Persuasion Strategies For Information Technology Usage: An Elaboration Likelihood Model
- Topics:
- Information Technology Strategy
- Tags:
- Cognition,
- University Of South Florida,
- Strategy,
- Software,
- Managerial Accounting,
- Management,
- Information Technology,
- Finance,
- Enterprise Software,
- Document Management,
- ...
- Source:
- University of South Florida
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Overview: This paper examines the role of persuasion strategies in motivating IT (Information Technology) usage. Drawing upon the Elaboration-Likelihood Model (ELM), examine two such strategies are examined, central and peripheral routes to persuasion (respectively operationalized using argument quality and source credibility constructs), and link them to the salient cognitions related to IT usage (perceived usefulness and attitude respectively). This paper also examines the temporal stability of the effects of these persuasion strategies on user cognitions, and contingent factors (job relevance and user expertise) moderating these effects. Eleven hypothesized associations based on the above theoretical analysis were empirically tested using longitudinal field survey data collected within the context of document management system usage at a governmental agency.
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Format: PDF | Size: 231KB | Date: Jun 2004 | Pages: 42
