IDEAS home Printed from https://ideas.repec.org/a/spr/amsrev/v13y2023i1d10.1007_s13162-023-00254-6.html
   My bibliography  Save this article

Persuasion knowledge framework: Toward a comprehensive model of consumers’ persuasion knowledge

Author

Listed:
  • Vahid Rahmani

    (Rowan University)

Abstract

Synthesizing the latest findings of more than one hundred articles in the literature, the current paper presents an integrative, process-based framework entailing a dynamic view of consumers’ persuasion knowledge. Consequently, this paper offers a succinct summary of the status quo of the literature and sheds light on the underdeveloped areas that require further empirical investigation. Furthermore, this article identifies methodological problems (including priming and measurement issues) that have negatively impacted the persuasion knowledge literature and presents potential solutions to alleviate them. Finally, the theoretical and managerial implications of the developed model are discussed in the last section of the paper.

Suggested Citation

  • Vahid Rahmani, 2023. "Persuasion knowledge framework: Toward a comprehensive model of consumers’ persuasion knowledge," AMS Review, Springer;Academy of Marketing Science, vol. 13(1), pages 12-33, June.
    • Handle: RePEc:spr:amsrev:v:13:y:2023:i:1:d:10.1007_s13162-023-00254-6
    DOI: 10.1007/s13162-023-00254-6
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s13162-023-00254-6
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s13162-023-00254-6?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Hélène Deval & Susan P. Mantel & Frank R. Kardes & Steven S. Posavac, 2013. "How Naive Theories Drive Opposing Inferences from the Same Information," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(6), pages 1185-1201.
    2. Bart de Langhe & Philip M. Fernbach & Donald R. Lichtenstein, 2016. "Navigating by the Stars: Investigating the Actual and Perceived Validity of Online User Ratings," Journal of Consumer Research, Oxford University Press, vol. 42(6), pages 817-833.
    3. Campbell, Margaret C & Kirmani, Amna, 2000. "Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 27(1), pages 69-83, June.
    4. Skarmeas, Dionysis & Leonidou, Constantinos N., 2013. "When consumers doubt, Watch out! The role of CSR skepticism," Journal of Business Research, Elsevier, vol. 66(10), pages 1831-1838.
    5. Friestad, Marian & Wright, Peter, 1994. "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(1), pages 1-31, June.
    6. Tessitore, Tina & Geuens, Maggie, 2019. "Arming consumers against product placement: A comparison of factual and evaluative educational interventions," Journal of Business Research, Elsevier, vol. 95(C), pages 38-48.
    7. Siv Skard & Helge Thorbjørnsen, 2014. "Is Publicity Always Better than Advertising? The Role of Brand Reputation in Communicating Corporate Social Responsibility," Journal of Business Ethics, Springer, vol. 124(1), pages 149-160, September.
    8. van Reijmersdal, Eva A. & Rozendaal, Esther & Buijzen, Moniek, 2012. "Effects of Prominence, Involvement, and Persuasion Knowledge on Children's Cognitive and Affective Responses to Advergames," Journal of Interactive Marketing, Elsevier, vol. 26(1), pages 33-42.
    9. Luce, Mary Frances, 1998. "Choosing to Avoid: Coping with Negatively Emotion-Laden Consumer Decisions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(4), pages 409-433, March.
    10. Kachersky, Luke, 2011. "Reduce Content or Raise Price? The Impact of Persuasion Knowledge and Unit Price Increase Tactics on Retailer and Product Brand Attitudes," Journal of Retailing, Elsevier, vol. 87(4), pages 479-488.
    11. Chang-Dae Ham & Jeesun Kim, 2019. "The Role of CSR in Crises: Integration of Situational Crisis Communication Theory and the Persuasion Knowledge Model," Journal of Business Ethics, Springer, vol. 158(2), pages 353-372, August.
    12. Bearden, William O & Hardesty, David M & Rose, Randall L, 2001. "Consumer Self-Confidence: Refinements in Conceptualization and Measurement," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 121-134, June.
    13. Adam Duhachek, 2005. "Coping: A Multidimensional, Hierarchical Framework of Responses to Stressful Consumption Episodes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 32(1), pages 41-53, June.
    14. Zhuang, Mengzhou & Cui, Geng & Peng, Ling, 2018. "Manufactured opinions: The effect of manipulating online product reviews," Journal of Business Research, Elsevier, vol. 87(C), pages 24-35.
    15. Cotte, June & Coulter, Robin A. & Moore, Melissa, 2005. "Enhancing or disrupting guilt: the role of ad credibility and perceived manipulative intent," Journal of Business Research, Elsevier, vol. 58(3), pages 361-368, March.
    16. Reimer, Thomas & Benkenstein, Martin, 2016. "When good WOM hurts and bad WOM gains: The effect of untrustworthy online reviews," Journal of Business Research, Elsevier, vol. 69(12), pages 5993-6001.
    17. Hamby, Anne & Daniloski, Kim & Brinberg, David, 2015. "How consumer reviews persuade through narratives," Journal of Business Research, Elsevier, vol. 68(6), pages 1242-1250.
    18. Gregan-Paxton, Jennifer & John, Deborah Roedder, 1997. "Consumer Learning by Analogy: A Model of Internal Knowledge Transfer," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(3), pages 266-284, December.
    19. Basso, Kenny & dos Santos, Cristiane Pizzutti & Albornoz Gonçalves, Manuela, 2014. "The impact of flattery: The role of negative remarks," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 185-191.
    20. Lunardo, Renaud & Mbengue, Ababacar, 2013. "When atmospherics lead to inferences of manipulative intent: Its effects on trust and attitude," Journal of Business Research, Elsevier, vol. 66(7), pages 823-830.
    21. Juliano Laran & Amy N. Dalton & Eduardo B. Andrade, 2011. "The Curious Case of Behavioral Backlash: Why Brands Produce Priming Effects and Slogans Produce Reverse Priming Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(6), pages 999-1014.
    22. Das, Gopal & Roy, Rajat & Naidoo, Vik, 2020. "When do consumers prefer partitioned prices? The role of mood and pricing tactic persuasion knowledge," Journal of Business Research, Elsevier, vol. 116(C), pages 60-67.
    23. Kenneth C. Herbst & Eli J. Finkel & David Allan & Gráinne M. Fitzsimons, 2012. "On the Dangers of Pulling a Fast One: Advertisement Disclaimer Speed, Brand Trust, and Purchase Intention," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(5), pages 909-919.
    24. Claas Christian Germelmann & Jean-Luc Herrmann & Mathieu Kacha & Peter Darke, 2020. "Congruence and Incongruence in Thematic Advertisement–Medium Combinations: Role of Awareness, Fluency, and Persuasion Knowledge," Post-Print hal-03031674, HAL.
    25. Michelle Nelson & Jiwoo Park, 2015. "Publicity as Covert Marketing? The Role of Persuasion Knowledge and Ethical Perceptions on Beliefs and Credibility in a Video News Release Story," Journal of Business Ethics, Springer, vol. 130(2), pages 327-341, August.
    26. Leonard Lee & On Amir & Dan Ariely, 2009. "In Search of Homo Economicus: Cognitive Noise and the Role of Emotion in Preference Consistency," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(2), pages 173-187.
    27. Jodie Ferguson & Pam Ellen & Gabriela Piscopo, 2011. "Suspicion and Perceptions of Price Fairness in Times of Crisis," Journal of Business Ethics, Springer, vol. 98(2), pages 331-349, January.
    28. Bambauer-Sachse, Silke & Mangold, Sabrina, 2013. "Do consumers still believe what is said in online product reviews? A persuasion knowledge approach," Journal of Retailing and Consumer Services, Elsevier, vol. 20(4), pages 373-381.
    29. Mehdi Hossain & Ritesh Saini, 2014. "Suckers in the morning, skeptics in the evening: Time-of-Day effects on consumers’ vigilance against manipulation," Marketing Letters, Springer, vol. 25(2), pages 109-121, June.
    30. Andrea C. Morales, 2005. "Giving Firms an "E" for Effort: Consumer Responses to High-Effort Firms," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 31(4), pages 806-812, March.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Golovacheva, E., 2016. "When consumers activate persuasion knowledge: Review of antecedents and consequences," Working Papers 6440, Graduate School of Management, St. Petersburg State University.
    2. Andrew E. Wilson & Peter R. Darke & Jaideep Sengupta, 2022. "Winning the Battle but Losing the War: Ironic Effects of Training Consumers to Detect Deceptive Advertising Tactics," Journal of Business Ethics, Springer, vol. 181(4), pages 997-1013, December.
    3. Kim, Claire Heeryung & Han, Eunjoo, 2020. "Premiums Paid for What You Believe In: The Interactive Roles of Price Promotion and Cause Involvement on Consumer Response," Journal of Retailing, Elsevier, vol. 96(2), pages 235-250.
    4. James J. Zboja & Ronald A. Clark & Diana L. Haytko, 2016. "An offer you can’t refuse: consumer perceptions of sales pressure," Journal of the Academy of Marketing Science, Springer, vol. 44(6), pages 806-821, November.
    5. Pyle, Martin A. & Smith, Andrew N. & Chevtchouk, Yanina, 2021. "In eWOM we trust: Using naïve theories to understand consumer trust in a complex eWOM marketspace," Journal of Business Research, Elsevier, vol. 122(C), pages 145-158.
    6. Chang-Dae Ham & Jeesun Kim, 2019. "The Role of CSR in Crises: Integration of Situational Crisis Communication Theory and the Persuasion Knowledge Model," Journal of Business Ethics, Springer, vol. 158(2), pages 353-372, August.
    7. Costa Filho, Murilo & Nogueira Rafael, Diego & Salmonson Guimarães Barros, Lucia & Mesquita, Eduardo, 2023. "Mind the fake reviews! Protecting consumers from deception through persuasion knowledge acquisition," Journal of Business Research, Elsevier, vol. 156(C).
    8. Román, Sergio & Riquelme, Isabel P. & Iacobucci, Dawn, 2023. "Fake or credible? Antecedents and consequences of perceived credibility in exaggerated online reviews," Journal of Business Research, Elsevier, vol. 156(C).
    9. Zhuang, Mengzhou & Cui, Geng & Peng, Ling, 2018. "Manufactured opinions: The effect of manipulating online product reviews," Journal of Business Research, Elsevier, vol. 87(C), pages 24-35.
    10. Golovacheva, K., 2015. "Consumer response to unit price increase: The role of pricing tactics and consumer knowledge," Working Papers 6421, Graduate School of Management, St. Petersburg State University.
    11. Mardumyan, Anna & Siret, Iris, 2023. "When review verification does more harm than good: How certified reviews determine customer–brand relationship quality," Journal of Business Research, Elsevier, vol. 160(C).
    12. Serife YAZGAN PEKTAS & Azize HASSAN, 2020. "The Effect of Digital Content Marketing on Tourists’ Purchase Intention," Journal of Tourismology, Istanbul University, Faculty of Economics, vol. 6(1), pages 79-98, June.
    13. Annie Banikema & Dominique Roux, 2014. "La propension à résister du consommateur : contribution à l'étude d'une disposition à s'opposer aux tentatives d'influence marchande," Grenoble Ecole de Management (Post-Print) hal-02956891, HAL.
    14. Svenja Mohr & Rainer Kühl, 2021. "Exploring persuasion knowledge in food advertising: an empirical analysis," SN Business & Economics, Springer, vol. 1(8), pages 1-27, August.
    15. Choi, Dongwon & Bang, Hyejin & Wojdynski, Bartosz W. & Lee, Yen-I & Keib, Kate M., 2018. "How Brand Disclosure Timing and Brand Prominence Influence Consumer's Intention to Share Branded Entertainment Content," Journal of Interactive Marketing, Elsevier, vol. 42(C), pages 18-31.
    16. Reimer, Thomas & Benkenstein, Martin, 2016. "When good WOM hurts and bad WOM gains: The effect of untrustworthy online reviews," Journal of Business Research, Elsevier, vol. 69(12), pages 5993-6001.
    17. Thomas, Veronica L. & Mangus, Stephanie M. & Bock, Dora E., 2023. "Would you do me a favor? How salesperson favor requests positively affect consumers’ perceptions of negotiations☆☆," Journal of Business Research, Elsevier, vol. 155(PA).
    18. Merle, Aurélie & St-Onge, Anik & Sénécal, Sylvain, 2022. "Does it pay to be honest? The effect of retailer-provided negative feedback on consumers’ product choice and shopping experience," Journal of Business Research, Elsevier, vol. 147(C), pages 532-543.
    19. Munzel, Andreas, 2016. "Assisting consumers in detecting fake reviews: The role of identity information disclosure and consensus," Journal of Retailing and Consumer Services, Elsevier, vol. 32(C), pages 96-108.
    20. Yegyu Han & Mario Pandelaere, 2021. "All that glitters is not gold: when glossy packaging hurts brand trust," Marketing Letters, Springer, vol. 32(2), pages 191-202, June.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:amsrev:v:13:y:2023:i:1:d:10.1007_s13162-023-00254-6. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.