• Asia pacific journal of information systems
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• 제25권4호
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• pp.784-804
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• 2015

This study investigates the effects of a two-sided message on product attitude and purchase intention by using a message structure variable, such as attribute importance in the context of online consumer reviews (OCRs). Study 1 explains the previous inconsistent results of a two-side message by comparing a one-side message and a two-side message by using the attribute importance in negative reviews. Study 2 determines the reasons for the inconsistent results of a refutational two-sided message research by using the attribute importance in negative reviews and website trust. Two experiments are designed to test our hypotheses. The first experiment is a $2{\times}2$ factorial design with 84 participants. The second experiment uses a $2{\times}2{\times}2$ factorial design with 196 participants. In study 1, two-sided OCRs are more credible than one-sided OCRs, and two-sided OCRs that use low important attributes are more effective in making favorable product attitude/purchase intention. In study 2, refutational two-sided OCRs that use high attribute importance render positive effects on product attitudes in trustworthy websites. However, the refutation could negatively affect product attitude/purchase intention in low trustworthy websites.

• 한국의류학회지
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• 제42권1호
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• pp.88-103
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• 2018

Message sidedness of fashion salespersons on consumer behavior with the consideration of the mediating roles of trust and cognitive efforts, and the moderation of a regulatory focus of consumers. Two scenarios were devised, a single message in which a salesperson explains only the advantages of a product to customers, and the second with a double message that explains both the advantages and drawbacks of the product. The results showed that participants trusted a fashion salesperson more and perceived stronger cognitive effort for two-sided messages. The two-sided messages mediated the consumer's trust in the salesperson and cognitive effort, and influenced consumers' buying behavior. This study also found that salesperson trust was stronger in the two-sided messages scenario than in the one-sided message scenario, regardless of consumers' focused preference, and that it was more effective for promotion focus customers. The analysis of the results on consumers' cognitive effort indicated that prevention focused customers did not exhibit any difference in cognitive effort concerning two-sided messages. However, promotion focused customers exhibited an increased cognitive effort in the two-sided message scenario than in the one-sided message scenario. Marketing implications were discussed based on the findings.

• 한국의류산업학회지
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• 제26권3호
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• pp.251-264
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• 2024

This study identified the structural impact relationships, mediated by information reliability and brand authenticity, of different types of environmental messages from the perspective of luxury fashion brands, leading to formation of brand attitudes. Additionally, the study investigated how the impact of message sidedness on the formation of information reliability and brand authenticity varies according to consumers' regulatory focus tendencies. Data were collected through online surveys targeting individuals from Generation MZ, utilizing a professional research firm. A total of 300 respondents (150 for one-sided scenarios and 150 for two-sided scenarios) were selected. The collected data were validated using SPSS and AMOS. The following results were obtained. First, message sidedness influenced information reliability and brand authenticity, both of which demonstrated positive effects on brand attitude as mediating factors. However, message sidedness did not directly affect brand attitude. Second, consumers with both promotion and prevention focus tendencies perceived higher information reliability in two-sided message scenarios, and the perception difference in information reliability based on message sidedness was more pronounced among consumers with a prevention focus. Additionally, consumers with a prevention focus did not show a significant difference in brand authenticity between one- and two-sided message scenarios, while consumers with a promotion focus demonstrated an increase in brand authenticity in two-sided message scenarios compared to one-sided ones.

• 패션비즈니스
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• 제20권6호
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• pp.135-147
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• 2016

Online supporters are the group of people selected by companies for the online promotion of their products or services and focus on generating messages that are conducive to stimulating hands-on experiences with companies' products and services to create advertising effects. This study examined how reviews offered by blogs operated by fashion brands' online supporters influence consumer's brand attitudes and purchase intentions. Specifically, this study examined how brand awareness and directions of review messages influences consumers' brand attitudes and purchase intentions. This study employed a 2 (brand awareness: high awareness vs. low awareness) ${\times}$ 3 (review direction: one-sided positive, two-sided positive & negative, one-sided negative) between-subject factorial design. In total, 180 respondents participated, thus garnering 30 responses for each of the six conditions. The results of two-way ANOVA revealed the significant main effect supporters' review message direction on consumers' brand attitudes and purchase intentions. Two-sided messages were rated high for brand attitude and purchase intention compared to one-sided positive or negative or positive directions. The interactions between brand reputation and message direction were significant for brand attitude, but not for purchase intention.

• 한국의류학회지
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• 제40권6호
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• pp.1010-1024
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• 2016

This study identifies the influence of on/off-line acquaintances' recommendation messages on fashion product attitude and purchase intention on the online purchase of fashion products in two-sided word of mouth situations as well as compares the difference in influence according to bond-base with equidistance. This study was conducted for one month on university students in their 20s who were believed to be active in smartphone use. Out of the collected 174 copies of the questionnaire, 162 copies were used for analysis. The questionnaire was classified into online and offline recommendation messages of an acquaintance. We present two-sided fashion product reviews made similar to the type found in an actual shopping mall web-site. As for analysis, confirmatory factory analysis, structural equation modeling, and multi-group analysis were conducted using AMOS 19.0. The analysis results are as follows. First, on/off-line acquaintances' recommendation messages had significant influences on product attitude in the situation where two-sided reviews on fashion products were presented; however, those messages did not influence purchase intention. Recommendation messages positively increased product attitude and enhanced purchase intention if acquaintances' recommendation messages were mediated between on/off-line acquaintances' recommendation messages and purchase intention. Consequently, a mediating effect on product attitude was revealed. Second, there was no difference between online acquaintances and offline acquaintances in terms of the influence of acquaintances' recommendation messages on product attitude and purchase intention, in the situation where two-sided reviews were presented on online fashion products. Therefore, no control effect according to the type of acquaintance was confirmed.

• 패션비즈니스
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• 제25권5호
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• pp.149-162
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• 2021

Nowadays, the cosmetic and fashion industries are paying attention to influencer marketing on Instagram. In this study, we determined whether electronic word of mouth (e-WOM) communications were affected by the following parameters: the influencer's information source, message sidedness, and consumer's regulatory focus. The experimental design of this study is a three-way mixed ANOVA, which comprises of 2 (influencer information source: expert vs general consumer) × 2 (message sidedness: two-sided message vs one-sided message) × 2 (consumer regulatory focus: promotion focus vs prevention focus) structure. The data for this research study was obtained by distributing a questionnaire to 410 subjects. The participants were aged between 20 and 39 years and lived in Seoul and Gyeonggi areas. In total, the data of 396 subjects was analyzed with the help of SPSS 25.0 statistical program: frequency analysis, reliability analysis, t-test, three-way ANOVA, and simple main effect analysis were performed. The analysis results were as follows: First, influencer information sources and consumer regulatory focus exhibited a significant interaction with consumers' e-WOM intentions. Second, message sidedness and consumer's regulatory focus exhibited a significant interaction with e-WOM intentions. Third, influencer information source and message sidedness exhibited a significant interaction with consumers' e-WOM intentions. Based on these findings, the type of influencer's information source and the consumer's regulatory focus was taken into consideration while marketing cosmetics on Instagram. Moreover, influencer marketing strategies must be used to evaluate message sidedness. This would help us gauge the consumer's attitude towards advertisements.

• 지식경영연구
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• 제19권2호
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• pp.69-90
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• 2018

The purpose of this study is to investigate the effect of message framing of social media contents on social media credibility and behavioral intention and the role of customers' gourmet restaurant involvement. In this study message framing is divided into regulatory focus and message sidedness and used experimental stimulus composed of $2{\times}2$ factorial design. Also investigated the effect into the social media credibility and behavioral intention. A total of 560 valid samples were analyzed. According to the results, it was confirmed that stimuli 'two-sided / prevention' and 'one-side / promotion' framing were the most influential framing on social media credibility and behavioral intention and the social media credibility has significant effect on the behavioral intention. In this study the effect of message framing which was not widely used in the hospitality industry research was confirmed. Also the usefulness of regulatory focus and message sidedness were identified in the various research in hospitality management.

• 한국언론정보학보
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• 제44권
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• pp.223-247
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• 2008

이 연구의 목적은 금연홍보 영상물 메시지의 전달방법이 흡연에 대한 신념, 태도, 행동에 어떤 영향을 끼치는지를 탐구하는 것이다. 영상물 제작에서, 정보결손모델, 건강신념모델, 계획된 행동이론, 사회인지 이론을 바탕으로 금연 메시지를 구성하여 이를 실험연구를 통해서 각각의 효과를 분석하고자 하였다. 금연 메시지의 효과에 중요한 영향을 끼치는 요소로는 메시지의 측면성, 자아효능감, 규범적 압력이 도출되었고, 이를 바탕으로 한 메시지의 효과를 흡연자와 금연자 집단으로 나눠 이원변량분석 방법을 이용하여 분석하였다. 연구결과에 의하면, 금연자가 양면적 메시지로 구성된 실험물에 노출되었을 때, 그리고 규범적 압력의 메시지가 포함된 실험물에 노출되었을 때 금연효과가 높은 것으로 나타났다. 흡연여부에 관계없이 규범적 압력이 포함된 실험 영상물이 사회적 흡연 신념을 억제시키는 설득효과가 나타났다. 또한 흡연여부와 관계없이 양면적 메시지와 규범적 압력이 포함된 영상물을 선호하고 있음이 나타났다. 이러한 효과는 자아존중감의 메시지에 노출된 집단에는 나타나지 않았다. 양면적 메시지와 규범적 압력의 메시지의 주효과가 일부 흡연신념을 통해서 나타난 것에 비해서 흡연여부의 주 효과는 통계적으로 의미 있는 결과가 도출되지 않았다. 이러한 결과는 흡연자와 비흡연자 간의 흡연태도가 차이가 없음을 의미하는 것인데 이는 흡연자가 금연자와 마찬가지로 담배의 신체위해성이나 심리적, 사회적 이유로 흡연하는 것이 좋지 않다는 것을 인식한 상태에서 흡연을 하고 있음을 보여주는 결과이다. 본 연구의 의의는 금연메시지를 구성하는 이론적 토대에 따라 영상물을 대상으로 한 실험연구를 수행했다는 점으로 향후 실제 금연 캠페인에 적용할 수 있는 메시지 전략도출에 기여를 하였다는 점이다.

• 한국콘텐츠학회논문지
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• 제21권12호
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• pp.816-827
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• 2021

이 연구는 국내에서 2000년 이후 주요 발생한 신종감염병(사스, 신종플루, 메르스, 코로나19) 유행 당시 대중매체 메시지가 표출한 공포, 분노 감정과 주요 이슈 사이의 관계를 파악함을 목적으로 한다. 연구자는 중앙 일간지의 사설을 주요 신종감염병 유행 시기별로 수집하여, 계량적텍스트분석 방법을 활용한 확장병렬처리모형(EPPM)을 통해 분석하였다. 모든 신종감염병 유행 시기에 공포는 분노에 비해 강하게 나타나지만, 공포의 비중이 작을수록 위험통제 가능성이 큰 메시지가 생산된다. 공포는 주로 신종감염병 자체, 경제적 혼란을 향하며, 분노는 정부 등 방역 주체나 집단감염 발생 조직, 감염병 관련 정보의 은폐 등 정보불균형 문제를 다루는 특징이 나타난다. 이 과정에서 공동체 안보를 위협하는 사건, 대상을 향한 분노가 강하게 표출된다. 이때 분노는 방역 조치를 정당화할 수 있는 근거로 작용하기도 하나, 소수자 및 사회적 약자 혐오 담론의 토대가 될 수 있는 양면성을 가질 수 있음을 주목할 필요가 있다.