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Short-form video applications (SFV apps) provide an ideal channel for promoting rural tourism. Based on the elaboration likelihood model, this study integrated guanxi, telepresence, destination image, and tourism fatigue to investigate the factors affecting user intentions to travel to rural tourism destinations in the context of SFV apps. Through the use of structural equation modeling (SEM) and fuzzy-set qualitative comparative analysis (fsQCA), the theoretical framework was examined using data collected from 445 SFV app users. The SEM findings revealed that guanxi could directly affect argument quality and source credibility, which further strengthened destination image and telepresence; the travel intention could be affected by destination image and telepresence without guanxi. Also, tourism fatigue played three roles in the formation of travel intention. Additionally, the results of fsQCA illustrated three configurations leading to high and low intention to visit rural tourism destinations. [ABSTRACT FROM AUTHOR]

Knowledge about whether entrepreneurs' backer‐oriented actions help facilitate successful fundraising, and the mechanism behind it, is still limited. This study aims to mitigate this gap by exploring reward‐based crowdfunding success through the consumer‐based perspective (CBP). Using the elaboration likelihood model (ELM), we investigate how entrepreneurs' backer‐oriented behaviour influences potential backers' information processing and changes their attitude towards campaigns. By analysing a unique dataset collected from China's largest reward‐based crowdfunding platform, our empirical results demonstrate that an entrepreneur's backer‐oriented behaviour and strength are positively associated with reward‐based crowdfunding success. This paper provides a new angle to investigate reward‐based crowdfunding success, emphasizing the importance of CBP during the fundraising stage. In addition to high‐quality campaign content, entrepreneurs' backer‐oriented actions, such as answering questions and providing elaborate answers, are crucial in facilitating fundraising. The implications for future theory development, empirical research and crowdfunding practitioners are discussed. [ABSTRACT FROM AUTHOR]

The objective of this study was to explore the impact of different persuasive strategies, as delineated in the Elaboration Likelihood Model (ELM), on attentional processes using event-related potentials (ERPs). Introduction: This study aimed to investigate how central versus peripheral persuasion methods, delivered through rational and emotional persuasion strategies, influence cognitive engagement and information processing during visual search tasks. Methods: Participants were allocated into four groups based on the media type (video vs. text) and the persuasion route (central vs. peripheral). The early and late stages of attentional processing were examined through the N1, P2, and P3 ERP components. Results: The results demonstrated a pronounced N1 amplitude in response to text-based peripheral persuasion, indicating enhanced early attentional engagement. Additionally, parallel search tasks revealed a larger P3 amplitude for central versus peripheral routes, suggesting significant cognitive resource allocation during tasks requiring higher attention. Discussion: These findings underscore the nuanced role of persuasive strategies in modulating attentional resources and cognitive processing. The study offers insights into designing more effective communication messages and highlights the potential for tailored persuasion approaches to influence audience engagement and information processing, with implications for public health campaigns and beyond. [ABSTRACT FROM AUTHOR]

Perceived economic inequality is positively associated with public support for policies to reduce it. However, providing information about economic inequality does not necessarily motivate people to support redistributive policies. This inconsistency may be due to how people interpret the information about inequality. We argue that the interpretation of information about inequality differs between individuals as a function of the characteristics of the source and people's ideologies. We conducted two experiments using an exploratory (N = 239) and confirmatory (N = 707) strategy. We found that attitudes toward redistribution increased when a seemingly neutral international institution (as opposed to a left-wing political party) provided information about economic inequality due to the credibility attributed to the source—but not due to power and familiarity. Moreover, the effect of providing information about inequality on support for redistribution (via source credibility) depended on people's ideologies: it was positive and statistically significant for people who held more (vs. less) system-justifying beliefs. These findings contribute to understanding the interplay between social psychological processes, communication strategies, and attitudes toward redistribution. [ABSTRACT FROM AUTHOR]

Social media shapes travel, particularly wine tourism. Wine travel demands wine expertise, which many Chinese lack. This research surveyed 432 wine visitors in Ningxia, a popular wine tourism destination near Helan Mountain, China, using the Elaboration Likelihood Model (ELM). Descriptive statistics assessed model construct validity, whereas Structural Equation Modeling (SEM) tested hypothetical links among theoretical components for reliability. The intervening effects of variables were examined using bootstrapping for mediation analysis. Argument quality substantially affected wine tourists with better wine knowledge's decision‐making intents, driving perceived utility. Tourists with less wine expertise were more impacted by opinion leaders, eWOM, and source credibility, which shaped their emotional decisions. This research extends the ELM model to social media and wine tourism and incorporates additional mediating elements like perceived utility and emotional attitude to bridge the gap between influencing factors and decision-making intents. The report also emphasizes the relevance of social media for wine tourism marketers, advocating strategic usage to improve results. [ABSTRACT FROM AUTHOR]

Purpose: This study examined the differential effects of printed advertisements with luxury and nonluxury brands on consumer brand attitude persuasion using a qualitative experimental approach. Design/methodology/approach: The authors adopted a qualitative experimental approach and the authors conducted two experiments over six months. In the first experiment, participants were asked to view five print advertisements related to five different luxury brands. In the second experiment, the same participants were asked to view another five print advertisements on non-luxury brands. The qualitative thematic differences for each brand were analyzed using NVivo software, employing the theoretical assumptions of Petty and Cacioppo's (1981) elaboration likelihood model (ELM). Findings: In experiments 1 and 2, it was identified that brand experience, personalized brand experience, product quality, product quantity, personal image-conscious, nonpersonal image-conscious, affordability and unaffordability as the main thematic findings leading to consumer attitude persuasion. Practical implications: The two main contributions are as follows: theoretically, applying a social psychology theory to the advertising industry offers an understanding of the social cognition stages of a human mindset. As a practical implication, this study's findings guide advertising agencies, marketers and salespeople regarding how to design effective print advertisements in a way that persuades consumer attitudes. Originality/value: Through the theoretical assumptions of Petty and Cacioppo's (1981) ELM, this paper can be considered one of the first studies to combine social psychology and advertising to investigate the differential effects on consumer brand attitude persuasion for luxury and nonluxury brands. [ABSTRACT FROM AUTHOR]

This study applies the Elaboration Likelihood Model to analyze the influence of message quality and the credibility of Shopee Live Hosts on the purchase interest of Skintific skincare products during Shopee Skintific Official Shop's live streaming sessions. A survey method was employed, gathering responses from 384 participants across Indonesia. Technique analysis used is multiple linear regression. The results suggest that both message quality and source credibility significantly affect consumer attitude change, particularly in terms of purchase interest. Notably, message quality emerges as the dominant factor influencing purchase interest compared to source credibility. These findings imply the importance of enhancing message quality to optimize the effectiveness of Live streaming marketing campaigns. Further research could delve deeper into exploring the specific effects and magnitudes of these influences.

Purpose – Extending the elaboration likelihood model (ELM), this study investigates the impact of social media influencers (SMI) on consumer well-being (CW) as well as the influence of CW on purchase intention. Design/methodology/approach – A between-subjects experiment (macro- vs mega-influencer) was conducted to assess the proposed hypotheses. A total of 190 consumers participated in the experiment, and SmartPLS 3.3 was used for multigroup analyses. Findings – Overall, argument quality (AQ), source's credibility (SC) and influencer's kindness positively predict CW, and CW predicts purchase intention. It was also found that SC is more important when information comes from a mega-influencer, whilst kindness is essential for a macro-influencer. Practical implications – The results of this study imply that CW should be an essential component of influencer marketing strategy. Marketing managers should hire credible and kind influencers who can produce quality arguments. Additionally, the selection of SMI (macro- vs mega-influencer) should be aligned with the marketing objective and type of persuasion required. Originality/value – This is one of the early attempts to extend ELM by introducing influencer kindness as a peripheral cue. Moreover, the study offers novelty by examining the effects of influencer characteristics (AQ, SC and kindness) on CW and comparing these effects across macro- and mega-influencers. 研究目的 – 藉著擴展詳儘可能性模型, 本研究擬探討網絡紅人對消費者福祉的影響, 以及消費者福祉對購買意圖的影響。 研究方法 – 研究人員進行被試間實驗 (中網紅對大型網紅) , 以對提出的假設進行評價。190名消費者參與實驗, 研究人員使用SmartPLS 3.3 進行多群組分析。 研究結果 – 總的來說, 論點品質、來源可信度和網紅的仁慈體貼, 均能積極預測消費者福祉, 而消費者福祉亦可預測購買意圖。研究人員亦發現, 若資訊是來自大型網紅的話, 來源可信度則更形重要, 而對中網紅來說, 仁慈體貼則是不可或缺的。 研究帶來的啟示 – 研究結果暗示, 消費者福祉應是網紅市場營銷戰略的基本要素。市場經理應僱用可靠、仁慈體貼、並能提出優質論點的網紅。而且, 網絡紅人 (中網紅對大型網紅) 的挑選, 必須與營銷目標和說服的種類互相協調。 研究的原創性 – 本研究為早期的嘗試, 利用引進網絡紅人的仁慈體貼作為周邊線索, 來擴展詳儘可能性模型。另外, 本研究探討網絡紅人的特徵 (論點品質、來源可信度和仁慈體貼) 會如何影響消費者福祉; 研究人員亦跨中網紅和大型網紅, 對這些影響進行比較, 就此而言, 本研究提供了創新的研究意念。

Intangible cultural heritage is an invaluable treasure for all human beings worldwide. In 2009, the United Nations Educational, Scientific and Cultural Organization (UNESCO) inscribed the Chinese Cantonese Opera, also known as Yueju in Chinese Pinyin, on the Representative List of Intangible Cultural Heritage of Humanity. The awareness of inheriting Yueju is not uncommon, but advancing methods to involve more young generations in this art form is still necessary. In this study, we focused on Yueju videos on Bilibili, a cultural community and video website popular among the younger generation. Through quantitative and qualitative research, we explored the types of Yueju videos that would have a significant spreading effect. The 1916 Bilibili videos related to Yueju were collected using Python crawler technology. We analyzed each video using seventeen variables. The elaboration likelihood model (ELM) forms the theoretical foundation of this research. We constructed the Yueju transmission model with two persuasive routes based on this model. The research methods mainly comprised regression analysis, multi-factor ANOVA, and analytic hierarchy process (AHP). We invited thirty-one experts to assess the importance hierarchy of those video factors and calculate the weight coefficient using AHP. This study demonstrated the central route concerning the causal relationship between video recognition and spreading effect through regression analysis. Additionally, this research identified the optimal combination of 8 video factors using multi-factor ANOVA in the peripheral route. In this study, we focused on the niche of Yueju video transmission on Bilibili. This research utilized the ELM and hybrid methods to obtain the statistical results. Then, we developed appropriate macro-level and micro-level strategies for transmitting Yueju culture, particularly those aimed at the younger generation. [ABSTRACT FROM AUTHOR]

Among various non-pharmaceutical control measures, Digital Contact Tracing (DCT) based on information technology is an effective tool to combat COVID-19, but the penetration rates in major countries of the world are not optimal. To better prepare for any future emerging infectious disease outbreaks, it is necessary to examine the decision process of DCT acceptance among the public. Guided by the Elaboration Likelihood Model (ELM), this study compares the central and peripheral routes that motivate DCT acceptance. The research also examines how these decision processes moderate individuals' perceived susceptibility to COVID-19 and through self-efficacy. This research adopts a survey methodology for collecting 284 valid responses and utilizes structural equation modeling to verify the proposed hypotheses. The results demonstrate that perceived benefits develop along a dual route of argument quality and source credibility. Perceived benefits, in turn, enable individuals' willingness to disclose personal information to DCT. Perceived susceptibility and self-efficacy also moderate the influences of argument quality on perceived benefits. The findings imply that healthcare authorities should employ differing strategies to foster individuals' perceived benefits of DCT with the goal of boosting DCT penetration rates. [ABSTRACT FROM AUTHOR]

E-commerce live streaming has become a lucrative global industry. As the main carrier to convey information in live broadcasting, user-generated content (UGC)—and especially bullet screens—are crucial in influencing users' purchase intentions. However, the influence of bullet screens' multidimensional information characteristics on consumers' decision-making processes requires further exploration. Additionally, most existing studies start with the short-term effects of live product realization, and must address how to enhance customers' psychological ownership using new means of live streaming marketing to obtain long-term sustainable brand-building effects. This study introduces psychological ownership and the communicative presence as mediating variables based on the theory of elaboration likelihood modeling to explore the mechanism of the influence of UGC's multidimensional features on viewers' purchase intentions in live e-commerce broadcasting rooms. We collected 404 valid online questionnaires and tested our hypotheses using structural equation modeling. These findings indicate that UGC emotions, quality, and their interaction significantly and positively affect purchase intentions. Moreover, psychological ownership and the communicative presence mediate UGC's effect on purchase intentions. These results provide a new perspective for understanding consumer behavior in live e-commerce to improve marketing effectiveness of e-commerce live streaming platforms. [ABSTRACT FROM AUTHOR]

The rise of social media in the digital era has revolutionized the travel and tourism industry. Some people post their feedback about the places they visit on the internet, while others seek such information on the internet. This has heightened the interest in and value of electronic word of mouth (eWOM) manyfold. This research seeks to examine the factors that may influence travel-related eWOM behavior through social networking sites (SNSs). Partial least squares structural equation modeling (PLS-SEM) was applied on data collected from 416 travelers who are users of SNSs. The results indicate that information quality and quantity are the two most significant factors that influence travel-related eWOM behavior. Additionally, the intention to use SNSs when making travel-related decisions in the future is the most prominent factor among all. The paper concludes with pragmatic suggestions for travel and tourism businesses to optimally utilize travel-related eWOM for improving their business and earning a competitive edge. [ABSTRACT FROM AUTHOR]

Social media influencers have emerged as effective brand endorsers, yet a gap remains in understanding their followers' cognitive engagement with sponsored posts. To address this issue, we conducted a study guided by parasocial theories and the elaboration likelihood model (ELM). Follower status (follower/non-follower) and persuasive argument quality (weak/strong) were manipulated among study participants (N = 163) to discern the prevailing processing mode triggered by sponsored influencer content. Based on parasocial theories, we predicted that followers who have established parasocial relationships with influencers should show high situational engagement with their content. Our results demonstrated that argument quality influenced followers' brand evaluation and purchase intention, whereas non-followers were unaffected by it. These findings suggest that followers are more likely to elaborate on influencer content compared with non-followers. Interestingly, some signs of biased processing were evident. These results contribute to our understanding of how followers engage with sponsored content and shed light on the mechanisms underlying the persuasiveness of influencer marketing. [ABSTRACT FROM AUTHOR]

The topic of an autonomous system initiating trust repair has generated intense interest from researchers and has led to a stream of empirical works studying the impact of different trust repair strategies. Unfortunately, there does not seem to be a clear pattern of results or systematicity in the experimental manipulations. This is likely due to a lack of a coherent model or theoretical framework of trust repair. We present a possible theoretical model that may explain and predict how different trust repair strategies may work with different autonomous systems, in different situations, and with different people. We have adapted and applied a well-established social cognition theory that has successfully explained and predicted complex attitudinal and behavioural phenomena. The model suggests that significant variance in trust repair results may be partly due to individual differences (e.g. motivation, cognitive abilities), which have not been extensively examined in the literature, and confounded or uncontrolled study parameters (e.g. timing of trust measurement, repair frequency, workload). We hope that this theoretical model stimulates discussion toward a more theory-driven trust repair research agenda to understand basic underlying mechanisms. [ABSTRACT FROM AUTHOR]

Contrary to the phenomena predicted by advertising research relevant to the elaboration likelihood model, content ads emphasizing non-message elements possess the potential to attract consumers with high elaboration likelihood. This research aims to address the following two questions: (1) why do such consumers develop favorable attitudes toward content ads depicting non-message elements? and (2) do their attitudes toward content ads result in product consumption? In proposing the hypotheses, the current research introduces the novel concept of content reproducibility, defined as the degree to which an ad authentically reflects the original product content. Studies 1 and 2 demonstrate that when the elaboration likelihood is high, consumers form more favorable attitudes toward ads with content reproducibility than toward those without it. This is because elements reproducing content (e.g., characters, storylines, settings, colors, and music) in an ad can serve as arguments. Study 2 indicates that when the elaboration likelihood is high, content reproducibility positively influences purchasing intentions. Our findings theoretically contribute to the literature on the elaboration likelihood model, the content business, and the marketing mix. Additionally, this research offers managerial insights to assist marketers in enhancing ad attitudes and purchasing intentions. [ABSTRACT FROM AUTHOR]

Using elaboration of likelihood model, this study examines how syntactic structure (structural and lexical simplicity) and nonverbal cues (smiling and professional attire) interact to influence crowdfunding performance. By studying 209 crowdfunding projects, we show that both structural simplicity and lexical simplicity are positively related to crowdfunding performance. Further, professional attire strengthens the simplicity and performance relationship. However, smiling shows mixed effects. [ABSTRACT FROM AUTHOR]

Purpose: The current study aims to investigate the factors that impact the feedback received on answers to questions in social Q&A communities and whether the expertise-required question influences the role of these factors on the feedback. Design/methodology/approach: To understand the antecedents and consequences that influence the feedback received on answers to online community questions, the elaboration likelihood model (ELM) is applied in this study. The authors use web data crawling methods and a combination of quantitative analyses. The data for this study came from Zhihu; in total, 353,775 responses were obtained to 1,531 questions, ranging from 49 to 23,681 responses per question. Each answer received 0 to 113,892 likes and 0 to 6,250 comments. Findings: The answers' cognitive and emotional components and the answerer's influence positively affect user feedback behavior. In addition, the expertise-required question moderates the effects of the answer's cognitive component and emotional component on the user feedback, moderating the effects of the answerer's influence on the user approval feedback. Originality/value: This study builds upon a limited yet growing body of literature on a theme of great relevance to scholars, practitioners and social media users concerning the effects of the connotation of answers (i.e. their cognitive and emotional components) and the answerer's influence on user feedback (i.e. approval and collaborative feedback) in social Q&A communities. The authors further consider the moderating role of the domain expertise required by the question (expertise-required question). The ELM model is applied to explore the relationships between questions, answers and feedback. The findings of this study add a new perspective to the research on user feedback and have implications for the management of social Q&A communities. [ABSTRACT FROM AUTHOR]

Recent technological advances have allowed businesses to adopt emojis when interacting with consumers. To gain in‐depth theoretical and managerial insight into this trend, five pre‐registered studies (1 field observation and four controlled experiments) indicate that emojis in digital communication work as heuristic cues that might have a differential effect depending on elaboration likelihood and outcome valence. Drawing on the Heuristic Information Processing and elaboration likelihood model, this research reveals that emojis can systematically influence consumers' elaboration. Findings indicate that low elaboration in positive encounters results in a positive heuristic cue boost (emojis improve customer evaluation). In turn, high elaboration on negative service outcomes makes the heuristic content relevant, such that positive (vs. negative) emojis will bring attention to and reinforce the interaction's positive (vs. negative) aspects. This research contributes to emerging studies on the role of emojis in digital communication. [ABSTRACT FROM AUTHOR]

While existing research on the elaboration likelihood model (ELM) has primarily focused on human influencers, the literature on virtual influencers (also known as digital humans or AI influencers) remains limited. To address this research gap, this study investigates the factors influencing consumer attitudes toward ads promoted by virtual influencers. Extending the ELM framework, we examine perceived expertise and attractiveness as antecedents, and explore consumer online‐to‐offline dynamics as consequences. Using a multigroup structural equation model, the study compares high‐ and low‐involvement product ads by analyzing questionnaires (n = 406). A novelty lies in our findings that, contrary to existing ELM research, perceived attractiveness significantly influences attitudes toward the ads across both high‐ and low‐involvement levels. We attribute this result to a shift of consumer attention towards virtual influencers, driven by their attention‐grabbing aesthetic appeals. Our study extends the ELM framework and contributes to the literature on digital marketing, advertising, and human‐computer interaction. [ABSTRACT FROM AUTHOR]

Drawing on social identity theory and the elaboration likelihood model, the authors hypothesize that positive affect (PA) similarity between recruiters and applicants affects both parties, and the influenced recruiters’ behaviour thus affecting applicants’ attitudes and behaviours. Nine hypotheses are tested by conducting two studies featuring a time-lagged research design with the goal of investigating the recruitment practices used by higher education institutions (HEIs) in China. Cross-level polynomial regression and block variable approaches examining 142 and 148 separate recruiter/applicant dyads support the proposed recruiter/applicant PA similarity effects. The underlying mechanism is revealed to be recruiters’ informativeness and affective delivery (Study 1), that then causes applicants to form brand identification, which further influences applicants’ attraction to the organization, and intentions to spread positive word-of-mouth about the organization (Study 2). Findings indicate that HEIs and organizations should strive to match applicant/recruiter PA levels. Implications and directions for future research are also discussed. [ABSTRACT FROM AUTHOR]

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User-generated videos (UGVs) are popular in the e-business context. Product-related information in UGVs greatly facilitates online transactions. This study aims to investigate the mechanism of audience information processing in online video scenarios. Drawing on elaboration likelihood model, this study proposed an antecedent model for the perceived helpfulness of video-based online reviews from the perspective of audiences' involvement. In addition, the features of the Danmu are acted as moderating variables, moderating the choice of route by influencing the audience's involvement. The results were obtained by an online survey. Results from partial least squares structural equation modeling (PLS-SEM) indicate that video content (i.e., media richness, perceived expertise, and emotional appeal) and video source (i.e., emotional trust, physical attractiveness, and vocal attractiveness) positively influence its perceived helpfulness and the features of Danmu (i.e., emotional intensity and content similarity) moderate the relationships both positively and negatively. This study provides theoretical contributions from several perspectives and practical implications to marketers. [ABSTRACT FROM AUTHOR]

Surface cues such as displays of passion and physical attractiveness can affect crowdfunding outcomes. Yet the efficacy of these cues may be contingent on other attributes of the entrepreneur, such as their gender. We integrate insights from the elaboration likelihood model of persuasion with those of expectancy violation theory to develop and test a theoretical framework in which the benefit of these cues is contingent on the gender of the entrepreneur and expectancies associated with it. Furthermore, we introduce a novel measurement technique to assess individuals' implicit gender-based biases related to passion and attractiveness. Plain English Summary: Among biased investors, crowdfunding pitches work best for passionate male and attractive female entrepreneurs. Crowdfunding is a way for entrepreneurs to raise funds from a large, anonymous pool of amateur investors. To raise funds on these platforms, entrepreneurs create pitch videos to present to potential investors. When crowdfunding first emerged, there was widespread hope that it would open up new sources of funding to groups of entrepreneurs who are often shut out from traditional sources of funding, such as venture capital. But has that really happened? Or do biases that are common among professional investors also work to the disadvantage of these entrepreneurs in crowdfunding? In this paper, we answer these questions by studying the pitches of both male and female entrepreneurs and their impact on funding success. Our findings offer both a cause for optimism and for concern. On the positive side, we do find that crowdfunding can be a viable source of funding for female entrepreneurs. However, this benefit primarily goes to more attractive females. Furthermore, although being passionate in a pitch is generally a good thing, we find this benefit primarily goes to men instead of women. Without being too pessimistic, we find that these results only hold among those investors who hold certain gender-based biases pertaining to passion and attractiveness. Overall, the principal implication of this study is that biases that limit accessibility to traditional sources of funding also operate within crowdfunding. However, traditionally underfunded groups of entrepreneurs may be able to use these to their advantage. [ABSTRACT FROM AUTHOR]

To promote entrepreneurship among students, academic institutions should focus on developing a positive entrepreneurial personal attitude (EPA), since it is a strong antecedent of entrepreneurial intentions, which in turn predict actual entrepreneurship. Previous research has found that EPA is lower for women than for men, which is related to the acknowledged gap between women and men in entrepreneurial activity. The present work builds on the elaboration likelihood model (ELM) to examine how nine different entrepreneurship-focused academic activities in school impact on students' EPA, paying special attention to gender differences. We use a sample of 918 students from a French business school to analyze gender differences in the mechanisms based on ELM central and peripheral routes to promote EPA through academic activities. Post hoc tests are also performed to explore differences by gender at various academic levels. The results have important implications for academic institutions wishing to promote entrepreneurship, since we unpack entrepreneurial education into individual academic activities. In particular, results suggest that students' gender and academic level should be considered when designing activities to promote entrepreneurship. [ABSTRACT FROM AUTHOR]

Research indicates that auditors have an impoverished understanding of trial preparation factors that, independent of audit quality, can significantly elevate audit litigation risk. As the scholarly literature sheds little insight about the nature and implications of these factors, we identify what factors audit litigators consider in trial preparation, how they expect these factors to affect litigation outcomes, and how they attempt to leverage these factors. To do so, we interview 39 audit litigators, who identify factors germane to trial venues, jury pools, and case arguments. Guided by the elaboration likelihood model, we construct a framework that predicts these factors influence litigation outcomes by changing jurors' motivation and/or capability to elaborate. Importantly, we find that litigators who defend (sue) auditors strategically maneuver these factors to increase (decrease) the likelihood of higher juror elaboration, because higher elaboration is favorable to auditors. We discuss implications of our results for practice and research. JEL Classifications: K22; K40; K41; M4; M41; M42. [ABSTRACT FROM AUTHOR]

Within the emerging live-streaming commerce context, streamer-consumer gender match has been considered an important topic in studies on advertising hedonic products. However, it is still under-explored how streamer-consumer gender match affects the mapping from functional benefits to advertising effectiveness when advertising utilitarian products and how the mechanism is contingent on heterogeneous price signals. To somewhat address the research gaps, we develop a number of hypotheses based on the elaboration likelihood model together with the price signaling mechanism and examine the research model drawing on a 28-day panel on 685 smartphones sold on Douyin Live Shopping. The empirical results indicate that (1) functional benefit performance has a positive effect on advertising effectiveness for utilitarian products with a middle-price signal, and the effect is stronger when the products are sold by male rather than female streamers; (2) also for advertising utilitarian products with a middle-price signal, male consumers resist male streamers when streamers leverage utilitarian information to stimulate consumers' purchase intention; and (3) functional benefit performance contributes little to advertising effectiveness for utilitarian products with a high-price or low-price signal. The evidence uncovers that gender match mainly makes a difference to appending extra hedonic cues rather than amplifying the conversion of utilitarian information in the sense of advertising utilitarian products. The findings also highlight the risk of neglecting within-category heterogeneities in the by-product-category research on live-streaming advertising. [ABSTRACT FROM AUTHOR]

Travel influencers often disclose personal details in their social media recommendations. However, previous research has not explained how such content impacts influencer evaluations. This study explores how intimate self-disclosure in influencer recommendations affects perceptions of credibility. An experimental study demonstrates that recommendations containing intimate (vs. without intimate) content diminish perceptions of the travel influencer's credibility. The congruence between the influencer's content and expertise plays a mediating role, with intimate content being perceived as incongruent with their expertise, thereby reducing credibility. Competence need fulfillment moderates this effect such that influencers' credibility is enhanced through content-expertise congruence as participants feel more competent. [ABSTRACT FROM AUTHOR]

This study examines how technology quality, experience quality, and herd behaviour in live streaming commerce affect customers' purchase intention. We proposed an integrated research model based on the elaboration likelihood model (ELM) and herd behaviour. This study used covariance-based structural equation modelling (CB-SEM) to analyse data and assess the research model and hypotheses. We surveyed 872 Chinese customers who have experience in live streaming commerce, from which the data of 845 were used to test the hypotheses. Our findings show that good technology and experience quality lead customers to discount their own information and imitate their peers. Customers' herd behaviour positively affects their purchase intention. Further, discounting own information positively mediates the indirect link between live streaming commerce quality (technology quality and experience quality), imitation, and customers' purchase intention. This study is the first to combine live streaming commerce quality and herd behaviour to investigate customers' purchase intention in live streaming commerce. It highlights the value of incorporating herd behaviour into the ELM and adds to the body of knowledge by providing a deeper insight into customers' purchase intention in live streaming shopping. It also has managerial implications for live streaming commerce practitioners to sever the sustainable growth of e-commerce. [ABSTRACT FROM AUTHOR]

Online reviews play a critical role in online shopping platforms by helping consumers make efficient shopping decisions despite the limited experiential information that online shopping forums provide. While platforms provide incentives to encourage consumers to write online reviews, consumers need additional information or cues about reviewers to build consumer trust and meet disclosure requirements about using incentives. This paper examines such disclosures in the form of two reviewer badges--the verified badge and the incentive badge--to better understand how badges, individually and jointly together, influence trust. We draw on the elaboration likelihood model (ELM) to investigate badges as peripheral cues and online review quality as a central cue in an online shopping scenario. We conducted two experimental studies to examine the effect that badges, when presented individually and together, had on consumers' trusting beliefs, trusting attitude, and behavioral intentions. The verified badge increased trusting beliefs and the incentive badge largely decreased trusting beliefs, with both cues moderating (decreasing) the effect of argument quality on trusting beliefs when badges were presented individually. When we presented these mixed cues together, study participants directed their attention back to argument quality to resolve the ambiguity from mixed cues. While benevolence, integrity, and competence trusting beliefs were all influenced by the two badges, competence beliefs predominantly influenced trusting attitude. [ABSTRACT FROM AUTHOR]

Binge drinking is a major public health concern on college campuses and shares a deep connection to sporting culture. As such, student-athletes are potential referent points for addressing this destructive behavior among the student body. This study utilizes the theoretical frameworks of the elaboration likelihood model (ELM) and parasocial relationships (PSRs) to investigate the effects that student-athletes' health advocacy has on college students' attitudinal and behavioral intentions to binge drink. Analysis of data collected from 161 college students, who met the clinical definition of binge drinkers, indicated that issue involvement was associated with more favorable attitudes and the intention to continue drinking, and a disregard for student-athlete health advocacy. Greater degrees of source involvement (i.e., PSR), with depicted student-athletes, however, was found to positively affect elaboration and indirectly foster behavioral intentions to cease binge drinking. Results enhance our understanding of the ELM by suggesting source involvement – as opposed to issue involvement – can be an effective means of encouraging elaboration and decreasing college students' behavioral intentions to binge drink. [ABSTRACT FROM AUTHOR]

From the theoretical perspective of the elaboration likelihood model and service quality, this study attempts to provide an empirical study of patients' medical choice behaviour and the moderating effect of disease risk under different paths with a real data set from an online healthcare community. The results demonstrate that factors from the central and peripheral routes affect patients' behavioural intention regarding online medical choices. Disease risk plays an important moderating role. Low-risk patients are mainly influenced by factors from the peripheral route including doctors' service reputation and disclosure of service qualifications, while high-risk patients are mainly influenced by factors from the central route including service quality of treatment and reviews quality. [ABSTRACT FROM AUTHOR]

Precision farming is becoming crucial in the ongoing agricultural revolution due to its enhanced economic and ecological sustainability in food production compared to conventional farming. However, only a limited number of studies have focused on consumer acceptance of food produced through precision farming. To address this gap, an online experiment (n = 276) was conducted to investigate how production method information influences consumer beliefs of food quality (i.e., health, sustainability, and safety values), ultimately affecting consumer attitudes and purchase intentions toward precision-grown food. The findings suggest consumers exhibit higher quality beliefs, leading to more favorable attitudes and purchase intentions, toward precision-grown food compared to conventional food. This trend was observed when participants were presented with detailed information about the production methods employed in each farming system. In addition, according to the Elaboration Likelihood Model, our study reveals consumer innovativeness has the potential to amplify positive responses in terms of quality beliefs, attitudes, and purchase intentions toward precision-grown food compared to conventional food. Furthermore, our findings suggest that when detailed production methods are presented, precision-grown food may receive favorable quality beliefs, attitudes, and purchase intentions comparable to those for organic food, regardless of consumer innovativeness. [ABSTRACT FROM AUTHOR]

The increasing percentage of e-commerce users each year, accompanied by the growing convenience of online shopping, is considered to have led to the phenomenon of impulse buying tendency, especially in the context of e-commerce usage. This study aims to discuss the occurrence of impulse buying tendency in Indonesia based on the perspectives of the Elaboration Likelihood Model and Regulatory Focus Theory, using information transparency to represent the central route, celebrity endorsers to represent the peripheral route, and regulatory focus as a moderating variable. The research is focused on Shopee, which is one of the most popular e-commerce in Indonesia, therefore the population is Shopee users in Indonesia. The purposive sampling technique was used with a total of 445 respondents, which were taken from 5 top universities in Indonesia. The results of this study indicate that both information transparency and celebrity endorsers have a significant influence on impulse buying tendencies. Furthermore, regulatory focus is found to be a significant moderating variable of the relationship between information transparency and impulse buying tendency, however, there is no significant effect found on the moderating role of regulatory focus in the relationship between celebrity endorsers and impulse buying tendency. Referring to this, it is hoped that the Shopee e-commerce company can provide information according to the needs of consumers and consider the selection of supporting celebrities in accordance with the products or brands offered. [ABSTRACT FROM AUTHOR]

Equity crowdfunding provides entrepreneurs and founders the opportunity to raise funds from a large number of potential investors, using quality signals to influence their investment decisions. Drawing from the lens of signaling theory and the elaboration likelihood model, this study explores the role of successive equity crowdfunding rounds as a quality signal in shaping investors' preferences in crowdfunded firms and its influence on their investment decisions. Our findings reveal that successive equity crowdfunding rounds serve as quality signals, modeling investors' preferences and thereby resulting in a high magnitude of success factors. The successive round is a strong quality signal that has a positive and significant impact on investors' investment decisions in subsequent equity crowdfunding rounds. The increasing preferences of investors due to the successive round augments the magnitude of success factors and helps entrepreneurs in successfully achieving large funding targets, high overfunding, and attracting a large number of investors in subsequent equity crowdfunding campaigns, even with a low level of equity offering. [ABSTRACT FROM AUTHOR]

Despite the increase in media portrayals of transracial adoption, little is understood about how viewers perceive these portrayals. Therefore, 36 interviews were conducted (20 with transracially adoptive parents and 16 with non-transracially-adoptive parents) to discover the perceived realism and learning outcomes of three entertainment transracial adoption portrayals. While transracially adoptive parents were generally more inclined to deem the clips realistic, the two groups reported similar elements of realism/unrealism. In line with social cognitive theory, several learning outcomes were reported by both groups of parents in addition to anticipated positive and negative effects of these portrayals. Results extend the applicability of perceived realism to transracial adoption portrayal and highlight nuances of social cognitive theory and the extended elaboration likelihood model among adoptive and biological parents. [ABSTRACT FROM AUTHOR]

This article explores how the design and delivery of programs challenging gendered norms amongst men and boys can support attitude and behaviour change through more conscious and deliberate engagement with program content. Sixty-seven past participants of programs delivered by five Australian organisations completed an online survey based on their experiences. The Elaboration Likelihood Model (ELM) was used to explore participants' perspectives regarding motivation and ability to elaborate on program content, evidence of elaboration occurring, and experiences of attitude and behaviour change post-program. Program strengths included highlighting the personal relevance of program content, eliminating distractions and message comprehensibility. Opportunities for improvement included increasing message repetition and the number of message sources. Evidence of elaboration was present across all program types, including single-session programs, and included reflections on social and emotional learnings. The findings demonstrate how program design and delivery can support processing program material at a deeper and more conscious level, including when dealing with resource and time constraints. [ABSTRACT FROM AUTHOR]

Social media has become an important component of political discourse. In Nigeria, social media has played a critical role in shaping political opinions and voting behaviors, especially during the 2019 presidential election. This research re-examines the influence of social media on political discourse using the Elaboration Likelihood Model as a theoretical framework to scrutinize the level of message elaboration among voters on social media platforms and the factors that impact the central and peripheral routes of persuasion. The study explored the influence of social media on voter's attitude, behavior and opinion during the election, with the ultimate aim of analyzing how different segments of society may react to persuasive messages. The findings of the study shed light on the level of social media usage during the election, the effect of voter's attitude and behavior, the role of political propaganda, and the factors influencing social media's effectiveness in shaping political discourse. [ABSTRACT FROM AUTHOR]

This paper explores how the integration of Artificial Intelligence (AI) into research methodologies is changing the research paradigm by improving data analysis, efficiency and innovation in a variety of fields. All the emerging and disruptive technologies based on AI and BIG DATA will thus allow researchers to model, train, calibrate and ultimately simulate very complex research scenarios by accelerating and simplifying current quantitative testing methods, allowing to work with sample sizes close to those of the analyzed population. Emerging and innovative research methodologies based on the application of AI tools are thus presented, which actually revolutionize traditional ways of research by adopting artificial intelligence algorithms on each hypothesis and creating specific working models for each tested hypothesis, obtaining valuable insights regardless of the validation or not of a hypothesis by classical quantitative analysis. In the particular situation presented, it will be explained how the Elaboration Likelihood Model will be applied to the marketing of social networks, with an emphasis on the cognitive process and the expression of attitude within them, depending on the characteristics of the message and the involvement of users. This proposed research will also consider the ELM framework and increase its dimension, providing a more contemporary perspective on persuasion and cognitive engagement by introducing AI and big data as part of the dimension of ELM methodologies, thus illustrating a paradigm shift in research and representing a model approach to moving from methodologies based on traditional qualitative and quantitative methods to emerging ones based on AI and BIG DATA. [ABSTRACT FROM AUTHOR]

In the evolving landscape of the building sector, the digital sphere is reshaping consumer engagement and purchase behaviors, especially in the sustainability-focused niche of fitness facilities. Utilizing the theory of planned behavior (TPB) and elaboration likelihood model (ELM), this study examines the impact of social media influence (SMI) on purchasing intentions for sustainable fitness services (PISFS) through the mediating role of green building consumption perceptions (GBCPs) and the moderating effect of environmental awareness (EA). To examine the proposed relationships and achieve the objectives of the study, 672 valid responses were collected from professionals and customers in fitness services in Turkey and analyzed using Smart PLS 4. The results of the data analysis revealed that SMI positively impacts PISFS, SMI positively impacts GBCP, GBCP positively impacts PISFS, GBCP plays an effective mediation role between SMI and PISFS, the influence of social media on purchasing intentions for sustainable fitness services is further enhanced at high levels of environmental awareness, and the impact of social media on green building consumption perceptions is further strengthened at higher levels of environmental awareness. This study's insights call for the building sector, particularly in sustainable fitness facilities, to actively integrate social media strategies and environmental awareness into their marketing and design. Emphasizing green building attributes on digital platforms can significantly influence consumer choices, steering the industry toward a more environmentally conscious and digitally engaged future. [ABSTRACT FROM AUTHOR]

The study focused on the transition from compliance to slacking in the audience's attitudes towards media messages encouraging the use of face masks to avoid COVID-19. It employed the survey and multimodal analysis designs based on the Elaboration Likelihood Model (ELM). A sample of the messages on the Nigeria Centre for Disease Control (NCDC) website and YouTube were chosen for the multimodal analysis using purposive sampling. Findings showed that social media was one of the ways that most respondents commonly heard or saw messages about using face masks. Though short-term positive attitude and compliance were found, it mainly became inconsistent over time, despite the media blitz on the benefits of masking up. It recommended that there was an urgent need to re-contextualize media messages on using face masks by adopting a bottom-up strategy and a hybrid of communication approaches. [ABSTRACT FROM AUTHOR]

Purpose: This study aims to investigate the mechanism of the misinformation spread based on the elaboration likelihood model and the effects of four factors – emotion, topic, authority and richness – on the depth, breadth and structural virality of misinformation spread. Design/methodology/approach: The authors collected 2,514 misinformation microblogs and 142,006 reposts from Weibo, used deep learning methods to identify the emotions and topics of misinformation and extracted the structural characteristics of the spreading network using the network analysis method. Findings: Results show that misinformation has a smaller spread size and breadth than true news but has a similar spread depth and structural virality. The differential influence of emotions on the structural characteristics of misinformation propagation was found: sadness can promote the breadth of misinformation spread, anger can promote depth and disgust can promote depth and structural virality. In addition, the international topic, the number of followers, images and videos can significantly and positively influence the misinformation's spread size, depth, breadth and structural virality. Originality/value: The influencing factors of the structural characteristics of misinformation propagation are clarified, which is helpful for the detection and management of misinformation. [ABSTRACT FROM AUTHOR]