Persuasion and the Internet
By: Daniel Pine, Michael Sedoti, and Tezra Warren

Home

Website Design

Message Strength

Credibility

Mood

References

References

Ambler, T., & Hollier, E. (2004). The Waste in Advertising Is the Part That Works. Journal of Advertising Research, 44(4), 375-389.

Becker, L. (2008). The effective website: Give site visitors a why-to-buy. MultichannelMerchant.com, 4(10), 40-41.

Blackshaw, P. (2008). The six drivers of brand credibility. Marketing Management, 17(3), 51-54.

Chaiken, S. & Maheswaran, D. (1994). Heuristic processing can bias systematic     processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment. Journal of Personality and Social Psychology, 66(3), 460-          473.

Chen, S. & Lee, K. (2008). The role of personality traits and perceived values in    persuasion: An elaboration likelihood model perspective on online shopping. Social behavior and Personality, 36(10), 1379-1400.

Duthler, K. W. & Palmgreen, P. (2003).The influence of peripheral cues on the processing of persuasive messages on the world wide web. International            Communication Association (conference paper), 1-35, San Diego, CA.

Heath, R., Brandt, D., & Nairn, A. (2006). Brand relationships: Strengthened by emotion, weakened by attention. Journal of Advertising Research, 46(4), 410-419.

Islam, K. A. (2008). Listen up: A how-to guide for podcasting. Chief Learning Officer, 7(8), 42-45.

Johnson, M. (2009). Going skinny. Design Week, 24(5), 17-18.

Knowles, J. D. & Berge, E. T. (2009). Online ‘mystery charges’ under investigation. Response, 17(10), 50.

Petty, R. E. & Cacioppo, J. T. (1984). The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion. Journal of Personality and Social Psychology, 46(1), 69-81.

Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983). Central and peripheral routes to advertising effectiveness: The moderating role of involvement. Journal of Consumer Research, 10, 135-146.

Petty, R. E., Schumann, D. W., Richman, S. A., & Strathman, A. J.(1993). Positive mood and persuasion: Different roles for affect under high- and low-elaboration conditions. Journal of Personality and Social Psychology, 64(1), 5-20.

Rodgers, S., & Harris, M. (2003). Gender and e-commerce: An exploratory study. Journal of Advertising Research, 43(3), 322-329.

SanJośe-Cabezudo, R., Gutiѐrrez-Arranz, A. M., & Gutiѐrrez-Cillán, J. (2009). The combined influence of central and peripheral routes in the online persuasion process. CyberPsychology & Behavior, 12(3), 299-308.

Sher, P. J. & Lee, S. (2009). Consumer skepticism and online reviews: An elaboration likelihood model perspective. Social Behavior and Personality, 37(1), 137-144.

Sinclair, R. C., Lovsin, T. K., & Moore, S. E. (2007). Mood state, issue involvement, and argument strength on responses to persuasive appeals. Psychological Reports, 10, 739-753.

Suh, K., & Chang, S. (2006). User interfaces and consumer perceptions of online stores: The role of telepresence. Behaviour & Information Technology, 25(2), 99-113.

Van Noort, G., Kerkhof, P., & Fennis, B. M. (2008). The persuasiveness of online safety   cues: The impact of prevention focus compatibility of web content on consumers’ risk perceptions, attitudes, and intentions. Journal of Interactive Marketing, 22(4), 58-70.

White, B. J., Clapper, D., Noel, R., Fortier, J., & Grabolosa, P. (2007). Understanding persuasive online sales messages from eBay auctions. Business Communication Quarterly, 70(4), 482-487.

Ziegler, R. & Diehl, M. (2001). The effect of multiple source information on message scrutiny: The case of source expertise and likability. Swiss Journal of Psychology,       60(4), 253-263.