• 한국언론정보학보
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• 제69권
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• pp.7-29
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• 2015

본 연구는 교육적-오락물의 효과에 미치는 설득지식과 사전태도의 영향을 조사하였다. 이론적으로 설득지식모형을 채택하였고, 오락 프로그램의 선정성을 지적하는 내용을 미리 보여주어 참여자의 설득지식(저항)을 활성화시켰다. 사전태도는 설득주제에 대하여 얼마나 염려하고 있는가를 측정하였다. 연구는 실험으로 설계되었으며, 실험 참여자들은 설득지식(2) ${\times}$ 사전태도(2)의 조건들 중 하나에 임의로 배정되어, 교육적-오락물을 시청하고 그 내용에 얼마나 영향을 받았는지 평가하였다. 방법론적으로는 명시적 태도와 더불어 암묵적 태도를 측정하여 무의식적인 태도의 변화를 함께 알아보았다. 실험 결과는 효과가 뛰어난 것으로 알려진 교육적-오락물도 수용자의 저항에 부딪칠 수 있는 상황이 존재한다는 점을 보여 준다. 한편 암묵적 태도의 측정에서 설득지식 ${\times}$ 사전태도의 상호작용이 유의미한 것으로 나타났다. 설득주제에 대해 염려하는 정도가 높은 사람들은 낮은 사람들에 비해 교육적-오락물의 영향을 많이 받았지만 설득지식의 영향도 많이 받는 것으로 나타났다. 한편, 명시적 태도에서는 상호작용이 유의미하지 않아 교육적-오락물 연구에서 암묵적 태도 측정의 필요성이 논의되었다.

• Asia Marketing Journal
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• 제13권2호
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• pp.71-97
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• 2011

스폰서십 활동은 기업의 선의의 활동이란 의미에서 기업이미지에 효과적인 설득수단으로 급성장하고 있다. 기존의 스폰서십의 연구들은 스폰서십 활동이 기업의 마케팅 활동에 미치는 긍정적 후광효과(halo effect)를 주로 언급하고 있지만 최근 들어 급증하고 있는 스폰서십의 다양한 형태는 매복마케팅과 같은 상행위적 윤리문제와 지나친 상업적 의도로 인해 소비자에게 부정적 인식을 심어주고 있기도 하다. 이에 본 연구는 설득수단으로서의 스폰서십 활동에 숨겨진 상업적 의도에 대하여 소비자가 어떻게 반응하는지 알아보기 위해 Friestad와 Wright(1994)의 설득지식모델(the persuasion knowledge model)을 적용하였다. 설득지식모델에서는 에이전트의 상업적 의도 또는 판매 의도적 활동을 간파하기 위해 소비자가 설득지식을 활성화 시킨다고 보고 있다. 이에 본 연구에서는 광저우 아시안 게임에 참여했던 스폰서십 기업에 대한 서베이를 진행하여 설득지식모델을 토대로 설득지식 유발에 영향을 주는 사전적 요인으로서 스폰서의 친숙성, 스폰서-이벤트 일치성과 상황적 요인으로서 스폰서의 노력, 스폰서의 진실성이 설득지식에 미친 영향을 밝히고 설득시도의 적절성 차원에서 스폰서십 유형(공식후원형 vs. 마케팅 중심형)에 따라 소비자의 설득지식이 소비자 태도에 미치는 영향을 분석하였다. 연구결과에 따르면 스폰서의 친숙도와 스폰서-이벤트 일치성 그리고 스폰서의 노력은 설득지식에 매개되어 소비자태도에 영향을 주고 있음이 밝혀졌으며 또한 스폰서십의 유형의 차이는 설득지식이 소비자 태도에 미치는 영향을 조절할 수 있음이 밝혀졌다. 이러한 연구의 결과를 바탕으로 향후 스폰서십 활동을 실시하려는 기업에 대한 실무적 제언을 하였다.

• 패션비즈니스
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• 제19권5호
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• pp.77-92
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• 2015

The purpose of this study is to examine and compare effects of psychological factors on market mavenism and fashion leadership in order to determine the differences of two influential groups in the marketplace. The data were collected from 20's-50's consumers through an online survey institute and a total of 857 questionnaires were analyzed. Demographic variables (gender, age, and income level) were entered into the regression model 1 as independent variables, and 6 factors of consumer self-confidence, clothing involvement, status consumption, and price consciousness were entered into the regression model 2. In the regression model 1, gender (female) alone was significant in explaining market mavenism, while the income level had a positive relationship with fashion leadership. In the regression model 2, information acquisition, social outcome, persuasion knowledge among consumer self-confidence, and status consumption were significant predictors of market mavenism. On the other hand, personal outcome, social outcome, persuasion knowledge, clothing involvement, and status consumption had an effect on the fashion leadership. When comparing magnitudes of effects in predicting market mavenism and fashion leadership, social outcome and status consumption showed to have stronger impacts on fashion leadership than on market mavenism. Psychological factors showed to be more powerful in predicting market mavenism or fashion leadership, as compared to demographic variables.

• Asia pacific journal of information systems
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• 제18권3호
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• pp.147-165
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• 2008

IT education can be summarized as persuading the educatee to accept IT. The persuasion is made by delivering the messages for how-to-use and where-to-use to the educatee, which leads formulation of a belief structure for using IT. Therefore, message based persuasion theory, as well as IT acceptance theories such as technology acceptance model(TAM), would play a very important role for explaining IT education. According to elaboration likelihood model(ELM) that has been considered as one of the most influential persuasion theories, people change attitude or perception by two routes, central route and peripheral route. In central route, people would think critically about issue-related arguments in an informational message. In peripheral route, subjects rely on cues regarding the target behavior with less cognitive efforts. Moreover, such persuasion process is not a one-shot program but continuous repetition with feedbacks, which leads to changing a belief structure for using IT. An educatee would get more knowledge and experiences of using IT as following an education program, and be more dependent on a central route than a peripheral route. Such change would reformulate a belief structure which is different from the intial one. The objectives of this study are the following two: First, an identification of the relationship between ELM and belief structures for using IT. Especially, we analyze the effects of message interpretation through both of central and peripheral routes on perceived usefulness which is an important explaining variable in TAM and perceived use control which have perceived ease of use and perceived controllability as sub-dimensions. Second, a longitudinal analysis of the above effects. In other words, change of the relationship between interpretation of message delivered by IT education and beliefs of IT using is analyzed longitudinally. For achievement of our objectives, we suggest a research model, which is constructed as three-layered. While first layer has a dependent variable, use intention, second one has perceived usefulness and perceived use control that has two sub-concepts, perceived ease of use and perceived controllability. Finally, third one is related with two routes in ELM, source credibility and argument quality which are operationalization of peripheral route and central route respectively. By these variables, we suggest five hypotheses. In addition to relationship among variables, we suggest two additional hypotheses, moderation effects of time in the relationships between perceived usefulness and two routes. That is, source credibility's influence on perceived usefulness is decreased as time flows, and argument quality's influence is increased. For validation of it, our research model is tested empirically. With measurements which have been validated in the other studies, we survey students in an Excel class two times for longitudinal analysis. Data Analysis is done by partial least square(PLS), which is known as an appropriate approach for multi-group comparison analysis with a small sized sample as like this study. In result. all hypotheses are statistically supported. One of theoretical contributions in this study is an analysis of IT education based on ELM and TAM which are considered as important theories in psychology and IS theories respectively. A longitudinal analysis by comparison between two surveys based on PLS is also considered as a methodological contribution. In practice, finding the importance of peripheral route in early stage of IT education should be notable.

• Perspectives in Nursing Science
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• 제9권1호
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• pp.51-60
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• 2012

Purpose: The purpose of this study was to develop a self-directed e-learning program for ICU nurses and to evaluate how the proposed e-learning program affects the level of knowledge, nursing performance and job satisfaction of ICU nurses. Methods: The e-learning program was developed with the Computer Assisted Instruction Design Model using sources of self-efficacy which included the inactive attainment, vicarious experience, and verbal persuasion of ICU nurses. The program was evaluated by experts. Following the revision of the program, it was applied to a total of 59 ICU nurses (experimental group n=29, control group n=30) from three hospitals. Four weeks later, we measured the level of knowledge, nursing performance and job satisfaction. Results: The level of knowledge significantly improved in the experimental group (t=5.691, p<.001). Moreover, the level of nursing performance significantly increased in the areas of circulatory diagnostic test (t=2.143, p=.039), EKG (t=2.911, p=.006), aortic balloon pump (t=2.491, p=.017), and nebulizer therapy (t=2.085, p=.044). Overall, job satisfaction did not significantly increase (t=1.664, p=.105); however, job satisfaction in terms of relationships with coworkers (t=2.371, p=.023) and the needs of nursing performance (t=2.940, p=.006) were significantly increased. Conclusion: The results showed that the proposed e-learning program using sources of self-efficacy from ICU nurses was an effective learning method to increase the level of knowledge and nursing performance. The propose de-learning program would be a useful teaching tool for ICU nurses improving the quality of ICU patient care.

• International journal of advanced smart convergence
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• 제13권2호
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• pp.205-213
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• 2024

This study uses a large language model (LLM) to identify Aristotle's rhetorical principles (ethos, pathos, and logos) in COVID-19 information on Naver Knowledge-iN, South Korea's leading question-and-answer community. The research analyzed the differences of these rhetorical elements in the most upvoted answers with random answers. A total of 193 answer pairs were randomly selected, with 135 pairs for training and 58 for testing. These answers were then coded in line with the rhetorical principles to refine GPT 3.5-based models. The models achieved F1 scores of .88 (ethos), .81 (pathos), and .69 (logos). Subsequent analysis of 128 new answer pairs revealed that logos, particularly factual information and logical reasoning, was more frequently used in the most upvoted answers than the random answers, whereas there were no differences in ethos and pathos between the answer groups. The results suggest that health information consumers value information including logos while ethos and pathos were not associated with consumers' preference for health information. By utilizing an LLM for the analysis of persuasive content, which has been typically conducted manually with much labor and time, this study not only demonstrates the feasibility of using an LLM for latent content but also contributes to expanding the horizon in the field of AI text extraction.

• 무역상무연구
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• 제25권
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• pp.211-241
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• 2005

Innovation resistance toward technology products such as e-Marketplace is an important concept in business to business marketing. But most of researches and literatures have not been focused on innovation resistance. Therefore, the objective of this paper is to confirm key factors that effects on the innovation resistance. Additionally this study will be revealed the factors affecting the innovation resistance to information technology of trade according to adopting stage. Based on the past literatures, the innovation resistance of users can be viewed as dependent on two sets of factors came from the study of Innovation Resistance Model(Ram, 1987):perceived innovation(e-Marketplace) characteristics and user(trading company) characteristics. Perceived innovation characteristics consists of relative advantage, compatibility, perceived risk, complexity, inhibitory effect on the adoption of profitable innovation. The user characteristics consist of innovativeness, beliefs and attitude toward existing trade method. And user adoption stage came from the study of Innovation Diffusion(Roger, 1995). To make it simple, this study divides group1(knowledge/persuasion/decision) and group2(implementation/confirmation). In the result of the empirical study, the hypothesis 1, hypothesis 2, hypothesis 4 were supported partially and hypothesis 3 was completely supported.

• 한국수학교육학회지시리즈D:수학교육연구
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• 제22권2호
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• pp.99-121
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• 2019

This article looks back and also looks forward at the values aspect of school mathematics teaching and learning. Looking back, it draws on existing academic knowledge to explain why the values construct has been regarded in recent writings as a conative variable, that is, associated with willingness and motivation. The discussion highlights the tripartite model of the human mind which was first conceptualised in the eighteenth century, emphasising the intertwined and mutually enabling processes of cognition, affect, and conation. The article also discusses what we already know about the nature of values, which suggests that values are both consistent and malleable. The trend in mathematics educational research into values over the last three decades or so is outlined. These allow for an updated definition of values in mathematics education to be offered in this article. Considering the categories of values that might be found in mathematics classrooms, an argument is also made for more attention to be paid to general educational values. After all, the potential of the values construct in mathematics education research extends beyond student understanding of and performance in mathematics, to realising an ethical mathematics education which is important for thriveability in the Fourth Industrial Revolution. Looking ahead, then, this article outlines a 4-step values development approach for implementation in the classroom, involving Justifying, Essaying, Declaring, and Identifying. With an acronym of JEDI, this novel approach has been informed by the theories of 'saying is believing', self-persuasion, insufficient justification, and abstract construals.

• 유통과학연구
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• 제21권6호
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• pp.51-68
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• 2023

Purpose: This study aims to explore the impact of green products' claim skepticism on green purchase intention and further investigates the moderating role of environmental concern in the relationship. This study, by drawing the persuasion knowledge model expected that ambiguity avoidance penalizes less familiar brands than familiar brands. Further, the present study building on Hofstede's cultural dimension, specifically, uncertainty avoidance, undertook a scenario to understand any difference that exist between uncertainty avoidance cultural groups. This study also investigates gender differences in green claim skepticism and proclivity to purchase green products. Research design, data, and methodology: For analyzing the relationship relevant hypotheses were designed, and R-programming software was used. To test the hypotheses two independent sample t-test and regression analysis were carried out. Results: The results suggest that consumers' skepticism toward green claims influenced the intention to purchase eco-friendly products. The study finding also confirms the effect is moderated by environmental concern. Also, the findings of two scenarios reveal that consumers in high uncertainty avoidance culture exhibited a greater level of skepticism for green print advertising and green packaging claims when the brand in the advertising and packaging was unfamiliar than when it was familiar. Conclusions: To alter the negative effect of skepticism the consumer should believe the environmental claims are valid so that they can contribute to solving sustainability issues.

• 근관절건강학회지
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• 제5권2호
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• pp.174-190
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• 1998

Osteoporosis has been known as a common complication of rheumatoid arthritis and a major preventable health problem. Lots of studios have demonstrated that changes in life style can help delay or prevent osteoporosis. Therefore nursing intervention related osteoporosis prevention have consisted of education programs aimed at changing dietary and exercise habit. However knowledge gained from education haven't always leaded to behavior change. Therefore it is important to consider other psychological variables in effecting behavior change. Numerous research have found self efficacy and health belief to be an important factor in individual decision making behavior. The purpose of the study was to develop health belief and efficacy expectation promoting program based on Health Belief Model & Self Efficacy Model and to investigate its effects in women with rheumatoid arthritis. For this purpose, one group pretest-post design was used. The subject of the study were 16 women with rheumatoid arthritis in Pusan city and data collection was carried out from April, 1997 to May, 1998. The intervention program was consisted of educating on osteoporosis and enhancing and reinforcing self efficacy by verbal persuasion during the period of 4 weeks. The instruments were used to collect data in this study were Osteoporosis Health Belief Scale, Osteoporosis Self Efficacy Scale, and Osteoporosis Preventive Behavior Scale. Data was analyzed by Wilcoxon signed rank test using SPSS $PC^+$ program. The results are as follows : 1) The behavior should be increased after intervention was supported(Z=-3.5162, p=.0004, diet : Z=-3.2942, p=.0010, exercise). 2) The sub-hypothesis that perceived sensitivity should be increased after intervention was supported (Z=-2.3854, p=.0171). 3) The sub-hypothesis that perceived severity should be increased after intervention was rejected(Z=-1.4327, p=.1520). 4) The sub-hypothesis that perceived benefit should be increased after intervention was supported(Z=-2.6410, p=.0083). 5) The sub-hypothesis that perceived barrier should be decreased after intervention was supported (Z=-2.4138, p=.0158). 6) The sub-hypothesis that efficacy expectation should be increased after intervention was supported(Z=-3.5162, p=.0004). As a conclusion, it was found that health belief and self efficacy promoting program was an effective nursing intervention for preventing osteoporosis of rheumatoid arthritis.