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

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.

Investigating the nexus between the types of advertising messages and customer engagement: Do customer involvement and generations matter?

Through the theoretical lenses of the Elaboration likelihood model, this research develops an experimental study to examine the cause-and-effect relationship of two advertising message types, drawn from the two routes of persuasion (peripheral route and central route), on consumers’ online brand-related activities (COBRAs) and its three key behavioral types of customer engagement, namely, consuming, contributing, and creating. The moderating effect of generations and the mediating role of personal relevance (involvement) were investigated in the proposed research model. Drawing on a sample of 202 students from a University in North Cyprus, the results of the study revealed that consumer engagement level differs between the two message types, in particular, when the cognitive copy ad is shown, the three COBRA engagement levels tend to be higher than when the emotional copy is given. The findings indicate different levels of personal relevance between the two messages with higher involvement in the cognitive appeal. Further, consumer generation served as a moderator in the study, and that people from generations X, Y, and Z evaluated the advertising stimulus differently. The findings of this research extend the literature with theoretical and managerial contributions to social media marketing.

Investigating the nexus between the types of advertising messages and customer engagement: Do customer involvement and generations matter?

Through the theoretical lenses of the Elaboration likelihood model, this research develops an experimental study to examine the cause-and-effect relationship of two advertising message types, drawn from the two routes of persuasion (peripheral route and central route), on consumers’ online brand-related activities (COBRAs) and its three key behavioral types of customer engagement, namely, consuming, contributing, and creating. The moderating effect of generations and the mediating role of personal relevance (involvement) were investigated in the proposed research model. Drawing on a sample of 202 students from a University in North Cyprus, the results of the study revealed that consumer engagement level differs between the two message types, in particular, when the cognitive copy ad is shown, the three COBRA engagement levels tend to be higher than when the emotional copy is given. The findings indicate different levels of personal relevance between the two messages with higher involvement in the cognitive appeal. Further, consumer generation served as a moderator in the study, and that people from generations X, Y, and Z evaluated the advertising stimulus differently. The findings of this research extend the literature with theoretical and managerial contributions to social media marketing.

Social influence and external feedback control in humans

This article aimed to describe social influence by elucidating the cognitive, affective, and motivational processes present when an individual is confronted with an influence attempt. We hypothesized that these processes are part of a feedback loop system in an individual, which entails a situation (input), a goal state (reference), a comparator, a selection mechanism, a feedback predictor, and an action (output). Each element can become the target of social influence. We aimed to classify/explain different social influences by how these elements are targeted. Trying to persuade another person with strong arguments (i.e., the “central route,” according to the Elaboration Likelihood Model) denotes targeting the goal state of the affected individual; coercion targets the selection mechanism; and violence targets action. Summarizing, the present framework aims to categorize, order, and explain phenomena in social influence research using a feedback loop framework focusing on the influenced individual.

Potential mammalian species for investigating the past connections between Amazonia and the Atlantic Forest

Much evidence suggests that Amazonia and the Atlantic Forest were connected through at least three dispersion routes in the past: the Eastern route, the central route, and the Western route. However, few studies have assessed the use of these routes based on multiple species. Here we present a compilation of mammal species that potentially have dispersed between the two forest regions and which may serve to investigate these connections. We evaluate the present-day geographic distributions of mammals occurring in both Amazonia and the Atlantic Forest and the likely connective routes between these forests. We classified the species per habitat occupancy (strict forest specialists, species that prefer forest habitat, or generalists) and compiled the genetic data available for each species. We found 127 mammalian species presently occurring in both Amazonia and the Atlantic Forest for which, substantial genetic data was available. Hence, highlighting their potential for phylogeographic studies investigating the past connections between the two forests. Differently from what was previously proposed, the present-day geographic distribution of mammal species found in both Amazonia and the Atlantic Forest points to more species in the eastern portion of the dry diagonal (and adjoining forested habitats). The Central route was associated with the second most species. Although it remains to be seen how this present-day geography reflects the paleo dispersal routes, our results show the potential of using mammal species to investigate and bring new insights about the past connections between Amazonia and the Atlantic Forest.

The Ethnic Dilemma in Balochistan with More Focusing Upon Intra-Provincial Conflicts under CPEC Scenario

Balochistan exists in a state of conflict since the partition but, initially, the nature of the conflict was based upon the future of princely states that led to the insurgency against the federation of Pakistan in 1948, 1958, and 1963. After the emergence of Balochistan as a full province, the nature of conflict shifted towards Baloch ethnic nationalism that directed insurgencies during 1973 and 2004. The government of Pakistan claims that all the waves of insurgencies have huge foreign funding by rival states. While the concerns of major powers on re-constructing Kasghar-Gwadar Road plan 2004 (renamed as China-Pakistan Economic Corridor [CPEC] in 2013) triggered Baloch ethnic nationalism and already existed intra-provincial conflicts once again that led Pashtun-Brahui, Brahui-Baloch, and Baloch-Pashtun differences. However, a detailed briefing by Chinese Ambassador Zhao Lijian has undermined all the concerns of ethnic communities in entire Pakistan including Balochistan. However, there are still some voices for insecurity and predicted economic deprivation in the province. This study tries to describe the history of ethnic dilemma in Balochistan along with demographic structure, CPEC related projects in the province, and the rival states’ nexus for triggering ethnonational separatism and intra-provincial conflicts against Pakistan. While the issue is rising by Baloch nationalists regarding preferring the eastern, western, or central route of CPEC is being discussed in the last.

The role of social trust in reward crowdfunding campaigns’ design and success

Trust is critical for successful participation in online marketplaces. In crowdfunding, fundraisers seek to win the trust of potential supporters towards contributing to their projects despite risks of non-delivery or deviations from campaign promises. This study explores how cultural differences in social trust proclivities influence reward crowdfunding campaign design and success. Specifically, we analyze data about 700 campaigns from a relatively high social trust society (HTS) – Finland, and 700 campaigns from a relatively low social trust society (LTS) – Poland. We find that sharing campaign information via social media is positively associated with campaign success in both contexts. Building on the Elaboration Likelihood Model, we show that central route cues to persuasion are more prevalent in campaigns from LTS vs. HTS, and that some peripheral cues are more prevalent in campaigns from HTS than LTS. Finally, we find partial support that central route cues are more important for campaign success in LTS.

Potential mammalian species for investigating the past connections between Amazonia and the Atlantic Forest

Much evidence suggests that Amazonia and the Atlantic Forest were connected through at least three dispersion routes in the past: the northeast route, the central route, and the southeast-northwest route. According to previous studies, the southeast-northwest route would have been the most frequently used. However, few studies have assessed the use of these routes based on multiple species. Here we present a compilation of potential mammal species that could have dispersed between the two forest regions to investigate these connections. We evaluate the geographic distributions of mammals occurring in both Amazonia and the Atlantic Forest and the likely connective routes between these forests. We classified the species per habitat occupancy (strict forest specialists, species that prefer forest, or generalists) and compiled the genetic data available for each species to evaluate their potential for phylogeographic studies focusing on genetic exchange between the two forest regions. We found 127 mammalian species occurring in both Amazonia and the Atlantic Forest for which significant genetic data was available. Hence, highlighting their potential for phylogeographic studies investigating the past connections between the two forests. Differently from what was previously proposed, the northeast route showed evidence of past use by more mammal species than the remaining two routes. The central route would have been the second most important in terms of species. Our results show the potential of using mammal species to investigate and bring new insights about the past connections between Amazonia and the Atlantic Forest.