Argument form and spokesperson type: The recommendation strategy of virtual salespersons

Wang, Hui-Chih; Doong, Her-Sen

doi:10.1016/j.ijinfomgt.2010.03.006

Cited by 38 publications

(24 citation statements)

References 38 publications

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“…Early research underscores the importance of source credibility in determining responses towards information sources (Hovland et al, 1953). More recent studies in various contexts have also accentuated the significant effects of source trustworthiness on various consumer outcomes such as attitudes towards a message, information adoption and purchase intentions (e.g., Ayeh, Au, & Law, 2013b;Jin, Cheung, Lee, & Chen, 2009;Kim & Kim, 2013;Li, 2013;MacKenzie & Lutz, 1989;Pornpitakpan, 2004;Sussman & Siegal, 2003;Wang & Doong, 2010). Thus, it is expected that the extent of trustworthiness allotted to travel consumers who post CGM will influence online travellers' perception of CGM usefulness, as well as their attitudes and usage intention in the context of travel planning.…”

Section: Source Credibility Theorymentioning

confidence: 99%

Travellers’ acceptance of consumer-generated media: An integrated model of technology acceptance and source credibility theories

Ayeh

2015

Computers in Human Behavior

229

157

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Section: Source Credibility Theorymentioning

confidence: 99%

Travellers’ acceptance of consumer-generated media: An integrated model of technology acceptance and source credibility theories

Ayeh

2015

Computers in Human Behavior

229

157

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“…A number of studies have tested different effects of spokesperson types, such as animated characters (Callcott & Lee, 1994), celebrities (Glover, 2009), and noncelebrities including experts, employees, and consumer spokespersons (Stephens & Faranda, 1993;Wang & Doong, 2010) on consumers' ad evaluations. Among these different spokesperson types, celebrity versus noncelebrity has been studied most frequently.…”

Section: The Moderating Effect Of a Spokespersonmentioning

confidence: 99%

Effects of Self-Congruity and Source Credibility on Consumer Responses to Coffeehouse Advertising

Yoon

Kim

2015

Journal of Hospitality Marketing & Management

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This study examines the impacts of self-congruity and source credibility (i.e., attractiveness, trustworthiness, and expertise) on consumer responses to coffeehouse advertising. This study tests the model and associated hypotheses based on responses from a sample of 403 participants recruited via snowball sampling. The result of the structural equation modeling reveals that self-congruity is a significant predictor of source credibility, and that the three dimensions of source credibility are important factors influencing consumers' attitudes and purchase intentions. The multigroup analysis shows that spokesperson type (i.e., celebrity vs. noncelebrity) moderates the relationship between self-congruity and source attractiveness. Further, this study finds that source credibility mediates the relationship between self-congruity and ad attitude. We discuss both academic and practical implications of these findings.

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“…ELM has been applied to understand individual information processing and evaluation (Martínez-L opez, Luna, & Martínez, 2005;Wang & Doong, 2010). Because employees can vary in their thinking regarding a persuasive message, ELM might provide a unique opportunity to understand employee thoughts, feelings, and actions in response to a persuasive message (Jones, Sinclair, & Courneya, 2003).…”

Section: Elaboration Likelihood Model (Elm)mentioning

confidence: 99%

The effects of source credibility and argument quality on employees' responses toward information system usage

2015

Asia Pacific Management Review

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a b s t r a c tManagers deliver influencing strategies to motivate employees and shape their behavior intentions related to information system acceptance. Although prior studies have acknowledged external variables in shaping employees' perceptions, they do not explain how the processes or paths of external variables affect their system acceptance. By integrating technology acceptance model, flow theory, and extending elaboration likelihood model, this study confirms the second-order formative measure of playfulness with two first-order formative constructs, challenge arousal, and skill control. Second, two persuasive messages result in different influencing routes on employees' responses. Source credibility of persuasive messages has positive influence on playfulness, while argument quality of persuasive messages has positive influence on perceived ease of use and perceived usefulness. Third, perceived ease of use has positive impact on playfulness, perceived usefulness, and attitude. Fourth, attitude plays a mediating role in the relationship of playfulness-behavior intention and perceived usefulness-behavior intention. Finally, perceived usefulness is a stronger determinant of attitude than playfulness and perceived ease of use.

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Argument form and spokesperson type: The recommendation strategy of virtual salespersons

Cited by 38 publications

References 38 publications

Travellers’ acceptance of consumer-generated media: An integrated model of technology acceptance and source credibility theories

Travellers’ acceptance of consumer-generated media: An integrated model of technology acceptance and source credibility theories

Effects of Self-Congruity and Source Credibility on Consumer Responses to Coffeehouse Advertising

The effects of source credibility and argument quality on employees' responses toward information system usage

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