How leaders are persuaded: An elaboration likelihood model of voice endorsement

Organizations need both employee voice and managerial endorsement to ensure high-quality decision-making and achieve organizational effectiveness. However, a preponderance of voice research focuses on employee voice with little attention paid to voice endorsement. Building on the social persuasion theory of the elaboration likelihood model, we systematically examine the sender and receiver determinants of voice endorsement and how the interplay of those determinants affects voice endorsement. By empirically analyzing 168 paired samples, we find that issue-relevant information, i.e., voicer credibility, has a positive effect on voice endorsement and matters most when leaders have high felt obligation. The results also show that the peripheral cue used in the study, i.e., positive mood, has a positive effect on voice endorsement and matters most when leaders have low felt obligation or low cognitive flexibility. We discuss the contributions of these findings and highlight limitations and directions for future research.

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Can Government Public Communications Elicit Undue Trust? Exploring the Interaction between Symbols and Substantive Information in Communications

Journal of Public Administration Research and Theory ◽

10.1093/jopart/muz013 ◽

2019 ◽

Vol 30 (1) ◽

pp. 77-95 ◽

Cited By ~ 3

Author(s):

Saar Alon-Barkat

Keyword(s):

Elaboration Likelihood Model ◽

Elaboration Likelihood ◽

Survey Experiment ◽

Environment Protection ◽

Symbolic Communication ◽

Democratic Responsiveness ◽

The Social ◽

Negative Effect ◽

Likelihood Model ◽

Large Survey

Abstract Effective public communications have been proposed as a remedy for citizens’ distrust in government. Recent studies pointed to the emotional effect of symbolic elements, entangled in government public communications (e.g., logos, images, and celebrities). Still, they did not examine the interaction between these symbols and the substantive information in communications about bureaucracies’ performance and policies. Exploring this interaction is important for understanding the theoretical mechanisms underlying the effect of symbolic communication on citizens’ trust. Also, it is essential to assess symbols’ potency to unduly compensate for unfavorable or logically unpersuasive information, and enable public organizations to escape justified public criticism. Building on the social psychology Elaboration Likelihood Model, I theorize that symbols may increase citizens’ trust by conducing citizens to pay less attention to logically unpersuasive information, and thus offsetting its negative effect. I test this indirect mechanism via a large survey experiment, focusing on the Israeli Environment Protection Ministry. The experimental results support the research hypotheses and suggest that the effect of symbolic elements is stronger when communications include logically unpersuasive information. I discuss the implications of these findings for democratic responsiveness and accountability.

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Deliberative vs Disingenuous Subjects on the Social Desirability of Need for Cognition

Perceptual and Motor Skills ◽

10.2466/pms.1993.77.1.95 ◽

1993 ◽

Vol 77 (1) ◽

pp. 95-98 ◽

Cited By ~ 1

Author(s):

James M. Hunt ◽

Anindya Chatterjee ◽

Jerome B. Kernan

Keyword(s):

Social Desirability ◽

Attitude Change ◽

Need For Cognition ◽

Elaboration Likelihood Model ◽

Short Version ◽

Elaboration Likelihood ◽

Individual Difference Variable ◽

The Social ◽

Likelihood Model ◽

Cognition Scale

Petty and Cacioppo's need for cognition scale (NCS)—both long version and short version—correlated significantly with the social desirability scale of Crowne and Marlowe. Inasmuch as need for cognition is an important individual-difference variable in Petty and Cacioppo's elaboration likelihood model of attitude change, caution seems warranted whenever this model is used in settings associated with cognitive achievement, lest subjects disingenuously feign cognitive need in a socially desirable attempt to appear “smart” or deliberative.

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

Prologia ◽

10.24912/pr.v5i2.10218 ◽

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.

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Public Interest Communications: A Social Psychological Perspective

The Journal of Public Interest Communications ◽

10.32473/jpic.v1.i1.p57 ◽

2017 ◽

Vol 1 (1) ◽

pp. 57 ◽

Cited By ~ 3

Author(s):

Viviane Seyranian

Keyword(s):

Public Interest ◽

Social Identity Theory ◽

Elaboration Likelihood Model ◽

Elaboration Likelihood ◽

Social Psychological ◽

Minority Influence ◽

The Public ◽

The Social ◽

Likelihood Model ◽

Social Psychological Perspective

Public interest communications sheds light on how leaders and groups can optimize their social change efforts through strategic and science-based communication that serves the public good. This article examines how insights from the social psychological fields of social influence and intergroup relations can inform public interest communications, drawing on the Elaboration Likelihood Model, the Context-Comparison Model, majority and minority influence processes, and Social Identity Theory. Overall, these social psychological insights could be applied to advance both the research agendas and the practice of the growing discipline of public interest communications.

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DOES THE NEED FOR COGNITION, NEED FOR AFFECT AND PERCEIVED HUMOUR INFLUENCE CONSUMERS’ ATTITUDES TOWARDS THE ADVERTISED BRANDS?

International Journal of Management Studies ◽

10.32890/ijms.26.2.2019.10517 ◽

2020 ◽

Author(s):

Hafizah Omar Zaki ◽

Yusniza Kamarulzaman ◽

Mozard Mohtar

Keyword(s):

Need For Cognition ◽

Elaboration Likelihood Model ◽

Brand Attitude ◽

Future Research ◽

Elaboration Likelihood ◽

Message Processing ◽

Treatment Groups ◽

Processing Theory ◽

Likelihood Model ◽

Need For Affect

Cognition has long been known as a mechanism to process message besides forming desirable attitude. However, the engagement of emotions that has been limited in its discussions to the message processing theory such as the Elaboration Likelihood Model (ELM) could also function as influencer to message processing and contributor to attitude formation. Hence, the purpose of this research is to examine the effects of need for cognition (NFC), need for affect (NFA) and perceived humour on consumers’ attitude towards the brands advertised. The research engaged three main studies and has adopted a quantitative basic experimental design with a random selection and distribution of participants into treatment groups. Result of study 1 showed that advertising attitude mediates between NFC and brand attitude. Study 2 found that NFA moderates between NFC and brand attitude. Study 3 revealed that NFA moderates between perceived humour and brand attitude. Finally, the results also determined that NFC, NFA, and perceived humour influence the processing of advertising message in the low and high involvement conditions of message elaborations. The findings encourage future researchers to further assess consumers’ attitude towards brand in various advertising contexts in more detail. The study contributes to the advertising guidelines for advertising firms and policy makers. In addition, the study contributes to the theoretical establishment of the Elaboration Likelihood Model (ELM) that can be used for future research extension. Keywords: Brand attitude, involvement, need for cognition, need for affect, perceived humour.

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The Elaboration Likelihood Model: A Meta-Theory for Synthesizing Auditor Judgment and Decision-Making Research

Auditing A Journal of Practice & Theory ◽

10.2308/ajpt-52018 ◽

2018 ◽

Vol 37 (4) ◽

pp. 169-186 ◽

Cited By ~ 5

Author(s):

Emily E. Griffith ◽

Christine J. Nolder ◽

Richard E. Petty

Keyword(s):

Decision Making ◽

Elaboration Likelihood Model ◽

Judgment And Decision Making ◽

Future Research ◽

Elaboration Likelihood ◽

Auditor Judgment ◽

Motivational Interventions ◽

Two Samples ◽

Likelihood Model ◽

History Of

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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The e-learning persuasion through gamification: an elaboration likelihood model perspective

Young Consumers Insight and Ideas for Responsible Marketers ◽

10.1108/yc-08-2020-1201 ◽

2020 ◽

Vol ahead-of-print (ahead-of-print) ◽

Author(s):

Nirma Sadamali Jayawardena

Keyword(s):

Social Psychology ◽

Conceptual Model ◽

Elaboration Likelihood Model ◽

Elaboration Likelihood ◽

Content Type ◽

The Social ◽

Likelihood Model ◽

E Learning ◽

Psychology Theory ◽

Theoretical Paper

Purpose The purpose of this theoretical paper is to introduce a conceptual model to investigate e-learning persuasion through gamification elements using the social psychology theory of elaboration likelihood model (ELM). Design/methodology/approach The author systematically reviewed several theoretical and empirical papers which applied the ELM in various settings. Based on the literature, the author identified six research prepositions which facilitate to investigate e-learning persuasion through gamification. Findings This study contributes to the existing literature by identifying an ELM-based conceptual model which can be used to empirically investigate the e-learning persuasion using gamification elements. Accordingly, the central route persuasion could be conducted through argument quality, demographic differences and technology context facilitated through gamification elements. The peripheral route persuasion could be conducted through variables such as source credibility, social presence and message content. Practical implications This study contributes important findings to the e-learning research by introducing a conceptual model–based on the social psychology theory of ELM. Thereby, this study introduces a method for the future researchers, to investigate the e-learning persuasion using gamification elements. Further, future researchers can use this model to investigate the e-learning persuasion through gamification in different contexts including primary, secondary and tertiary educational levels. Originality/value To the best of the author’s knowledge, this study can be considered as the first theoretical paper which developed an ELM-based conceptual model to investigate the e-learning persuasion through gamification in education context.

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