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

2018 ◽  
Vol 37 (4) ◽  
pp. 169-186 ◽  
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.

scholarly journals Music and Its Familiarity Affection on Audience Decision Making

2019 ◽  
Vol 11 (1A) ◽  
pp. 70
Author(s):  
Syazwani Mahsal Khan ◽  
Assoc. Prof. Dr. Norsiah Abdul Hamid ◽  
Dr. Sabrina Mohd Rashid
Keyword(s):  
Decision Making ◽  
Thematic Analysis ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Snowball Sampling ◽  
Advertising Industry ◽  
Depth Interview ◽  
Musical Tone ◽  
Likelihood Model ◽  
Study Repetition

<p class="Default"><em>This article discuss a problem regarding the lack of using familiar music and its effect on audience decision making to buy advertised products or services. This study is to help the experts to maintain young audience focus while selling their products or services more effective using the familiar music in the advertisement content. The utilization method used for this study was in-depth interview, involved with ten informants which covered experts from academicians, advertising practitioners and musicians. It based on snowball sampling, because not all these experts have the knowledge on this issue. The Elaboration Likelihood Model was applied to show the process of decision making. Thematic analysis used to analyze two themes emerged from this study; Repetition of Musical Tone as Remembrance. This study may provide contribution in terms of ideas for music and advertising industry producing familiar catchy musical sound for their purpose.</em></p><p class="Default"> </p>

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

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.

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

PLoS ONE ◽  
2021 ◽  
Vol 16 (5) ◽  
pp. e0251850
Author(s):  
Xiaobo Li ◽  
Ting Wu ◽  
Jianhong Ma
Keyword(s):  
Relevant Information ◽  
Elaboration Likelihood Model ◽  
Employee Voice ◽  
Future Research ◽  
Elaboration Likelihood ◽  
Paired Samples ◽  
The Social ◽  
Likelihood Model ◽  
Quality Decision ◽  
Positive Effect

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.

Persuasion: From Single to Multiple to Metacognitive Processes

2008 ◽  
Vol 3 (2) ◽  
pp. 137-147 ◽  
Author(s):  
Richard E. Petty ◽  
Pablo Briñol
Keyword(s):  
Source Credibility ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
New Process ◽  
Main Effect ◽  
Likelihood Model ◽  
History Of ◽  
Primary Cognition ◽  
Empirical Approaches

This article provides a brief overview of major developments in the history of contemporary persuasion theory. The first intuitive and empirical approaches to persuasion were guided by main-effect questions (e.g., are experts more persuasive than nonexperts?). Furthermore, researchers focused on only one process by which variables (e.g., emotion, source credibility) would have an impact (e.g., emotion affected attitudes by classical conditioning). As data began to accumulate, so many new theories and effects were uncovered that the discipline faced collapse from the numerous inconsistencies evident. In response to the reigning confusion of the previous era, contemporary multiprocess theories were proposed (e.g., the elaboration likelihood model). According to these more integrative approaches, any one variable could affect attitudes by different processes in different situations and thereby sometimes produce opposite effects. Finally, we describe the role of a recently discovered new contributor to persuasion: self-validation. Unlike previous mechanisms that focus on primary cognition, this new process emphasizes secondary or meta-cognition.

Music in Advertisement on Social Media Platforms Towards Malaysian Young Consumers’ Decision Making to Purchase

2021 ◽  
Vol 37 (3) ◽  
pp. 1-17
Author(s):  
Syazwani Mahsal Khan ◽  
◽  
Norsiah Abdul Hamid ◽  
Sabrina Mohd Rashid ◽  
◽  
...  
Keyword(s):  
Decision Making ◽  
Social Media ◽  
Information Processing ◽  
Structured Interview ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Snowball Sampling ◽  
Young Consumers ◽  
Likelihood Model ◽  
Social Media Platforms

Advertising is a type of paid media in which people can promote their products and services through mainstream or social media platforms. It turns out to be progressively mainstream as more individuals who are dealing with their own businesses and organisations go to publicising as a stage to get their products or services known by their own consumers. The purpose of this study is to explore how information processing of music affects young consumers’ decision making in social media advertisements. The Elaboration Likelihood Model (ELM) is chosen as a framework to explore how information processed from music influences young consumer’s decision making process. The methodology utilised in this study was in-depth interviews with experts based on snowball sampling. The experts comprise of academicians, advertising professionals and musicians. Semi-structured interview questions were applied in this study. Then, thematic analysis uncovers two emerging themes: consumers’ preferences of products and consumers’ motivation on spending. The findings of this study revealed that information processed from music on advertisements, available on social media platforms, can affect young consumer’s decision making to purchase. This study contributed to our understanding that music used in an advertisement, and in this case on social media, can influence young consumers to develop preference towards the advertised product. This is a subtle approach to influence their decision to purchase products in the future. As a result, they are more likely to engage with upcoming product advertisements. Keywords: Social media advertising, information processing, elaboration likelihood model (ELM), music, decision making.

The elaboration likelihood model, job ads, and application decisions

2004 ◽  
Author(s):  
Jonas William Shultz ◽  
David A. Jones ◽  
Derek S. Chapman
Keyword(s):  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Likelihood Model ◽  
Job Ads
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