How can you persuade me online? The impact of goal-driven motivations on attention to online information

作者：

Highlights：

• Online persuasive information processing is motivated by goal-driven behaviour.

• Attention to message content occurs when goal attainment evidence is conveyed.

• Contextual cues activate goal-driven motivations for online information processing.

• Personal benefits implied by contextual cues increase attention to message content.

• Personal costs implied by situational cues attenuate persuasive message processing.

摘要

•Online persuasive information processing is motivated by goal-driven behaviour.•Attention to message content occurs when goal attainment evidence is conveyed.•Contextual cues activate goal-driven motivations for online information processing.•Personal benefits implied by contextual cues increase attention to message content.•Personal costs implied by situational cues attenuate persuasive message processing.

论文关键词：Online persuasion,Goal-driven,Motivation to process,Context,Cues,Attention

论文评审过程：Received 19 July 2019, Revised 24 October 2019, Accepted 23 November 2019, Available online 25 November 2019, Version of Record 3 December 2019.

论文官网地址：https://doi.org/10.1016/j.chb.2019.106210