The Elaboration Likelihood Model of Persuasion

Web Personalization as a Persuasion Strategy: An Elaboration Likelihood Model Perspective

A Dual-Process Model to Assess User Attitudes and the Likelihood of Electronic Word-Of-Mouth Adoption

The likelihood of electronic word-of-mouth (e-WOM) adoption is useful for academics and practitioners to understand the persuasion. To address this issue, the attitude-intention link was often assumed in information systems (IS) literature without further examinations in the persuasion contexts. This study develops a theoretical model, grounded in the elaboration likelihood model (ELM), to asse...

Persuasion Theories and IT Design

A growing number of information technology systems and services are being developed for persuasive purposes, i.e. to change users’ attitudes or behaviour or both. This paper proposes a taxonomy of general persuasive approaches, with interpersonal, computer-mediated and human-computer persuasion as the key types. It also recognizes and briefly describes related theories from social psychology, n...

Increasing the Effectiveness of Communications to Consumers: Recommendations Based on Elaboration Likelihood and Attitude Certainty Perspectives

This article makes suggestions about how to effectively communicate the risks associated with products and services to consumers. The authors realize this goal by drawing on several rich streams of literature on the psychology of persuasion. Specifically, they provide guidelines for developing effective communications based on the elaboration likelihood model of persuasion and integrating emerg...

MAP: A Computational Model for Adaptive Persuasion

While a variety of persuasion agents have been created and applied in different domains such as marketing, military training and health industry, there is a lack of a model which provides a unified framework for different persuasion strategies. Specifically, persuasion is not adaptable to the individuals’ personal states in different situations. Grounded in the Elaboration Likelihood Model (ELM...