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Title: A marketing strategy lens on the concept of legitimacy : an interplay of purpose values of organizations and legitimacy theory
Creator: Runnalls, Pinar
Date: 2017
Collection: Electronic Theses & Dissertations
Description: "Scholars and managers in the marketing field have been looking for ways to identify and explain why their business partners act a certain way, how they can influence the business partners' actions or decisions, and how to instill a value system within the organization that would allow for such influence. Although not labeled as "legitimacy," most of the studies within the marketing literature look for an answer that can satisfy the questions of how to control the exchange partner (either...
Show more"Scholars and managers in the marketing field have been looking for ways to identify and explain why their business partners act a certain way, how they can influence the business partners' actions or decisions, and how to instill a value system within the organization that would allow for such influence. Although not labeled as "legitimacy," most of the studies within the marketing literature look for an answer that can satisfy the questions of how to control the exchange partner (either supplier or buyer), how to influence the exchange partner, how to overcome opportunistic behavior, how to communicate effectively within an exchange relationship, how to create trust, how to maintain trust, and many more questions that allow scholars and managers alike to ask and find a solution that benefits the firms. Legitimacy helps firms establish credibility. Once established, it will allow others in the institutional environment to expect certain behavior patterns from the focal firm. Throughout the exchanges, the focal firm is likely to use different reference points in order to communicate why a certain action needs to be taken, which in turn will shape the expectations of the exchange partners. This concept becomes even more critical when the presence of trust comes into the play. Trust will likely emerge when firms act in accordance with the norms and expectations of their exchange partners however legitimizing actions will not likely create trust but presence of trust will strengthen the legitimacy and performance outcomes. Thus, Essay 1 aims to uncover the link among the purpose values of organizations and how they lead to legitimacy strategy creation. Later, it links organizations' legitimacy strategies to the market verification activities of the firm and consequently, firm performance. In order to provide a holistic picture, two dimensions of competitive environment have been introduced as moderating factors. In other words, six purpose values (dignity, plurality, solidarity, subsidiarity, reciprocity, and sustainability), four legitimacy strategies (authorization, rationalization, moralization, mythopoesis), two commonly studied verification actions (interfirm and market monitoring), and two competitive environment dimensions (competitive intensity and competitive hostility) have been identified and included in the conceptual model. Secondly, Essay 2 focuses on the moderating effect of trust on the link between legitimacy actions and firm performance. By turning legitimacy strategies into actions, Essay 2 aims to uncover how interfirm trust can help strengthen or weaken the link between legitimizing behavior implemented by the firms and the consequent impact on the performance. In order to provide a complete picture, five different types of trust (affect-based, institutionalization-based, deterrence-based, competence-based, and intentional trust) have been identified between exchange partners in institutional environments. Inclusion of the different types of trust allows for a more complete picture on the legitimacy actions and firm performance because legitimacy actions are a collective approval of the behavior by exchange partners and trust will likely have an impact on the approval of the behavior and performance linkage."--Pages ii-iii.
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Title: An application of the multiple attribute measurement model : measurement and manipulation of source credibility
Creator: Cody, Michael John
Date: 1976
Collection: Electronic Theses & Dissertations

Title: An experimental study of the type and frequency of reference as used by an unfamiliar source in a message and its effect upon perceived credibility and attitude change
Creator: Ostermeier, Terry Harlan
Date: 1966
Collection: Electronic Theses & Dissertations

Title: College students' perceptions of credibility of blogs and traditional media as a function of their blog usage
Creator: Lin, Jih-Hsuan
Date: 2007
Collection: Electronic Theses & Dissertations

Title: Consumer resistance to sponsored eWOM : the roles of influencer credibility and inferences of influencer motives
Creator: Jiang, Mengtian
Date: 2018
Collection: Electronic Theses & Dissertations
Description: Sponsored content, written by social media influencers or micro-celebrities to endorse a product or service, has become a popular influential marketing strategy to help advertisers reach and influence potential consumers. However, since December 2015, the Federal Trade Commission has required influencers to use a clear and prominent disclosure to alert readers of the paid nature. Do consumers ponder the influencers' motives for the product recommendation? Does the presence of disclosure or...
Show moreSponsored content, written by social media influencers or micro-celebrities to endorse a product or service, has become a popular influential marketing strategy to help advertisers reach and influence potential consumers. However, since December 2015, the Federal Trade Commission has required influencers to use a clear and prominent disclosure to alert readers of the paid nature. Do consumers ponder the influencers' motives for the product recommendation? Does the presence of disclosure or their knowledge of the influencer change their perceptions of the motives? How do they respond to sponsored content with the FTC-required disclosure? Guided by Persuasion Knowledge Model and Attribution Theory, this current study examines how a consumer makes inferences of influencer motives about a sponsored post, as well as how a consumer uses their prior knowledge of perceived influencer credibility and sponsorship disclosure to interpret and respond to a sponsored post. Instagram was used as the posting platform context for this study.The research was conducted in two phases. Phase I used three online surveys to examine how consumers infer the motives behind the behavior of a social media influencer product recommendation. This process identified six distinct types of influencer motives (goals that the influencer seeks through the post) that co-exist during consumer processing of sponsored content: Money motives, Selling motives, Image motives, Love motives, Sharing motives and Helping motives; and developed a scale to measure consumer perceptions of influencer product recommendation motives within the context of social media. The second phase of the research consisted of a 2 (disclosure) x 2 (influencer credibility) x 2 (product category) between-subjects experiment to examine the roles of influencer credibility and different types of influencer motives on consumer resistance to Instagram sponsored posts. The results showed that the presence of an FTC-required clear and conspicuous sponsorship disclosure generated stronger consumer perceptions of money and selling motives regardless of product categories and credibility. In addition, highly credible influencers appear to generate stronger consumer perceptions of image, love, and helping motives and are less likely to face consumer resistance to their messages than less credible influencers are, regardless of product categories or disclosure. Furthermore, findings revealed that different thoughts about influencer motives led to varying levels of resistance. Specifically, money and selling motives together, as well as image motives increased consumer resistance towards to sponsored content; while love, sharing and helping motives altogether reduced consumer resistance to persuasion. Theoretical and practical implications of the findings are discussed, and future research directions are suggested.
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Title: Credibility of health infographics : effects of message structure and message exaggeration
Creator: Kanthawala, Shaheen
Date: 2019
Collection: Electronic Theses & Dissertations
Description: In an era of misinformation facilitated in large volumes through social media, infographics act as a bite-sized visual medium created for the express purpose of spreading complex information in an easy-to-digest format. The popularity of visual content on social media is increasing every day, and as a first step to curb the spread of visual misinformation online, it is vital to understand how people determine its credibility. This is because credibility often acts as a precursor to behaviors...
Show moreIn an era of misinformation facilitated in large volumes through social media, infographics act as a bite-sized visual medium created for the express purpose of spreading complex information in an easy-to-digest format. The popularity of visual content on social media is increasing every day, and as a first step to curb the spread of visual misinformation online, it is vital to understand how people determine its credibility. This is because credibility often acts as a precursor to behaviors and most existing literature focusing on credibility either delves into text-based content or the design of platforms.An acknowledged gap in credibility research is message credibility. Credibility research has, instead, often focused on the ever-popular source credibility, with volumes of it exploring both, offline and online source credibility. Where misinformation can reach people through many different ways, the internet has exacerbated its effects, in that the source of a message may not, in fact, be a viable option for people to use in order to determine credibility. A large volume of content on the internet is visual (as opposed to text-based), and this dissertation delves into how past credibility research can be applied to more visual messages.Considering an infographic to be a single message, determinants of message credibility were mapped onto a visual platform (infographics). Through two studies-one focusing on the structure of the message and the other on exaggeration of its message-the credibility of three health infographics were determined.The results indicated that the structure of the health infographic did indeed play a role in its message credibility determination. The importance of this structure is discussed through the lens of its importance in creating a narrative for the health infographic. Message exaggeration was also found to have an effect on message credibility, thus indicating the possible effect of having unbiased or opinionated visual messages. The moderating effect of prior assumptions about manipulated content were also found. Findings and implications are discussed.
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Title: Deceptive self-presentation : an examination of lying for saving face in FTF and CMC contexts
Creator: Li, Siyue
Date: 2010
Collection: Electronic Theses & Dissertations

Title: Hodding Carter talks about lying and fudging the truth in government and journalism
Creator: Carter, Hodding
Date: 1979-10-10
Collection: G. Robert Vincent Voice Library Collection
Description: Hodding Carter talks about lying and fudging the truth in government and journalism, on Town Meeting of the Air.

Title: Outcome relevant involvement as a motivation for spontaneous veracity judgment
Creator: Clare, David
Date: 2014
Collection: Electronic Theses & Dissertations
Description: Recently in deception detection research it has been shown that veracity judgments infrequently occur without artificial prompting in paradigms representative of the area at large (Clare, 2013). It is apparent through casual observation however that people do judge veracity in natural contexts and the question is raised as to what does instigate those judgments. One possible cause of veracity judgment is outcome relevant involvement. An experiment was conducted testing this hypothesis,...
Show moreRecently in deception detection research it has been shown that veracity judgments infrequently occur without artificial prompting in paradigms representative of the area at large (Clare, 2013). It is apparent through casual observation however that people do judge veracity in natural contexts and the question is raised as to what does instigate those judgments. One possible cause of veracity judgment is outcome relevant involvement. An experiment was conducted testing this hypothesis, replicating Clare (2013), and testing the efficacy of explicit instructions to consider veracity on the occurrence of veracity judgment. Veracity judgment was measured in two ways. Results do not show support for the outcome-relevance hypothesis but do replicate Clare (2013) and give a quantitative assessment of how strongly instructions to consider veracity do in fact provoke veracity judgment.
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Title: Overcoming skepticism toward cause-related marketing claims : the role of consumers' attributions of company motives and consumers' perceptions of company credibility
Creator: Bae, Mikyeung
Date: 2016
Collection: Electronic Theses & Dissertations
Description: The present study is designed to understand the circumstances under which a cause-related marketing (CRM) ad would be most effective for skeptical consumers and how advertisers can avoid unnecessarily undermining the credibility of their CRM claims. To answer these questions, this study looks at two situational factors that might affect the outcome of a CRM ad: statements about a sponsoring company’s reason for supporting a social cause and types of appeals (emotional or informational)....
Show moreThe present study is designed to understand the circumstances under which a cause-related marketing (CRM) ad would be most effective for skeptical consumers and how advertisers can avoid unnecessarily undermining the credibility of their CRM claims. To answer these questions, this study looks at two situational factors that might affect the outcome of a CRM ad: statements about a sponsoring company’s reason for supporting a social cause and types of appeals (emotional or informational). Moreover, this study explores how consumers with high and low levels of skepticism differ in their responses to CRM ads. While existing CRM research has been conducted in traditional media settings, the present study examines whether certain contextual factors or type of communication strategy of CRM on social network sites (SNSs) such as Facebook increase consumer perceptions of sponsoring company’s credibility, thus encouraging consumers to become members of brand pages on SNSs.The present study, 409 college students were assigned to one of four experimental conditions: (1) an emotional appeal CRM with statements of firm and public-serving benefit motivation; (2) an emotional appeal CRM with statements of public-serving benefit motivation; (3) an informational appeal CRM with statements of firm- and public-serving benefit motivation; and (4) an informational appeal CRM with statements of public-serving benefit motivation. Participants were then asked why they believed the company chose to sponsors such a social cause and the extent to which they perceived the company as credible. This study also measured consumers’ intentions to join a brand page on Facebook.The results show that an acknowledgement of the presence of firm-serving motivation can be an effective societal marketing strategy to reduce consumer skepticism of firm’s motives. The procedure by which a consumer evaluates the motives of a company, together with the consumer’s perceptions of those motives, determines the effectiveness of the company’s CRM ads. A highly skeptical consumer is less doubting of a company’s intention behind its support of social causes when the company honestly states firm-serving benefit as well as public-serving benefits in its CRM ads. Finally, a consumer’s perception of a company’s credibility has a great impact on the consumer’s intention to join that company’s brand page. The findings from this study are meaningful, as they show situational skepticism produced by message features such as acknowledgement of firm-serving benefits in CRM significantly influence whether a consumer’s interpretation of a company’s motive is positive or skeptical. In addition to the situational skepticism, whether the consumers personally tends to be highly skeptical in general predicts the degree to which the consumer is likely to generate positive versus negative attributions of the company’s support of a social cause. The study provides insight on how selecting better contextual factors such as acknowledgement of firm-serving benefits can be an effective strategy to capture consumer’s trust and to build a strong and positive CRM ad that holds the consumer’s attention.
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Title: President Clinton holds his first solo news conference in eleven months
Creator: Clinton, Bill, 1946-
Date: 1999-03-19
Collection: G. Robert Vincent Voice Library Collection
Description: President Bill Clinton hosts his first news conference in 11 months. Clinton answers questions about Kosovo, Chinese espionage, Hillary Clinton's political ambitions, the claims of Juanita Broderick, the George Stephanopoulus book, and about telling the truth.

Title: Some critical factors in the perception of the credibility of television endorsements
Creator: Ozoh, Hilary C. (Hilary Chidi)
Date: 1991
Collection: Africa Media Review
Description: Testimonial has for long been one of the major techniques of executing television commercials. People considered celebrities often make huge sums of money from endorsing products or services. One area of interest in the employment of endorsers is their use in every day, cheap and widely available products. This study explored the consequences for credibility of the use of international, high-brow celebrities in endorsing these kinds of products. A sample of students of the Department of Mass...
Show moreTestimonial has for long been one of the major techniques of executing television commercials. People considered celebrities often make huge sums of money from endorsing products or services. One area of interest in the employment of endorsers is their use in every day, cheap and widely available products. This study explored the consequences for credibility of the use of international, high-brow celebrities in endorsing these kinds of products. A sample of students of the Department of Mass Communication at the Anambra State University of Technology was used. Questionnaires measuring their attitudes towards the use of an international, sophisticated endorser on a currently running Lux commercial were administered. Results show that the use of such type of endorsement did not have any significant positive impact on perception and overall credibility of the endorsement. Interest, however, was discovered to be a major predisposing factor in the perception of the credibility of the endorser.
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Title: The effect of placebos and feedback on the detection of deception
Creator: Timm, Howard William
Date: 1979
Collection: Electronic Theses & Dissertations

Title: The effects of task and source credibility on evidence usage
Creator: Filion, Sandra L.
Date: 1972
Collection: Electronic Theses & Dissertations

Title: Why subordinates lie to their superiors? : a model or organizational deception
Creator: Hubbell, Anne P. (Anne Patricia)
Date: 2000
Collection: Electronic Theses & Dissertations

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