The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Effects of Disclosing Sponsored Content in Blogs: How the Use of Resistance Strategies Mediates Effects on Persuasion
Open accessAbstract
This article presents two studies examining the effects of disclosing online native advertising (i.e., sponsored content in blogs) on people’s brand attitude and purchase intentions. To investigate the mechanisms underlying these effects, we integrated resistance theories with the persuasion knowledge model. We theorize that disclosures activate people’s persuasion knowledge, which in turn evokes resistance strategies that people use to cope with the persuasion attempt made in the blog. We tested our predications with two experiments ( N = 118 and N = 134). We found that participants indeed activated persuasion knowledge in response to disclosures, after which they used both cognitive (counterarguing) and affective (negative affect) resistance strategies to decrease persuasion. The obtained insights do not only advance our theoretical understanding of how disclosures of sponsored blogs affect persuasion but also provide valuable insights for legislators, advertisers, and bloggers.
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Cites
The Persuasion Knowledge Model: How People Cope with Persuasion Attempts
Friestad, M., & Wright, P. (1994) · Journal of Consumer Research · doi:10.1086/209380 · Cited by 3,811 · cited 8×
“Although the persuasion knowledge model (Friestad & Wright, 1994) stated already that the activation of persuasion knowledge enables consumers to cope with persuasion attempts, this is the first study providing empirical support for the idea that consumers indeed adopt resistance strategies when…”
InfluentialMeasuring Attitude toward the Brand and Purchase Intentions
Spears, N., & Singh, S. N. (2004) · Journal of Current Issues & Research in Advertising · doi:10.1080/10641734.2004.10505164 · Cited by 1,812 · cited 3×
“…statements “I would like to try [BRAND] (pi1),” “I intent to buy [BRAND] (pi2),” “I want to buy [BRAND] (pi3),” and “I will look for [BRAND] in a store (pi4)” (Spears & Singh, 2004) on a scale ranging from 1 ( strongly disagree ) to 7 ( strongly agree ; Cronbach’s α = .84, M = 4.54, SD = 1.18).”
InfluentialCampbell, M. C., & Kirmani, A. (2000) · Journal of Consumer Research · doi:10.1086/314309 · Cited by 1,342
Cited by
Evans, N. J., Phua, J., Lim, J., & Jun, H. (2017) · Journal of Interactive Advertising · doi:10.1080/15252019.2017.1366885 · Cited by 921
Hughes, C., Swaminathan, V., & Brooks, G. (2019) · Journal of Marketing · doi:10.1177/0022242919854374 · Cited by 789
Hwang, K., & Zhang, Q. (2018) · Computers in Human Behavior · doi:10.1016/j.chb.2018.05.029 · Cited by 639
Johnson, B. K., Potocki, B., & Veldhuis, J. (2019) · Journal of Computer-Mediated Communication · doi:10.1093/jcmc/zmz003 · Cited by 72
Jung, N., & Im, S. (2021) · International Journal of Advertising · doi:10.1080/02650487.2021.1991107 · Cited by 60
Metadata
- Authors
- van Reijmersdal, E. A., Fransen, M. L., van Noort, G., Opree, S. J., Vandeberg, L., Reusch, S., van Lieshout, F., & Boerman, S. C.
- Venue
- American Behavioral Scientist
- Publisher
- SAGE Publications
- Published
- 2016-07-28
- Volume
- 60
- Issue
- 12
- Pages
- 1458-1474
- ISSN
- 0002-7642 (ISSN-L)
- 1552-3381
- OpenAlex
- W2494570689
- Cited by
- 223
- References
- 3
- FWCI
- 48.59
- Type
- journal article
- Language
- en
- Open access
- hybrid
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- van Reijmersdal, E. A., Fransen, M. L., van Noort, G., Opree, S. J., Vandeberg, L., Reusch, S., van Lieshout, F., & Boerman, S. C. (2016). Effects of Disclosing Sponsored Content in Blogs: How the Use of Resistance Strategies Mediates Effects on Persuasion. American Behavioral Scientist. https://doi.org/10.1177/0002764216660141
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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