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dc.contributor.authorTaylor, Sarah
dc.contributor.authorGraff, Martin
dc.contributor.authorTaylor, Rachel
dc.date.accessioned2020-04-09T09:04:56Z
dc.date.available2020-04-09T09:04:56Z
dc.date.issued2019-11-25
dc.identifier.citationTaylor, S., Graff, M. and Taylor, R. (2020) 'How can you persuade me online? The impact of goal-driven motivations on attention to online information', Computers in Human Behavior, 105, p.106210. DOI: 10.1016/j.chb.2019.106210.en_US
dc.identifier.issn0747-5632
dc.identifier.urihttp://hdl.handle.net/10369/10992
dc.descriptionArticle published in Computers in Human Behavior on 25 November 2019, available at: https://doi.org/10.1016/j.chb.2019.106210.en_US
dc.description.abstractIndividuals are increasingly using the internet to communicate online with many of their interactions being persuasive. Whilst there is some evidence to suggest that persuasion can occur online it is still unclear as to the underlying mechanisms driving this process. The current study aims to address this by examining individuals’ attention to, and motivations to process, online information. To achieve this, an information recall paradigm was adopted whereby an undergraduate student sample (n = 91) were asked to recall information which had been presented to them in pre-scripted personally-relevant scenarios. Results identified that peripheral (e.g. contextual) cues activated goal-driven motivations significantly increasing attention to message content (i.e. central information) when personal benefits were implied. Conversely, when personal costs were implied these effects were reversed and information processing significantly attenuated. These results serve to reinforce the notion that online information processing is motivated by goal-driven behaviour and are the first to identify how goals impact on information processing. The findings have implications for both organisations and individuals who use the internet for persuasive purposes (e.g. political campaigning) and are discussed in relation to the dominant theories of persuasion and how they can explain online persuasion.en_US
dc.language.isoenen_US
dc.publisherElsevieren_US
dc.relation.ispartofseriesComputers in Human Behavior;
dc.titleHow can you persuade me online? The impact of goal-driven motivations on attention to online informationen_US
dc.typeArticleen_US
dc.identifier.doihttps://doi.org/10.1016/j.chb.2019.106210
dcterms.dateAccepted2019-11-23
rioxxterms.funderCardiff Metropolitan Universityen_US
rioxxterms.identifier.projectCardiff Metropolian (Internal)en_US
rioxxterms.versionAMen_US
rioxxterms.licenseref.urihttps://creativecommons.org/licenses/by-nc-nd/4.0/en_US
rioxxterms.licenseref.startdate2020-04-09
dc.refexceptionThere was a delay in securing the final peer-reviewed text
rioxxterms.freetoread.startdate2021-11-25
rioxxterms.funder.project37baf166-7129-4cd4-b6a1-507454d1372een_US


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