The Effects of Controlling Language and Message Orientation on Pro-environmental Behavioral Intentions in Environmental Communication : Focusing on the Moderation Effects of Issue Involvement and the Mediation Effects of Psychological Reactance

2018 ◽  
Vol 116 ◽  
pp. 138-179
Author(s):  
Haein Kim ◽  
Yungwook Kim
Keyword(s):  
Behavioral Intentions ◽  
Environmental Communication ◽  
Psychological Reactance ◽  
Mediation Effects ◽  
Moderation Effects ◽  
Issue Involvement

Source Effects on Psychological Reactance to Regulatory Policies: The Role of Trust and Similarity

2018 ◽  
Vol 40 (5) ◽  
pp. 591-620 ◽  
Author(s):  
Hwanseok Song ◽  
Katherine A. McComas ◽  
Krysten L. Schuler
Keyword(s):  
Experimental Study ◽  
Risk Reduction ◽  
Indirect Effect ◽  
Behavioral Intentions ◽  
Psychological Reactance ◽  
Source Effects ◽  
Regulatory Policies ◽  
Message Source ◽  
Different Sources

Efforts to communicate risk reduction policies must consider how target audiences will respond to the source of the message. This study investigates how modifying the message source enhances or diminishes psychological reactance against a policy designed to curb a wildlife disease. In an experimental study, we attributed a press release announcing this policy to different sources. We found that the source had an indirect effect on reactance, which subsequently affected attitudes toward the policy and behavioral intentions. Specifically, the more similar and trustworthy participants perceived the source, the less likely the source was to induce freedom threat or reactance.

Exploring SMEs' behavioral intentions of participating in platform-based innovation ecosystems

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
FenfenWei ◽  
Nanping Feng ◽  
Jinqi Xue ◽  
Ruxiang Zhao ◽  
Shanlin Yang
Keyword(s):  
Behavioral Intentions ◽  
Structural Equation ◽  
Design Methodology ◽  
Subjective Norms ◽  
Perceived Usefulness ◽  
Equation Modeling ◽  
Mediation Effects ◽  
Content Type ◽  
Innovation Ecosystems ◽  
Behavior Theories

PurposeSmall- and-medium sized enterprises (SMEs) significantly contribute to the success of platform-based innovation ecosystems (PIEs). However, less is known about their behaviors and behavioral intentions (BIs) toward participating in PIEs. Considering that SMEs' BIs directly influence their behaviors and reveal the underlying logic of their behaviors, this study, therefore, focuses on SMEs' BIs and explores the antecedents to reveal the rational effects on BIs of the participation.Design/methodology/approachAn extended framework is proposed to understand SMEs' BIs toward the participation and empirically tested with data from a sample of 189 Chinese SMEs based on partial least squares structural equation modeling (PLS-SEM).FindingsThe results show that (1) the framework has a good fit in the context of PIEs and a large predictability of SMEs' BIs toward the participation; (2) as expected, SMEs' BIs are directly positively affected by their attitudes (ATTs), subjective norms (SNs) and platform leaders (PLs), while indirectly positively influenced by perceived usefulness (PU) and ease and negatively influenced by perceived risks (PRs) via mediation effects and (3) surprisingly, BIs are directly negatively affected by platforms probably because of the potential collaborative risks based on platforms.Originality/valueThis study enriches PIE literature by focusing on complementors and proposing a framework of SMEs' BI toward joining PIEs, and it also expands the application of BI–behavior theories in the context of PIEs by offering a BI–behavior perspective to analyze the rational logic of SMEs' behaviors of participating to PIEs. Practically, the main findings not only benefit SMEs to better understand their BIs and to make a wise choice toward the participation, but provide implications for PLs to proactively design interventions for attracting SMEs’ complementors.

If Childish Gambino Cares, I Care: Celebrity Endorsements and Psychological Reactance to Social Marketing Messages

2020 ◽  
Vol 26 (2) ◽  
pp. 80-92
Author(s):  
Stephanie Schartel Dunn ◽  
Gwendelyn Nisbett
Keyword(s):  
Behavior Change ◽  
Social Marketing ◽  
Behavioral Intentions ◽  
Source Credibility ◽  
Psychological Reactance ◽  
Heuristic Evaluation ◽  
Persuasive Messages ◽  
Message Source ◽  
Positive Message ◽  
The Impact

Background: Increasingly, celebrities are used as spokespeople for nearly all types of marketing. Endorsements can build positive celebrity-brand associations, resulting in favorable brand, product, or issue knowledge. Focus of the Article: This project examines the impact of celebrity influence in social marketing campaigns. Source and receiver characteristics are used to explore how people react to such persuasive messages from celebrities and how those reactions influence behavior. Research Question: Do race (RQ1) and gender (RQ2) of celebrity influence perceptions of (a) credibility, (b) similarity, and (c) heuristic evaluation? How do these factors influence message evaluation (RQ3)? Perceptions of (a) source credibility and (b) similarity as well as (c) heuristic evaluations will increase positive message evaluations (H1). Such positive message evaluations will increase behavioral intentions (H4). Level of (a) perceived source credibility, (b) perceived similarity, and (c) heuristic evaluation of a message is negatively related to message reactance (H2). The level of psychological reactance to a message source is negatively related to behavioral intent related to the message topic (H3). Importance to the Social Marketing Field: The objective of this study is to better understand how characteristics of celebrities, perceptions of the celebrities, and psychological barriers impact intended behavior change attributed to a social marketing message. Because social marketing seeks behavior change as part of an exchange with the targeted audiences, this study contributes a basic understanding of how attributes of the speaker impact social marketing effectiveness. Methods: An experiment was conducted ( N = 798) comparing how persuasive messages from celebrities of different genders and races are perceived. Results: Results indicate that there are significant differences in how persuasive messages from female celebrities are received as compared to messages from male celebrities. Further, race was shown to play a role in feelings of psychological reactance in response to the persuasive messages. Recommendations for Research of Practice: Results suggests marketers should seek out celebrity spokespeople who have the ability to be well-liked by members of the targeted market. The desire to identify with the message source can be a significant enough benefit to inspire behavior change. Having a spokesperson the audience wants to align themselves with is positively correlated with behavioral intentions.

“It’s Global Warming, Stupid”: Aggressive Communication Styles and Political Ideology in Science Blog Debates About Climate Change

2020 ◽  
Vol 97 (4) ◽  
pp. 1003-1025
Author(s):  
Shupei Yuan ◽  
Hang Lu
Keyword(s):  
Political Ideology ◽  
Behavioral Intentions ◽  
Psychological Reactance ◽  
Communication Styles ◽  
Expectancy Violation ◽  
Important Mediator ◽  
Aggressive Communication ◽  
Underlying Mechanisms ◽  
Violation Of Expectation ◽  
Moderating Role

The current study examined the effects of aggressive communication styles on individuals’ pro-environmental behavioral intentions. Two underlying mechanisms—psychological reactance and expectancy violation—as well as the moderating role played by political ideology were investigated. An online experiment ( N = 423) was conducted and the results showed that more aggressive style was more likely to trigger psychological reactance and violation of expectation, liberals responded more negatively to the aggressive message than conservatives, and expectancy violation was an important mediator. The findings provide explanations for how communication styles affect individuals’ information processing and offer implications regarding selecting communication styles wisely.

Mediation and moderation in ratings of hostile jokes by men and women

2012 ◽  
Vol 25 (1) ◽  
Author(s):  
Millicent H. Abel ◽  
Jason Flick
Keyword(s):  
Sex Differences ◽  
Same Sex ◽  
Mediation Effects ◽  
Men And Women ◽  
Moderation Effect ◽  
Moderation Effects ◽  
Masculinity And Femininity ◽  
Opposite Sex ◽  
Mediation And Moderation

AbstractTwo studies were conducted to examine sex differences in enjoyment of hostile jokes targeting men and women with a focus on examining mediation effects of masculinity and femininity and moderation effects of the jokes' offensiveness. These studies continued to support men and women enjoying jokes targeting the opposite sex more so than jokes targeting the same sex. However, in Study 1, masculinity and femininity mediated these differences for men with higher masculinity related to greater enjoyment of the female hostile jokes and higher femininity related to greater enjoyment of the male hostile jokes. Masculinity alone mediated the differences for women with higher masculinity related to greater enjoyment of the female-targeted jokes and yet, no relationship existed with femininity. In Study 2, both men and women rated the female-targeted jokes as more offensive than the male-targeted jokes. A moderation effect for the jokes' offensiveness occurred for women who rated highly offensive male-targeted jokes funnier than highly offensive female-targeted jokes. No effect for offensiveness occurred for men; men rated both offensive female-targeted and male-targeted jokes equally funny even though they rated the female jokes as more offensive.

Exploring how digital kiosk customer experience enhances shopping value, self-mental imagery and behavioral responses

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Aurély Lao ◽  
Mariana Vlad ◽  
Annabel Martin
Keyword(s):  
Mental Imagery ◽  
Behavioral Intentions ◽  
New Technologies ◽  
Empirical Studies ◽  
Behavioral Responses ◽  
Customer Experience ◽  
Mediating Effect ◽  
Mediation Effects ◽  
Content Type ◽  
Mediating Role

PurposeThis research analyzes how the dimensions of the customer experience derived from using a digital kiosk during the store visit influence shopping value, self-mental imagery and the behavioral intentions of buying and word of mouth. Mediation effects of utilitarian, hedonic and social shopping values are examined, as well as the mediating effect of self-mental imagery.Design/methodology/approachTwo empirical studies were conducted to test the research hypotheses. A first analysis was carried out using a sample of 115 customers from several retail sectors. For the second study, 200 customers of one of the largest international sporting goods retailers were interviewed immediately after their store visit.FindingsThe results confirm significant influences of each dimension of the digital kiosk customer experience (sensorial, pragmatic, cognitive, social) on shopping value and self-mental imagery. They highlight strongest effects as well as the quasi-generalized mediating role of these values, and this self-mental imagery in the relations between the components of the experience and the behavioral intentions.Research limitations/implicationsThe studies were carried out in only one country (France). It would be also useful to consider variations in shopping motives and in involvement between retail sectors. Highlighted relationships should be deepened by experiments intended to identify the psychological mechanisms and emotions capable of mediating influences of customer experience on shopping value.Practical implicationsThe results encourage both advice on the design of digital kiosks and the specifications of their content and several recommendations about the widespread introduction of kiosks or similar new technologies.Originality/valueThis research highlights influences of each of components of customer experience when using an interactive kiosk on shopping values and self-mental imagery, and central roles of these in understanding influences of the customer experience on behavioral responses.

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