Activating persuasion knowledge in native advertising: the influence of cognitive load and disclosure language

Wen, Taylor Jing; Kim, Eunice; Wu, Linwan; Dodoo, Naa Amponsah

doi:10.1080/02650487.2019.1585649

Cited by 31 publications

(17 citation statements)

References 44 publications

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“…This situation is clearly observed on the data from the product's attitude median in an advertising context, M= 4.62, and a non-advertising context, M=5.1-. This matches the results of research performed by Boerman et al, (2017); Briñol et al (2015); Friestad and Wright (1994);Germelmann et al (2020); Isaac and Grayson (2017); Wen et al (2020); Zboja et al (2021). Hence, there is a reduction effect on the consumer's attitude toward a product when a persuasion attempt, that has an express commercial purpose, is detected (advertising context), thus H1 is not rejected.…”

Section: Discussionsupporting

confidence: 88%

“…Therefore, H2 is not rejected. This matches what is posed on the studies carried out by Alter and Oppenheimer (2006); Briñol et al (2006); Hudders et al (2017); Nelson et al (2020), Russell et al (2019) and Wen et al (2020).…”

Section: Discussionsupporting

confidence: 86%

“…The mechanism used by consumers to make deductions about the messages has been described by Gilbert and Malone (1995), subsequently confirmed in their research by Lim et. al., (2021) and Wen et. al.…”

Section: Warning Of Persuasion Attemptsmentioning

confidence: 97%

“…Warning of persuading attempts and ambiguity within advertising contexts in Mexico Advertencia del intento de persuadir en contextos publicitarios y de ambigüedad en México researchers on this field (Brown & Krishna, 2004;Campbell & Kirmani, 2000;Isaac & Grayson, 2017;Kirmani & Zhu, 2007;Nelson et al, 2020;Wen et al, 2020).…”

Section: Carlos Gabriel Colín Floresmentioning

confidence: 99%

“…A basic idea posed by the Persuasion Knowledge Model is that the buyer is able to use its persuasion knowledge to identify when an agent is trying to have an influence on him and thus is able to handle the persuasion attempt in order to achieve his own goals as a consumer (Boerman et. al., 2017;Campbell & Kirmani, 2000;Kachersky, 2011;Hamby & Brinberg, 2018;Van Reijmersdal & Van Dam, 2020;Wen et. al., 2020).…”

Section: Persuasion Knowledge Modelmentioning

confidence: 99%

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Warning of persuading attempts and ambiguity within advertising contexts in Mexico

Flores

2021

TAJ

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Una reacción de las personas cuando perciben que se les está intentando convencer de algo es resistirse, ya que no desean ser manipuladas. Esta reacción se enmarca en el modelo de conocimiento de la persuasión. Por otra parte, ante un mensaje ambiguo, las personas presentan también resistencia a la persuasión, ya que buscan mensajes claros y fáciles de interpretar.En esta investigación se analizó la actitud resultante de 145 participantes al enfrentar un mensaje sobre un producto desconocido, en cuatro condiciones experimentales, en las que se manipularon las variables de intento de persuasión —en un contexto publicitario con fines comerciales y en otro ni publicitario ni narrativo— y el grado de ambigüedad en el mensaje, ya sea lógico ordenado o en orden aleatorio (no ordenado).Se transmitió un mensaje sobre un producto en diferentes contextos: publicitario-ordenado, publicitario-no ordenado, narrativo-ordenado y narrativo-no ordenado.Los hallazgos para una muestra de población en México indican que la actitud de los participantes hacia el producto es menos favorable, cuando el mensaje se transmite previa advertencia del intento persuasivo e igualmente pasa como un mensaje ambiguo. Sin embargo, cuando se analiza la interacción del intento persuasivo y ambiguo, se encontró que el mensaje era más persuasivo que en el contexto solamente narrativo, lo cual constituye una oportunidad para profundizar en la comprensión del comportamiento de los receptores de mensajes en un contexto publicitario y ambiguo.

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Section: Discussionsupporting

confidence: 88%

Section: Discussionsupporting

confidence: 86%

Section: Warning Of Persuasion Attemptsmentioning

confidence: 97%

Section: Carlos Gabriel Colín Floresmentioning

confidence: 99%

Section: Persuasion Knowledge Modelmentioning

confidence: 99%

See 3 more Smart Citations

Warning of persuading attempts and ambiguity within advertising contexts in Mexico

Flores

2021

TAJ

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The mood effect: How mood, disclosure language and ad skepticism influence the effectiveness of native advertising

Wen

Dodoo

et al. 2023

J of Consumer Behaviour

Self Cite

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This research investigated the interplay between mood, disclosure language, and ad skepticism on consumers' recognition and evaluation of native advertising. During two online experiments, participants first received a mood manipulation and then read an article‐style native advertisement. Results from both studies indicated that participants were more likely to recognize a native ad with an explicit rather than an implicit disclosure label, and a negative mood was more likely than a positive mood to drive participants to recognize the native ad. More importantly, participants in a positive mood evaluated a native ad with an implicit disclosure more favorably than an ad with an explicit disclosure. By contrast, participants in a negative mood responded more positively to a native ad with explicit disclosure compared to an ad with implicit disclosure. Study 2 demonstrated that the interaction between mood and disclosure language was further moderated by individuals' levels of ad skepticism. These results are believed to provide meaningful theoretical and practical implications to the field of native advertising and consumer behavior.

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The future of cognitive strategy-enhanced persuasive dialogue agents: new perspectives and trends

Chen,

Guo,

Wang

et al. 2024

Front. Comput. Sci.

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Persuasion, as one of the crucial abilities in human communication, has garnered extensive attention from researchers within the field of intelligent dialogue systems. Developing dialogue agents that can persuade others to accept certain standpoints is essential to achieving truly intelligent and anthropomorphic dialogue systems. Benefiting from the substantial progress of Large Language Models (LLMs), dialogue agents have acquired an exceptional capability in context understanding and response generation. However, as a typical and complicated cognitive psychological system, persuasive dialogue agents also require knowledge from the domain of cognitive psychology to attain a level of human-like persuasion. Consequently, the cognitive strategy-enhanced persuasive dialogue agent (defined as CogAgent), which incorporates cognitive strategies to achieve persuasive targets through conversation, has become a predominant research paradigm. To depict the research trends of CogAgent, in this paper, we first present several fundamental cognitive psychology theories and give the formalized definition of three typical cognitive strategies, including the persuasion strategy, the topic path planning strategy, and the argument structure prediction strategy. Then we propose a new system architecture by incorporating the formalized definition to lay the foundation of CogAgent. Representative works are detailed and investigated according to the combined cognitive strategy, followed by the summary of authoritative benchmarks and evaluation metrics. Finally, we summarize our insights on open issues and future directions of CogAgent for upcoming researchers.

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Activating persuasion knowledge in native advertising: the influence of cognitive load and disclosure language

Cited by 31 publications

References 44 publications

Warning of persuading attempts and ambiguity within advertising contexts in Mexico

Warning of persuading attempts and ambiguity within advertising contexts in Mexico

The mood effect: How mood, disclosure language and ad skepticism influence the effectiveness of native advertising

The future of cognitive strategy-enhanced persuasive dialogue agents: new perspectives and trends

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