Consumer Persuasion Research Articles

The power of perception: how persuasion knowledge and perceived deception in advertisement impact brand-related fake news adoption

Purpose This paper aims to explain how consumer persuasion knowledge and perceived deception in advertisements can influence consumers’ future evaluation of fake news about a brand. Design/methodology/approach This research develops a conceptual model using widely used persuasion knowledge theory and confirmation bias theory. A questionnaire-based online survey (n = 410) was conducted by displaying an advertisement stimulus followed by a fake news stimulus to test the model. Covariance-based structural equation modeling was used to analyze the hypothesized research model. Findings The results demonstrate that consumers with high persuasion knowledge are more likely to trust and adopt fake news about an advertised brand through the mediation of perceived deception in the advertisement. Additionally, perceived deception indirectly affects information adoption through the mediation of news credibility. Practical implications Theoretically, this study contributes to the existing body of literature on advertising deception and fake news. This research also extends theory of persuasion knowledge in understanding adoption of fake news. Practically, this study has significant implications for various stakeholders, including brands, social media corporations and consumers. Originality/value This research adds novel insights in the relationship of consumers’ persuasion knowledge and credibility and adoption of fake news. Furthermore, the investigation of the relationship between the perceived deception in advertising and the adoption of fake news has not been explored, which is also novel.

Online Meal Delivery In Indonesia: Factors Impacting Consumer Persuasion

This study empirically examines the impact of price-savings orientation on utilitarian and hedonic app browsing, as well as the influence of utilitarian app browsing, hedonic app browsing, and social influence on consumer persuasion within the Indonesian online meal delivery app context. Primary data was collected through online questionnaires distributed via Google Forms, utilising purposive sampling criteria explicitly targeting users who had conducted transactions on these platforms. The analysis employed the Structural Equation Model (SEM) with Smart PLS software, revealing significant findings. Price-savings orientation positively affected utilitarian and hedonic app browsing, while utilitarian app browsing and social influence significantly influenced consumer persuasion. Implications suggest that future online meal delivery platform development and marketing should prioritise pricing and social influence. Subsequent research should extend this framework to other digital-based business sectors, focusing on a more diverse range of productive-age respondents.

Being Emotionally Supportive: Exploring the Value of Emotional Appeals Retargeting in Recovering Consumers of Financial Services

This study investigates whether retargeting, an operational approach broadly adopted in traditional retail but underexplored in financial services, is effective in recovering valuable consumers. Whereas informative appeal retargeting operations have been found useful and thus prevalently employed in traditional retail, we propose that emotional appeals retargeting operations should be more effective in successful financial consumer persuasion drawing on the uniqueness of financial services. Particularly, we explore the value of two types of emotional appeals retargeting strategies tailored for financial services: empathetic support and privacy commitment retargeting. Our field experiment involving a microloan platform reveals the effectiveness of emotional appeals retargeting in the financial service market. Specifically, empathetic support retargeting successfully recovers 11.93% of consumers, whereas privacy commitment retargeting recovers 17.27% of consumers. These effects translate to 5.19 and 10.53 percentage-point increases in the rate of return, respectively, over the no-message operation. This study further evaluates the quality of consumers retained by these retargeting strategies and finds that consumers called back by the empathetic support and privacy commitment retargeting present high credibility, with loan approval rates 11.4 and 13.69 percentage points higher than those of nonabandoning consumers, respectively. Accordingly, a more specific retargeting strategy is explored. Our study provides a systematical implication for nascent retargeting operation practices in the financial service market by elucidating the causes and effects of consumer returns.

A Study on the Regulatory Fit Effects of Influencer Types and Message Types

This study compared the persuasive effects of human and virtual influencers. Virtual influencers persuade consumers; however, there is insufficient research on strategies that can elicit consumer responses to them. Additionally, we aimed to verify the impact of information source types and message types (rational/emotional) and the interaction effects of regulatory focus tendencies through consumer attitudes (sharing intention/purchase intention). A survey was conducted with 323 South Korean consumers concerning posts on influencers’ Instagram accounts. The responses were processed through multivariate analysis of covariance. The main effects were significant for both information sources; however, consumers showed greater sharing and purchase intentions after interacting with virtual influencers. In addition, a three-way interaction between the independent variables was confirmed, suggesting that consumer persuasion must account for the information source type, the nature of the message, and consumer tendencies. The study results offer insights for establishing effective message strategies to reach consumers.

Source, message and medium? The role of personal values in forming credibility perceptions of non-sponsored product review videos

PurposeThis paper aims to investigate an integrated, holistic assessment of the characteristics by which consumers judge non-sponsored product review video (PRV) source, message and medium components as credible, and how these are linked to personal values for a deeper understanding of multidimensional credibility assessments of PRVs.Design/methodology/approachEmploying a means-end approach, the authors draw on credibility theory and the persuasion knowledge model to analyse data from 21 in-depth semi-structured laddering interviews.FindingsFirst, the authors demonstrate distinctive contributions of the video modality towards PRV credibility assessments and the interplay between specific PRV characteristics, cognitive and socio-emotional consequences, and personal values in an ongoing process of credibility assessment. Second, high persuasion knowledge creates awareness of the potential phoniness of the market, revealing a dark side to PRV use even in non-sponsored PRV seemingly created and shared as an act of benevolent concern between consumers.Research limitations/implicationsThis paper focused on the credibility of non-sponsored PRVs, future studies might investigate motivations and attributes by which users judge sponsored reviews. Also, the roles of specific product categories and existing brand trust on PRVs credibility provide avenues for further research.Practical implicationsThis research offers practical implications for reviewers and brand managers to leverage the unique informational values of video by focusing on the interplay between credibility attributes and customer values.Originality/valueThis work advances credibility theory in the PRV context by examining how non-sponsored PRVs are evaluated as credible, by highlighting consumer persuasion knowledge and scepticism and including the holistic effects of the interplay between source, message and video format characteristics and by linking these to consumers’ goals and values.

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Objective. The purpose of the article is to study the essence and role of empirical models of consumer persuasion in the advertising activities of tourism enterprises. Achieving the goal involves solving the following tasks: to determine the most effective channels for attracting customers, analyze the models of the hierarchy of reactions to communication with consumers, characterize empirical models of consumer persuasion and prove the feasibility of their use in the advertising activities of tourism enterprises . Methods. Analytical, comparative and historical research methods were used to solve the main tasks. Results. The article considers the essence and role of empirical models of consumer persuasion in the advertising activities of a tourism enterprise. Attention is focused on the need for efforts of a tourism enterprise to understand the psychology of consumers in order to ensure targeted impact on them by advertising means. The theoretical foundations of traditional behavioral theories that study models of persuasion from a psychological perspective are analyzed and empirical models of persuasion are proposed, namely, logical, associative and innovative, since the use of digital technologies allows an integrated approach to the use of the proposed models, which facilitates the choice of channels for distributing advertising and processing information received from consumers.. Scientific novelty. The scientific novelty of the study lies in the development of empirical models of persuasion of consumers of tourism services. The proposed models reflect the stage at which the consumer makes a decision to purchase a tourism product, which will allow to identify heterogeneous features within each of the target groups and correlate accordingly with the content and format of the information message itself and the channel of its distribution. The use of digital technologies makes it possible to use them within a single message to different categories of consumers, which facilitates the choice of distribution channels and processing of the information received. Practical significance. The proposed models can be used in the advertising activities of tourism enterprises to increase their efficiency. Key words: tourism, advertising activity, tourism enterprise, traditional models of persuasion, empirical models of persuasion.

CONSUMER BEHAVIOUR TOWARDS GREEN MARKETING

The green movement has been expanding rapidly in the world. With regards to this consumers are taking responsibility and doing the right things. Consumer awareness and motivation continue to drive change in the market place, notably through the introduction of more eco-friendly products. The various review of literature shows that so many studies were conducted to examine the perception and preferences of consumers towards Green Marketing. Only few studies were conducted in Kerala to identify perception of Green Marketing among common people. Most of the studies on Green Marketing were focused on other states except Kerala. This study is also essential as it helps to know the various factors that inuence the consumer persuasion to buy green products.

CELEBRITY ENDORSEMENT AND CONSUMER BUYING BEHAVIOUR TOWARDS TELECOMMUNICATION SERVICES

This study examined the influence of celebrity endorsement on consumer buying behaviour towards telecommunication services. It sought to determine the influences of celebrity credibility, celebrity attractiveness and celebrity popularity on consumer buying behaviour towards telecommunication services. Exploratory research design was adopted. Primary data were obtained from 133 telecommunication service subscribers using a structured questionnaire. Data analysis was done using descriptive statistics and multiple linear regression was adopted for hypotheses testing. The study found that celebrity popularity (? = .430; p-value = 0.000 < 0.05) had the highest significant positive influence on consumer buying behaviour towards telecommunication services, followed by celebrity credibility (? = .357; p-value = 0.000 < 0.05) and celebrity attractiveness (? = .215; p-value = 0.002 < 0.05). Therefore, it was concluded that celebrity endorsement has a significant positive influence on consumer buying behaviour in the context of telecommunication services. Consequently, pertinent recommendations were made for possible implementation by industry practitioners. Keywords: Celebrity Endorsement, Consumer Buying Behaviour, Telecommunications, Consumer Persuasion Model

Engaging allies for better or worse: investigating the relationship between multiple-brand alliances and persuasion knowledge

Existing attempts to explicate the impact of multiple-brand alliances on consumers’ perceptions have delivered contradictory insights: brand alliance researchers consider such impact as positive, while celebrity endorsement researchers conceptualize it as negative. This study addresses the reasons for this discrepancy by approaching persuasion knowledge theory. To test the hypothesized relationships, we conducted an experiment on 300 consumers, which explicated the negative impact of persuasion knowledge on consumer multiple-brand alliance advertisement attitude and post-alliance focal brand purchase intention. Empirical analysis revealed that consumer persuasion knowledge in brand alliances has a negative impact on purchase intention and focal brand attitude. Increasing the number of brand allies by one reduced the impact of persuasion knowledge and contributed to a stronger brand consideration.

OFD platform: consumers’ persuasion based on economic, relational and enjoyment values

ABSTRACT Purpose Many researchers have recently examined the Online Food Delivery (OFD) platforms since these platforms have revolutionized the restaurant industry. However, the issue of consumer persuasion in the context of OFD platforms has not been studied thoroughly. This research has developed a conceptual model to contribute to this issue and examine the effect of economic, relational, and enjoyment values on consumers’ persuasion in these platforms. Design/methodology/approach The statistical sample of the study included 355 users of these platforms in Tehran (Iran) selected by the convenience sampling method. Data were collected using a questionnaire tool, and the data analysis was conducted by using PLS3 software. Findings The findings of this research demonstrate that there is a positive relationship between economic, relational, and enjoyment values and the consumers’ persuasion in OFD platforms. It was also found that the age and gender of consumers did not affect these relationships. Originality This study argues that enjoyment value has the greatest performance and importance in persuading consumers of OFD platforms, and more attention should be paid to the enjoyable elements in the design of such platforms.

Exploring the impact of online graphic narratives in consumer health promotion: A type 2 diabetes study

This research explores the use of online graphic narratives (a.k.a. comics) in consumer health promotion. More specifically, the study evaluates the persuasive power of online graphic narratives to communicate type 2 diabetes information, relative to other traditional health communication media such as videos and blogs. A framework including four variables related to narrative processing – narrative transportation, affective response, narrative comprehension, and message comprehension – is proposed. This model compares the effects of the three online media – graphic narrative, video and blog- on consumer persuasion. Overall, the study demonstrates that graphic narratives are more persuasive for health promotion than videos and blogs.

Stuck Online: When Online Engagement Gets in the Way of Offline Sales

In recent years, billions of dollars have been spent by both online and offline retailers on website design aimed at increasing consumers’ online engagement. We study the relationship between online engagement and offline sales, utilizing a quasi-experimental setting in which a leading premium automobile brand gradually launched a new interactive website across markets, allowing for a treatment-control comparison. This paper offers evidence of a causal effect of online engagement on offline sales, with the high-engagement website leading to a decline of approximately 12% in car sales. This negative effect is due to substitution between online and offline engagement; users of the high-engagement website exhibited a decreased tendency to seek out personal contact with a car dealer and proceed to offline engagement—a necessary stage in the car purchase funnel. We develop an analytical model of the online-to-offline sales funnel to generalize our findings and highlight the conditions under which online engagement substitutes for offline engagement and potentially decreases offline sales. Taken together, our findings suggest that while online engagement serves as a means for both product information provision and consumer persuasion, it may fall short in achieving the latter goal, as compared to the offline channel. For purely offline products, hands-on engagement is a necessary step toward purchase. Thus, increasing consumers’ online engagement may not be an optimal strategy if it has the potential to halt progression down the sales funnel and reduce offline engagement.

Change in Consumer Decision based on Customer Satisfaction in Credence Services: Implication for Service Provider

Purpose: The aim of this research paper is to study the measure the consumer decision on consumer satisfaction in credence services, in terms of the extent of the service provided by service provider and the information sources used. Design/methodology/approach: A structured questionnaire is used to collect consumers information and a survey was undertaken with patient or relative of these patients (n =201) to examining their practices for a range of credence services. Findings: Results suggest that higher the consumer offerings increase the consumer satisfaction. However, the consumer persuasion knowledge & provider credibility together forming an offering of decision autonomy leads most important source of credibility. Research Limitation/implications: The result of this study is based on lucknow, Delhi & NCR area and other previous studies also have suggested other ways to major the satisfaction. It would be useful more strongly whether basic amenities & Initial treatment in hospitals have a significant role on satisfaction. Originality/Value: The study shows the ways that the information search around basic amenities & Initial treatment in hospitals of credence services have a wide range parameter to increase the service provider credibility. The study result is unique in this area of research and utilizes the importance of credence service for considering the service provider in next set of selections.

Using AI predicted personality to enhance advertising effectiveness

PurposeThe purpose of this study is twofold: first to demonstrate the application of an algorithm using contextual data to ascertain consumer personality traits; and second to explore the factors impacting the relationship between personality traits and advertisement persuasiveness.Design/methodology/approachA mixed-method approach that comprises two distinct yet complementary studies. The first uses quantitative methods and is based on a sample of 35,264 retail banking customers. Study 2 explores the findings that emerge from Study 1 using qualitative methods.FindingsThis paper finds that matching consumer personality with congruent advertising messages can lead to more effective consumer persuasion for most personality types. For consumers who exhibit neurotic personality traits, ameliorating perceived risks during purchasing and providing cues for social acceptance and goal attainment are important factors for advertising effectiveness. These factors also had a positive impact on the purchasing behaviour of extroverted consumers.Research limitations/implicationsThis research focusses on understanding purchasing behaviour based on the most dominant personality trait. However, people are likely to exhibit a combination of most or even all of the Big Five personality traits.Practical implicationsBuilding on advances in natural language processing, enabling the identification of personality from language, this study demonstrates the possibility of influencing consumer behaviour by matching machine inferred personality to congruent persuasive advertising. It is one of the few studies to use contextual instead of social media data to capture individual personality. Such data serves to capture an authentic rather than contrived persona. Further, the study identifies the factors that may moderate this relationship and thereby provides an explanation of why some personality traits exhibit differences in purchasing behaviour from those that are anticipated by existing theory.Originality/valueAlthough the idea that people are more likely to be responsive to advertising messages that are congruent with their personality type has already been successfully applied by advertising practitioners and documented by advertising scholars, this study extends existing research by identifying the factors that may moderate this relationship and thereby provides an explanation why some personality traits may exhibit differences in purchasing behaviour from those that are anticipated by existing theory.

What do customers want? The impact of pricing tactic persuasion knowledge and frequency of exposure

PurposePrevious research has shown that consumers prefer a bonus pack to a price discount for virtue foods, whereas they prefer a price discount to a bonus pack for vice foods. Acting as a guilt-mitigating mechanism, a price discount justifies consumers' purchasing behavior, allowing them to save money and consume less vice foods. However, for virtue foods, neither the anticipated post-consumption guilt nor the resulting need for justification lead consumers to prefer a bonus pack to a price discount. This study investigates whether product promotions remain effective with other moderating variables.Design/methodology/approachThe authors use pricing tactic persuasion knowledge (PTPK), which refers to the consumer persuasion knowledge of marketers' pricing tactics, as a lens to understand whether the power of these promotions could be enhanced or mitigated. The authors inferred that increasing the frequency of exposure to these foods could positively influence consumers' purchasing choices. They conducted three studies to examine these effects. In Study 1, using pearl milk tea (vice food) and sugar-free tea (virtue food), the authors contended that consumers would prefer a price discount when purchasing pearl milk tea, but a bonus pack when purchasing sugar-free tea. In Studies 2 and 3, the authors varied the participants' frequency of exposure to photographs of people in everyday situations with vice (virtue) foods.FindingsIn Study 1, PTPK was shown to be more predictive of consumer choices regarding price discounts and bonus packs. In Studies 2 and 3, the authors contended that increased exposure to vice (virtue) foods increases the selection of vice (virtue) foods by participants who were unaware of having been exposed to vice (virtue) foods.Originality/valueThis research has not only made quite managerial and policy implications for marketing but also brought the theoretical contributions for marketing researches. This research demonstrates that either for vice foods or virtue foods, a price discount is preferred to a bonus pack.

The Impact of the Advertising Discourse on Consumer Persuasion

The Impact of the Advertising Discourse on Consumer Persuasion

How Anthropomorphized Brand Spokescharacters Affect Consumer Perceptions and Judgments

This study focuses on anthropomorphized spokescharacters, classifying them into cute or mature looks. The authors performed three studies to investigate how these two types of anthropomorphized spokescharacters affect consumer perceptions and judgments. Studies 1 and 2 examined advertising language (assertive versus nonassertive) and relationship norm (communal versus exchange) as boundary conditions. Study 3 shows how consumer persuasion knowledge (<i>i.e.</i>, suspicions about a company’s intention to persuade) affects the downstream impact of the cute character, especially under the communal norm. The results provide marketers with insights and cautions regarding how to choose between a cute or a mature anthropomorphized spokescharacter.

소셜미디어 인플루언서의 특성과 소비자의 설득지식이 구전의도에 미치는 영향 : 유튜브의 뷰티 인플루언서를 중심으로

소셜미디어 인플루언서의 특성과 소비자의 설득지식이 구전의도에 미치는 영향 : 유튜브의 뷰티 인플루언서를 중심으로

소셜미디어 인플루언서의 특성과 소비자의 설득지식이 구전의도에 미치는 영향 : 유튜브의 뷰티 인플루언서를 중심으로

소셜미디어가 소비자의 주요 정보탐색 채널로 대두되며, 기업은 소셜미디어 내에서 소비자의 의사결정 과정에 영향을 미칠 수 있는 소셜미디어 인플루언서를 활용한 마케팅에 주목하고 있다. 이에 본 연구는 소셜미디어 인플루언서의 효과를 탐색하기 위하여 인플루언서의 정보원 특성과 소비자의 설득지식에 주목하였다. 연구 결과, 소셜미디어 내 인플루언서의 정보원 특성인 전문성과 동질성은 각각 구전의도에 긍정적인 영향을 미쳤는데, 동질성보다 전문성이 구전의도에 더 큰 영향을 미치는 것으로 나타났다. 다음으로 본 연구는 인플루언서의 동질성과 전문성, 소비자의 설득지식이 구전의도에 미치는 영향을 살펴보기 위하여 삼원상호작용효과를 분석한 결과, 설득지식이 높게 활성화되는 구간에서 동질성과 전문성은 구전의도에 유의한 영향을 보였다. 특히 설득지식이 높게 활성화되고 동질성이 높은 경우에 전문성은 구전의도에 더 큰 영향력을 미치는 것으로 나타났다. 이러한 연구 결과는 인플루언서의 상업적 콘텐츠에 대한 고지를 의무화하는 규제가 심화하는 현시점에서 인플루언서 마케팅에 대한 소비자의 설득지식이 활성화될 때 정보원의 특성인 전문성과 동질성이 소비자 반응에 주요한 영향을 미친다는 것을 규명하였다. 본 연구는 인플루언서 마케팅의 설득 효과에 영향을 미치는 주요 변수 간의 복합적인 효과를 규명함으로써 이론적 또는 실무적 시사점을 제공해 줄 것으로 기대한다.

A Sponsorship Disclosure is Not Enough? How Advertising Literacy Intervention Affects Consumer Reactions to Sponsored Influencer Posts

In view of the burgeoning innovation in marketing practices on social media, the need to understand how consumers react to these practices is also on the rise. Drawing on the persuasion knowledge model and literature of sponsorship disclosure and advertising literacy, this study explicates the interaction effect of sponsorship disclosure and advertising literacy intervention on the activation of consumer persuasion knowledge. The results suggest that, among the participants who have viewed the advertising literacy intervention, sponsored influencer posts with a sponsorship disclosure (vs. no disclosure) are more likely to activate participants’ conceptual persuasion knowledge, which in turn, leads to serial reactions, including greater attitudinal persuasion knowledge, decreased electronic word-of-mouth (eWOM), and attenuated purchase intentions toward the promoted product. Conversely, among participants who did not view the advertising literacy intervention, sponsorship disclosures did not trigger these serial responses.