It was suggested that there are two basic routes to persuasion. One route is based on the thoughtful consideration of arguments central to the issue, whereas the other is based on peripheral cues in the persuasion situation. To test this view, undergraduates expressed their attitudes on an issue after exposure to a counterattitudinal advocacy containing either strong or weak arguments that eman...

In two experimental studies we explore to what extent the general effects of positive and negative framing also apply to positive and negative persuasion. Our results reveal that negative persuasion induces substantially higher levels of skepticism and awareness of being subjected to a persuasion attempt. Furthermore, we demonstrate that in positive persuasion, more claims lead to stronger pers...

Electronic health records (EHRs) constitute a significant technological advance in the way medical information is stored, communicated, and processed by the multiple parties involved in the delivery of health care. However, there is widespread concern that privacy issues may impede the diffusion of this technology. In this study, we integrate the Concern for Information Privacy (CFIP) construct...

Consumers have knowledge about persuasion that includes na€ıve theories about persuasion. The present work examines na€ıve theories with regard to whether consumers associate the meaning of persuasion as something that is either good or bad. Furthermore, na€ıve theories about persuasion are demonstrated to affect how consumers respond to a persuasive message. Two studies are presented, one that...

The threshold model has been widely adopted as a classic model for studying contagion processes on social networks. We consider asymmetric individual interactions in social networks and introduce a persuasion mechanism into the threshold model. Specifically, we study a combination of adoption and persuasion in cascading processes on complex networks. It is found that with the introduction of th...

Mobile persuasion is designed to change attitudes or behaviors of mobile users through persuasion and social influence. With the support of cloud services and sensor devices, mobile phones are an ideal platform for inducing long-term behavior changes. In this paper, we propose DailyAlert, a generic mobile persuasion toolkit for smartphones which generalizes and automates mobile persuasion as a ...

In line with Kang and Herr's work (2006), this research questions the ELM's contention that celebrity credibility serves foremost as a peripheral element in persuasive communication context. Nevertheless, different light to ‘either-central-or-peripheral-role’ of source characteristic, advances plays concomitantly central roles message context depending on product involvement brand-purchase moti...

This paper investigates interpersonal persuasion strategies in text-based computer-mediated communication (CMC). Significant differences were found in perceived effectiveness of CMC vs. face-to-face communication (FTFC) for achieving interpersonal persuasion and for applying persuasion strategies of reward, punishment, logic, and emotion. The findings suggest that persuasion in CMC will emphasi...