Persuasive messages on information system acceptance: A theoretical extension of elaboration likelihood model and social influence theory

Firms invest millions of dollars in the introduction of new information systems for long-term benefit. If employees are not willing to accept a new information system, such investments may be wasted. Employee acceptance of a new information system is in part determined by external influences. However, previous research has neglected the paths of persuasive strategies and external social influences on information system acceptance. Linkages between persuasive strategies and external social influences are also scarce. By integrating social influence theory and an elaboration likelihood model, this study explores the influence of persuasive messages (source credibility and argument quality) on social influence, affective response and cognitive response. This study also investigates the interrelationships among affective response, cognitive response and behavior intention. Furthermore, the moderating roles of social influences on the impact of affective response and cognitive response on behavior intention are identified. (C) 2012 Elsevier Ltd. All rights reserved.