration Likelihood Model ◽  
Persuasive Communication ◽  
Elaboration Likelihood ◽  
Sustainable Transport ◽  
Sustainable Mobility ◽  
Measured Variable ◽  
Argument Quality ◽  
Source Expertise ◽  
Likelihood Model

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.

Persuasive Communication from a Military Force to Local Civilians

2016 ◽  
Vol 8 (2) ◽  
pp. 21-34 ◽  
Author(s):  
Jean-Yves Bergier ◽  
Colette Faucher
Keyword(s):  
Elaboration Likelihood Model ◽  
Dual Process ◽  
Persuasive Communication ◽  
Elaboration Likelihood ◽  
Message Processing ◽  
Military Force ◽  
Asymmetric Conflicts ◽  
Likelihood Model ◽  
Specific Factors ◽  
Psychological Operations

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.

The Effect of Herding Behaviors on Dual-Route Processing of Communications Aimed at Tourism Crowdfunding Ventures

2020 ◽  
pp. 004728752091951 ◽  
Author(s):  
Myung Ja Kim ◽  
James F. Petrick
Keyword(s):  
Source Credibility ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Herding Behavior ◽  
Substantial Impact ◽  
Argument Quality ◽  
Persuasive Communications ◽  
Likelihood Model ◽  
Dual Route

Communications can be integral in persuading funders to invest in visitor economy crowdfunding. Despite the important role of diverse communications on consumer persuasion, research on the effectiveness of persuasive communications related to crowdfunding ventures has been limited. To bridge the gap, this study aims to verify an elaboration likelihood model to better understand the role of dual-route persuasive communications. Seven hypotheses related to argument quality, source credibility, benefit of crowdfunding, attachment to fundraiser and platform, and continued crowdfunding were examined, using herding behavior as a moderator. The findings revealed that argument quality had a substantial impact on benefit. Further, source credibility was found to have positive impacts on benefit and attachment; benefit had a significant effect on attachment and continued crowdfunding, and attachment had the strongest influence on continued crowdfunding. Additionally, herding behavior was found to moderate five of the six hypotheses.

scholarly journals Pengaruh Komunikasi Persuasif Melalui Fitur Shopee Live Terhadap Keputusan Pembelian (Studi Pada Followers Lilybelleclothing di Aplikasi Shopee)

Prologia ◽  
2021 ◽  
Vol 5 (2) ◽  
pp. 382
Author(s):  
Ellyvia Jesslyn Surianto ◽  
Lusia Savitri Setyo Utami
Keyword(s):  
Social Sciences ◽  
Elaboration Likelihood Model ◽  
Persuasive Communication ◽  
Coefficient Of Determination ◽  
Elaboration Likelihood ◽  
Purchasing Decisions ◽  
Test Technique ◽  
Purposive Sampling ◽  
The Social ◽  
Likelihood Model

Lilybelleclothing is a fashion online shop especially for women that has been around for a long time since 2015 with a total of 109.8 thousand Shopee followers. Lilybelleclothing has succeeded in getting a turnover of up to 100 million per month by utilizing current developments, namely through Shopee Live. This study aims to determine the effect of persuasive communication through the Shopee Live feature on purchasing decisions (a study on the Followers Online Shop Lilybelleclothing in the Shopee application with two research variables, persuasive communication and purchase decisions and using the Elaboration Likelihood Model. Data processing and analysis techniques in this study used normality test technique, t test, analysis of the coefficient of determination, and simple linear regression test using SPSS application (Statistical Package for the Social Sciences) for Windows 2. The research was conducted by distributing questionnaires to 100 samples of Lilybelleclothing's followers through a purposive sampling method. The results showed that the dimensions of communicator credibility (variable x) were the most influencing and the dimension of purchase time (variable y) was the most influenced in this study. So based on the correlation coefficient test, it was found that the figure was 59.8%. influence of persuasive communication on the purchasing decisions of Shopee Lilybelleclothing followers.Lilybelleclothing merupakan online shop fashion khususnya untuk wanita yang telah lama berdiri sejak tahun 2015 dengan jumlah pengikut Shopee sebesar 109,8 ribu. Lilybelleclothing berhasil memperoleh omset mencapai 100 juta perbulan dengan memanfaatkan perkembangan zaman saat ini yaitu melalui Shopee Live. Penelitian ini bertujuan untuk mengetahui Pengaruh Komunikasi Persuasif melalui Fitur Shopee Live Terhadap Keputusan Pembelian (Studi pada Followers Online ShopLilybelleclothing di Aplikasi Shopee dengan dua variabel penelitian komunikasi persuasif dan keputusan pembelian serta menggunakan Elaboration Likelihood Model. Teknik pengolahan dan analisis data dalam penelitian ini menggunakan uji normalitas, uji t, uji koefisien korelasi, dan uji regresi linear sederhana  dengan aplikasi SPSS (Statistical Package for the Social Sciences) for windows 2 . Penelitian dilakukan dengan menyebarkan kuesioner kepada 100 sampel followers Lilybelleclothing melalui metode purposive sampling. Hasil penelitian menunjukkan bahwa dimensi kredibilitas komunikator (variabel x) paling mempengaruhi dan dimensi waktu pembelian (variabel y) paling dipengaruhi pada penelitian ini. Maka berdasarkan uji koefisien korelasi ditemukan angka sebesar 59,8% pengaruh komunikasi persuasif terhadap keputusan pembelian followers Shopee Lilybelleclothing.

Consumers’ Trust in Persuasion: Objective Versus Biased Elaboration Likelihood in China’s E-Commerce Advertising

2021 ◽  
pp. 107769902110453
Author(s):  
Fengyi Deng ◽  
Heshui Huang ◽  
Hong Cheng
Keyword(s):  
Purchase Intention ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Initial Trust ◽  
Argument Quality ◽  
Likelihood Model ◽  
Central Route

Based on the elaboration likelihood model (ELM), this study examined the role of consumers’ initial trust in the persuasion process in e-commerce advertising in China. The results of two experiments revealed two significant moderators of the central route for processing of information: the disposition to trust (negative moderator) and institution-based trust (IBT; positive moderator). Specifically, low disposition to trust strengthened the influence of argument quality on consumers’ product attitude and purchase intention. The same effect occurred under conditions of high IBT. However, when it came to the peripheral route, the effects of disposition to trust and IBT were not significant.

scholarly journals Analisis Pesan Persuasif Kelompok Cyberprotest di Twitter

2020 ◽  
Vol 4 (1) ◽  
pp. 182
Author(s):  
Vinisa Nurul Aisyah
Keyword(s):  
Elaboration Likelihood Model ◽  
Persuasive Communication ◽  
Elaboration Likelihood ◽  
Analysis Method ◽  
Persuasive Messages ◽  
Content Analysis Method ◽  
Communication Space ◽  
Likelihood Model ◽  
Type Interaction ◽  
Argument Type

This study analysed persuasive messages by cyberprotest group on Twitter, especially in the case of Jaringan Masyarakat Peduli Pegunungan Kendeng (JMPPK) Rembang. Persuasive messages on Twitter were identified based on argument type, interaction type, and messages format. This study used elaboration likelihood model and quantitative content analysis method. The result of the study indicated that Twitter could be used as a persuasive communication space for protest groups. Central and peripheral route were facilitated by the features provided by Twitter.

Persuasive Communication From a Military Force to Local Civilians

2018 ◽  
pp. 222-236
Author(s):  
Jean-Yves Bergier ◽  
Colette Faucher
Keyword(s):  
Elaboration Likelihood Model ◽  
Dual Process ◽  
Persuasive Communication ◽  
Elaboration Likelihood ◽  
Message Processing ◽  
Military Force ◽  
Asymmetric Conflicts ◽  
Likelihood Model ◽  
Specific Factors ◽  
Psychological Operations

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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