Consumers’ online brand-related misinformation engagement : a weapons of influence perspective
(2024) In Journal of Strategic Marketing 32(8). p.1415-1434- Abstract
While misinformation has been around for centuries, the effects of online brand-related misinformation on consumers’ engagement remain tenuous. Addressing this gap, we develop the concept of online brand-related misinformation engagement, a consumer’s (e.g. cognitive/emotional) resource investment in their interactions with misinformation about brands. Recognizing the persuasive nature of misinformation, we draw on Cialdini’s Weapons of Persuasive Influence to develop a typology comprising three positively valenced online brand-related misinformation engagement sub-types (i.e. reciprocal, social proof-, and consistency-based misinformation engagement), and three negatively valenced online brand-related misinformation engagement... (More)
While misinformation has been around for centuries, the effects of online brand-related misinformation on consumers’ engagement remain tenuous. Addressing this gap, we develop the concept of online brand-related misinformation engagement, a consumer’s (e.g. cognitive/emotional) resource investment in their interactions with misinformation about brands. Recognizing the persuasive nature of misinformation, we draw on Cialdini’s Weapons of Persuasive Influence to develop a typology comprising three positively valenced online brand-related misinformation engagement sub-types (i.e. reciprocal, social proof-, and consistency-based misinformation engagement), and three negatively valenced online brand-related misinformation engagement sub-types (i.e. repudiating, thwarting, and oppositional misinformation engagement). We then develop a Weapons of Influence-informed model that outlines the effect of online brand-related misinformation authority and scarcity on consumers’ brand-related misinformation evaluation (liking), and its subsequent effect on their positive or negative online brand-related misinformation engagement, respectively. While consumers’ positive online brand-related misinformation engagement is predicted to yield online misinformation continuation or -intensification, its negative counterpart will generate online misinformation adjustment or -correction.
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- author
- Hollebeek, Linda D. LU ; Parts, Oliver ; Urbonavicius, Sigitas ; Riisalu, Rein ; Adomaviciute-Sakalauske, Karina and Jansson, Johan LU
- organization
- publishing date
- 2024
- type
- Contribution to journal
- publication status
- published
- subject
- keywords
- brands, Cialdini’s weapons of influence, consumer engagement, marketing strategy, Misinformation
- in
- Journal of Strategic Marketing
- volume
- 32
- issue
- 8
- pages
- 20 pages
- publisher
- Routledge
- external identifiers
-
- scopus:85199471003
- ISSN
- 0965-254X
- DOI
- 10.1080/0965254X.2024.2380657
- language
- English
- LU publication?
- yes
- id
- 0775ff41-78de-4fd6-8abd-b8a67e7b972c
- date added to LUP
- 2024-11-11 15:45:52
- date last changed
- 2025-04-04 14:23:02
@article{0775ff41-78de-4fd6-8abd-b8a67e7b972c,
abstract = {{<p>While misinformation has been around for centuries, the effects of online brand-related misinformation on consumers’ engagement remain tenuous. Addressing this gap, we develop the concept of online brand-related misinformation engagement, a consumer’s (e.g. cognitive/emotional) resource investment in their interactions with misinformation about brands. Recognizing the persuasive nature of misinformation, we draw on Cialdini’s Weapons of Persuasive Influence to develop a typology comprising three positively valenced online brand-related misinformation engagement sub-types (i.e. reciprocal, social proof-, and consistency-based misinformation engagement), and three negatively valenced online brand-related misinformation engagement sub-types (i.e. repudiating, thwarting, and oppositional misinformation engagement). We then develop a Weapons of Influence-informed model that outlines the effect of online brand-related misinformation authority and scarcity on consumers’ brand-related misinformation evaluation (liking), and its subsequent effect on their positive or negative online brand-related misinformation engagement, respectively. While consumers’ positive online brand-related misinformation engagement is predicted to yield online misinformation continuation or -intensification, its negative counterpart will generate online misinformation adjustment or -correction.</p>}},
author = {{Hollebeek, Linda D. and Parts, Oliver and Urbonavicius, Sigitas and Riisalu, Rein and Adomaviciute-Sakalauske, Karina and Jansson, Johan}},
issn = {{0965-254X}},
keywords = {{brands; Cialdini’s weapons of influence; consumer engagement; marketing strategy; Misinformation}},
language = {{eng}},
number = {{8}},
pages = {{1415--1434}},
publisher = {{Routledge}},
series = {{Journal of Strategic Marketing}},
title = {{Consumers’ online brand-related misinformation engagement : a weapons of influence perspective}},
url = {{http://dx.doi.org/10.1080/0965254X.2024.2380657}},
doi = {{10.1080/0965254X.2024.2380657}},
volume = {{32}},
year = {{2024}},
}