Consumers' Trust in Persuasion: Objective Versus Biased Elaboration Likelihood in China's E-Commerce Advertising

被引：5

作者：

Deng, Fengyi ^{[1
,2
]}

Huang, Heshui ^{[2
,3
]}

Cheng, Hong ^{[4
,5
]}

机构：

[1] Chongqing Technol & Business Univ, Sch Business Adm, Nanan Dist, Peoples R China

[2] Xiamen Univ, Sch Journalism & Commun, Xiamen, Peoples R China

[3] Beijing Normal Univ, Beijing, Peoples R China

[4] Loyola Univ Chicago, Sch Commun, Chicago, IL USA

[5] Penn State Univ, State Coll, PA USA

来源：

JOURNALISM & MASS COMMUNICATION QUARTERLY | 2022年 / 99卷 / 04期

关键词：

elaboration likelihood model; e-commerce trust; disposition to trust; institution-based trust; advertising; China; B2C E-COMMERCE; MODERATING ROLE; MODEL; DESIGN; EXPERIENCE; INTENTION; QUALITY; RISK;

D O I：

10.1177/10776990211045369

中图分类号：

G2 [信息与知识传播];

学科分类号：

05 ; 0503 ;

摘要：

Based on the elaboration likelihood model (ELM), this study examined the role of consumers' initial trust in the persuasion process in e-commerce advertising in China. The results of two experiments revealed two significant moderators of the central route for processing of information: the disposition to trust (negative moderator) and institution-based trust (IBT; positive moderator). Specifically, low disposition to trust strengthened the influence of argument quality on consumers' product attitude and purchase intention. The same effect occurred under conditions of high IBT. However, when it came to the peripheral route, the effects of disposition to trust and IBT were not significant.

引用

页码：1126 / 1147

页数：22

共 50 条

[41] Individual consumers' trust in B2C automobile e-commerce in Tanzania: Assessment of the influence of web design and consumer personality
Masele, Juma James
Matama, Rogers
ELECTRONIC JOURNAL OF INFORMATION SYSTEMS IN DEVELOPING COUNTRIES, 2020, 86 (01):
[42] Understanding the Dark Side of Online Reviews on Consumers' Purchase Intentions in E-Commerce: Evidence From a Consumer Experiment in China
Wang, Junbin
Fan, Xiaojun
Shen, Xiangdong
Gao, Yurong
FRONTIERS IN PSYCHOLOGY, 2021, 12
[43] How to use apology and compensation to repair competence-versus integrity-based trust violations in e-commerce
Cui, Yubao
Zhang, Xuehe
Peng, Xiaobao
Chu, Jianxun
ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS, 2018, 32 : 37 - 48
[44] Does reality congruence determine e-commerce customer's engagement? Role of service quality, trust and commitment
Pooja
Verma, Pranay
Singh, Jasbir
TQM JOURNAL, 2024,
[45] Key influencing factors of consumers' vegetable e-commerce adoption willingness, behavior, and willingness-behavior consistency in Beijing, China
Li, Bo
Yin, Zhengqing
Ding, Junqi
Xu, Suyao
Zhang, Biao
Ma, Yunfei
Zhang, Lingxian
BRITISH FOOD JOURNAL, 2020, 122 (12): : 3741 - 3756
[46] An empirical study on repeat consumer's shopping satisfaction on C2C e-commerce in Japan: the role of value, trust and engagement
Moriuchi, Emi
Takahashi, Ikuo
ASIA PACIFIC JOURNAL OF MARKETING AND LOGISTICS, 2023, 35 (03) : 560 - 581
[47] Intermediating Effect of Knowledge Sharing between Virtual Community System Design and E-commerce Trust: an Empirical Study from China
Zhou, Guilin
PROCEEDINGS OF THE SECOND INTERNATIONAL SYMPOSIUM ON ELECTRONIC COMMERCE AND SECURITY, VOL I, 2009, : 379 - 384
[48] From virtual community members to C2C e-commerce buyers: Trust in virtual communities and its effect on consumers' purchase intention
Lu, Yaobin
Zhao, Ling
Wang, Bin
ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS, 2010, 9 (04) : 346 - 360
[49] A Multi-Model Grey Fusion Forecasting Procedure for China's E-commerce Service Industry
Guo, Jianhong
Li, Tianci
Huang, Yingyi
Chang, Chejung
JOURNAL OF GREY SYSTEM, 2023, 35 (03) : 18 - 26
[50] Causal Relationship between e-Service Quality, Online Trust and Purchase Intentions on Lazada Group, An Asia's Leading E-commerce Platform
Ruanguttamanun, Chutima
Peemanee, Jinda rat
JOURNAL OF DISTRIBUTION SCIENCE, 2022, 20 (01): : 13 - 26

← 1 2 3 4 5 →