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22 Catalysts of Consumer Behavior: Tracing the Evolution of Sources of Influence

  • Chen Lou

    Chen Lou is an Associate Professor in the Wee Kim Wee School of Communication and Information at Nanyang Technological University, Singapore. Dr. Lou's research focuses on consumer psychology and advertising effects. From this perspective, she has investigated how consumers process information and the mechanisms through which marketing communications affect consumer behavior. Her work has appeared in top-tier journals in both advertising and communication, including the Journal of Advertising, International Journal of Advertising, Journal of Computer-Mediated Communication, among others. She was awarded the 2021 Mary Alice Shaver Promising Professor Award by the American Academy of Advertising (AAA). She serves as an Associate Editor in the International Journal of Advertising (IJA) and the Journal of Interactive Advertising (JIA).

    and Junru Huang

    Junru Huang is a research fellow at CNRS@CREATE (Campus for Research Excellence and Technological Enterprise). She attained her Ph.D. in Communication Studies from Nanyang Technological University in Singapore. Her research primarily centers around media psychology, with a focus on human–machine communication. She is interested in understanding how technology, notably interactive media, shapes human perceptions and behaviors. Her methodological approaches encompass both quantitative and qualitative methods in social sciences, with extensive experience conducting experiments, surveys, and interviews. Currently, she is working on a project investigating public perception of AI.

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De Gruyter Handbook of Media Psychology
This chapter is in the book De Gruyter Handbook of Media Psychology

Abstract

This chapter reviews and discusses the evolution of key sources of influence on consumer behavior across four phases: print media, the television era, online and social media, and AI/virtual experiences. It outlines the impact of communication technologies on consumer behavior, highlighting theoretical frameworks such as source credibility, the two-step flow of communication, and parasocial interaction/relationship. Additionally, it addresses modern developments, including the rise of social media influencers and machine agency, and discusses how emerging technologies like AI and VR are serving as sources of influence on consumer behaviors.

Abstract

This chapter reviews and discusses the evolution of key sources of influence on consumer behavior across four phases: print media, the television era, online and social media, and AI/virtual experiences. It outlines the impact of communication technologies on consumer behavior, highlighting theoretical frameworks such as source credibility, the two-step flow of communication, and parasocial interaction/relationship. Additionally, it addresses modern developments, including the rise of social media influencers and machine agency, and discusses how emerging technologies like AI and VR are serving as sources of influence on consumer behaviors.

Chapters in this book

  1. Frontmatter I
  2. Author’s Note 5
  3. Contents VII
  4. Section 1: What is Media Psychology?
  5. Section 1: What is Media Psychology? 3
  6. 1 Media Psychology: Paradigms and Assumptions 5
  7. 2 Dynamic Systems Approaches to Media Psychology Research 13
  8. 3 De-Westernizing Media Psychology 21
  9. Section 2: Audiences
  10. Section 2: Audiences 37
  11. 4 Social Identity, Self-Presentation and Self-Symbolizing 39
  12. 5 Selection and Choice 57
  13. 6 Youth as Agents of Change: Psychological Mechanisms Underlying Social Network Campaigns 75
  14. 7 Media Literacy 89
  15. 8 Impulsivity and Media 103
  16. Section 3: Messages
  17. Section 3: Messages 121
  18. 9 Mediated Message Framing: Processes and Effects 123
  19. 10 Media Priming 141
  20. 11 Emotion 153
  21. 12 Complex Interactions of Motivation in Media Psychology 169
  22. 13 Media and Embodiment 183
  23. 14 Structural Features of Media 197
  24. 15 Narrative 209
  25. Section 4: Content
  26. Section 4: Content 225
  27. 16 Sexual Media Content and Effects 227
  28. 17 Mediated Identity Representation and Social Cognitive Processes 239
  29. 18 What Makes People Believe or Disbelieve Misinformation? A Review of Theoretical Frameworks and Factors Affecting Information Credibility Judgment 251
  30. 19 The Hate Between You and Me: Media Psychology and Affective Polarization 265
  31. 20 To Cancel or Call Out? The Rise and Prevalence of #cancelculture 277
  32. 21 Online Discrimination 291
  33. Section 5: Media
  34. Section 5: Media 309
  35. 22 Catalysts of Consumer Behavior: Tracing the Evolution of Sources of Influence 311
  36. 23 Algorithms and Affordances: Psychology of Human–AI Interaction 323
  37. 24 Great Reflexes, Slow Mastery: Game Studies in Social Sciences 335
  38. 25 Television Streaming Selection and Behaviors 347
  39. 26 Being Present in Virtual Reality and Augmented Reality: Explicating the Psychology of Immersive Technology (XR) 359
  40. 27 Privacy 373
  41. Section 6: Contexts
  42. Section 6: Contexts 391
  43. 28 Trust in Media 393
  44. 29 Eudaimonic Entertainment and Wellbeing: The Role of Threatened Needs and Fundamental Fears 407
  45. 30 Digital Media and Mental Health 421
  46. 31 Morality and Media 433
  47. 32 Psychology of Digital News Consumption and Public Opinion 445
  48. 33 Beyond the Billboard: Exploring the Dynamic Shifts in Advertising 457
  49. 34 “Why are you like this?” Exploring the Antecedents and Outcomes of Consuming Sports Media 471
  50. 35 The Effects of Reality Television on the Audience 485
  51. 36 The Psychology of Digital Activism and Political Participation 503
  52. Section 7: Contemporary Issues and Innovations
  53. Section 7: Contemporary Issues and Innovations 517
  54. 37 Media Psychology Methods: Current and Innovations 519
  55. 38 Current Practices and Innovations in Sampling 533
  56. 39 Creating a Foundation for Future Theory Innovation in Media Psychology 545
  57. 40 The Human-Media Environment: Reflections on Conceptualizing Media Psychology as a Dynamic System 555
  58. Index
https://doi.org/10.1515/9783111292144-028

Chapters in this book

  1. Frontmatter I
  2. Author’s Note 5
  3. Contents VII
  4. Section 1: What is Media Psychology?
  5. Section 1: What is Media Psychology? 3
  6. 1 Media Psychology: Paradigms and Assumptions 5
  7. 2 Dynamic Systems Approaches to Media Psychology Research 13
  8. 3 De-Westernizing Media Psychology 21
  9. Section 2: Audiences
  10. Section 2: Audiences 37
  11. 4 Social Identity, Self-Presentation and Self-Symbolizing 39
  12. 5 Selection and Choice 57
  13. 6 Youth as Agents of Change: Psychological Mechanisms Underlying Social Network Campaigns 75
  14. 7 Media Literacy 89
  15. 8 Impulsivity and Media 103
  16. Section 3: Messages
  17. Section 3: Messages 121
  18. 9 Mediated Message Framing: Processes and Effects 123
  19. 10 Media Priming 141
  20. 11 Emotion 153
  21. 12 Complex Interactions of Motivation in Media Psychology 169
  22. 13 Media and Embodiment 183
  23. 14 Structural Features of Media 197
  24. 15 Narrative 209
  25. Section 4: Content
  26. Section 4: Content 225
  27. 16 Sexual Media Content and Effects 227
  28. 17 Mediated Identity Representation and Social Cognitive Processes 239
  29. 18 What Makes People Believe or Disbelieve Misinformation? A Review of Theoretical Frameworks and Factors Affecting Information Credibility Judgment 251
  30. 19 The Hate Between You and Me: Media Psychology and Affective Polarization 265
  31. 20 To Cancel or Call Out? The Rise and Prevalence of #cancelculture 277
  32. 21 Online Discrimination 291
  33. Section 5: Media
  34. Section 5: Media 309
  35. 22 Catalysts of Consumer Behavior: Tracing the Evolution of Sources of Influence 311
  36. 23 Algorithms and Affordances: Psychology of Human–AI Interaction 323
  37. 24 Great Reflexes, Slow Mastery: Game Studies in Social Sciences 335
  38. 25 Television Streaming Selection and Behaviors 347
  39. 26 Being Present in Virtual Reality and Augmented Reality: Explicating the Psychology of Immersive Technology (XR) 359
  40. 27 Privacy 373
  41. Section 6: Contexts
  42. Section 6: Contexts 391
  43. 28 Trust in Media 393
  44. 29 Eudaimonic Entertainment and Wellbeing: The Role of Threatened Needs and Fundamental Fears 407
  45. 30 Digital Media and Mental Health 421
  46. 31 Morality and Media 433
  47. 32 Psychology of Digital News Consumption and Public Opinion 445
  48. 33 Beyond the Billboard: Exploring the Dynamic Shifts in Advertising 457
  49. 34 “Why are you like this?” Exploring the Antecedents and Outcomes of Consuming Sports Media 471
  50. 35 The Effects of Reality Television on the Audience 485
  51. 36 The Psychology of Digital Activism and Political Participation 503
  52. Section 7: Contemporary Issues and Innovations
  53. Section 7: Contemporary Issues and Innovations 517
  54. 37 Media Psychology Methods: Current and Innovations 519
  55. 38 Current Practices and Innovations in Sampling 533
  56. 39 Creating a Foundation for Future Theory Innovation in Media Psychology 545
  57. 40 The Human-Media Environment: Reflections on Conceptualizing Media Psychology as a Dynamic System 555
  58. Index
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