{"id":"https://openalex.org/W4304812165","doi":"https://doi.org/10.3389/frai.2022.838377","title":"The three-step persuasion model on YouTube: A grounded theory study on persuasion in the protein supplements industry","display_name":"The three-step persuasion model on YouTube: A grounded theory study on persuasion in the protein supplements industry","publication_year":2022,"publication_date":"2022-10-12","ids":{"openalex":"https://openalex.org/W4304812165","doi":"https://doi.org/10.3389/frai.2022.838377","pmid":"https://pubmed.ncbi.nlm.nih.gov/36311552"},"language":"en","primary_location":{"is_oa":true,"landing_page_url":"https://doi.org/10.3389/frai.2022.838377","pdf_url":"https://www.frontiersin.org/articles/10.3389/frai.2022.838377/pdf","source":{"id":"https://openalex.org/S4210197006","display_name":"Frontiers in Artificial Intelligence","issn_l":"2624-8212","issn":["2624-8212"],"is_oa":true,"is_in_doaj":true,"is_indexed_in_scopus":true,"is_core":true,"host_organization":"https://openalex.org/P4310320527","host_organization_name":"Frontiers Media","host_organization_lineage":["https://openalex.org/P4310320527"],"host_organization_lineage_names":["Frontiers Media"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true},"type":"article","type_crossref":"journal-article","indexed_in":["crossref","doaj","pubmed"],"open_access":{"is_oa":true,"oa_status":"gold","oa_url":"https://www.frontiersin.org/articles/10.3389/frai.2022.838377/pdf","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5059440349","display_name":"Jayanshi Tripathi","orcid":null},"institutions":[{"id":"https://openalex.org/I94624287","display_name":"University of Twente","ror":"https://ror.org/006hf6230","country_code":"NL","type":"funder","lineage":["https://openalex.org/I94624287"]}],"countries":["NL"],"is_corresponding":false,"raw_author_name":"Jayanshi Tripathi","raw_affiliation_strings":["Human Media Interaction, University of Twente, Enschede, Netherlands"],"affiliations":[{"raw_affiliation_string":"Human Media Interaction, University of Twente, Enschede, Netherlands","institution_ids":["https://openalex.org/I94624287"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5112556455","display_name":"Roelof A. J. de Vries","orcid":null},"institutions":[{"id":"https://openalex.org/I94624287","display_name":"University of Twente","ror":"https://ror.org/006hf6230","country_code":"NL","type":"funder","lineage":["https://openalex.org/I94624287"]}],"countries":["NL"],"is_corresponding":false,"raw_author_name":"Roelof A. J. de Vries","raw_affiliation_strings":["Biomedical Signals and Systems, University of Twente, Enschede, Netherlands"],"affiliations":[{"raw_affiliation_string":"Biomedical Signals and Systems, University of Twente, Enschede, Netherlands","institution_ids":["https://openalex.org/I94624287"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5027920920","display_name":"Mailin Lemke","orcid":"https://orcid.org/0000-0002-9980-4046"},"institutions":[{"id":"https://openalex.org/I98358874","display_name":"Delft University of Technology","ror":"https://ror.org/02e2c7k09","country_code":"NL","type":"funder","lineage":["https://openalex.org/I98358874"]}],"countries":["NL"],"is_corresponding":true,"raw_author_name":"Mailin Lemke","raw_affiliation_strings":["Department of Human Centered Design, Delft University of Technology, Delft, Netherlands"],"affiliations":[{"raw_affiliation_string":"Department of Human Centered Design, Delft University of Technology, Delft, Netherlands","institution_ids":["https://openalex.org/I98358874"]}]}],"institution_assertions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5027920920"],"corresponding_institution_ids":["https://openalex.org/I98358874"],"apc_list":{"value":1150,"currency":"USD","value_usd":1150},"apc_paid":{"value":1150,"currency":"USD","value_usd":1150},"fwci":2.782,"has_fulltext":true,"fulltext_origin":"pdf","cited_by_count":7,"citation_normalized_percentile":{"value":0.99999,"is_in_top_1_percent":true,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":86,"max":87},"biblio":{"volume":"5","issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"primary_topic":{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.9988,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.9988,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13155","display_name":"Digital Communication and Language","score":0.9928,"subfield":{"id":"https://openalex.org/subfields/1709","display_name":"Human-Computer Interaction"},"field":{"id":"https://openalex.org/fields/17","display_name":"Computer Science"},"domain":{"id":"https://openalex.org/domains/3","display_name":"Physical Sciences"}},{"id":"https://openalex.org/T12214","display_name":"Media Influence and Health","score":0.991,"subfield":{"id":"https://openalex.org/subfields/1208","display_name":"Literature and Literary Theory"},"field":{"id":"https://openalex.org/fields/12","display_name":"Arts and Humanities"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/curiosity","display_name":"Curiosity","score":0.49122375},{"id":"https://openalex.org/keywords/misinformation","display_name":"Misinformation","score":0.4597715}],"concepts":[{"id":"https://openalex.org/C2781310500","wikidata":"https://www.wikidata.org/wiki/Q1231428","display_name":"Persuasion","level":2,"score":0.8753295},{"id":"https://openalex.org/C26011011","wikidata":"https://www.wikidata.org/wiki/Q6030243","display_name":"Influencer marketing","level":4,"score":0.75590456},{"id":"https://openalex.org/C518677369","wikidata":"https://www.wikidata.org/wiki/Q202833","display_name":"Social media","level":2,"score":0.61934537},{"id":"https://openalex.org/C2779343474","wikidata":"https://www.wikidata.org/wiki/Q3109175","display_name":"Context (archaeology)","level":2,"score":0.6152949},{"id":"https://openalex.org/C156325361","wikidata":"https://www.wikidata.org/wiki/Q1152864","display_name":"Grounded theory","level":3,"score":0.5654578},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.53044623},{"id":"https://openalex.org/C33435437","wikidata":"https://www.wikidata.org/wiki/Q366791","display_name":"Curiosity","level":2,"score":0.49122375},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.4864933},{"id":"https://openalex.org/C2776990098","wikidata":"https://www.wikidata.org/wiki/Q13579947","display_name":"Misinformation","level":2,"score":0.4597715},{"id":"https://openalex.org/C2778080475","wikidata":"https://www.wikidata.org/wiki/Q4353774","display_name":"Health communication","level":2,"score":0.4582817},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.37110236},{"id":"https://openalex.org/C108827166","wikidata":"https://www.wikidata.org/wiki/Q175975","display_name":"Internet privacy","level":1,"score":0.32738936},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.28957593},{"id":"https://openalex.org/C190248442","wikidata":"https://www.wikidata.org/wiki/Q839486","display_name":"Qualitative research","level":2,"score":0.23665696},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.22959039},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.18607873},{"id":"https://openalex.org/C136764020","wikidata":"https://www.wikidata.org/wiki/Q466","display_name":"World Wide Web","level":1,"score":0.13784158},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.12426579},{"id":"https://openalex.org/C46312422","wikidata":"https://www.wikidata.org/wiki/Q11024","display_name":"Communication","level":1,"score":0.12017387},{"id":"https://openalex.org/C151730666","wikidata":"https://www.wikidata.org/wiki/Q7205","display_name":"Paleontology","level":1,"score":0.0},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.0},{"id":"https://openalex.org/C38652104","wikidata":"https://www.wikidata.org/wiki/Q3510521","display_name":"Computer security","level":1,"score":0.0},{"id":"https://openalex.org/C54649085","wikidata":"https://www.wikidata.org/wiki/Q574424","display_name":"Relationship marketing","level":3,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C192975520","wikidata":"https://www.wikidata.org/wiki/Q1143466","display_name":"Marketing management","level":2,"score":0.0}],"mesh":[],"locations_count":5,"locations":[{"is_oa":true,"landing_page_url":"https://doi.org/10.3389/frai.2022.838377","pdf_url":"https://www.frontiersin.org/articles/10.3389/frai.2022.838377/pdf","source":{"id":"https://openalex.org/S4210197006","display_name":"Frontiers in Artificial Intelligence","issn_l":"2624-8212","issn":["2624-8212"],"is_oa":true,"is_in_doaj":true,"is_indexed_in_scopus":true,"is_core":true,"host_organization":"https://openalex.org/P4310320527","host_organization_name":"Frontiers Media","host_organization_lineage":["https://openalex.org/P4310320527"],"host_organization_lineage_names":["Frontiers Media"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true},{"is_oa":false,"landing_page_url":"https://doaj.org/article/c14bb273acfe41d9b8f723854dcf3c4e","pdf_url":null,"source":{"id":"https://openalex.org/S4306401280","display_name":"DOAJ (DOAJ: Directory of Open Access Journals)","issn_l":null,"issn":null,"is_oa":true,"is_in_doaj":false,"is_indexed_in_scopus":false,"is_core":false,"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false},{"is_oa":true,"landing_page_url":"http://resolver.tudelft.nl/uuid:8a59ca10-4679-4fdb-a36b-e2338e860fc2","pdf_url":"https://repository.tudelft.nl/islandora/object/uuid%3A8a59ca10-4679-4fdb-a36b-e2338e860fc2/datastream/OBJ/download","source":{"id":"https://openalex.org/S4306400906","display_name":"Research Repository (Delft University of Technology)","issn_l":null,"issn":null,"is_oa":true,"is_in_doaj":false,"is_indexed_in_scopus":false,"is_core":false,"host_organization":"https://openalex.org/I98358874","host_organization_name":"Delft University of Technology","host_organization_lineage":["https://openalex.org/I98358874"],"host_organization_lineage_names":["Delft University of Technology"],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true},{"is_oa":true,"landing_page_url":"https://www.ncbi.nlm.nih.gov/pmc/articles/PMC9597193","pdf_url":null,"source":{"id":"https://openalex.org/S2764455111","display_name":"PubMed Central","issn_l":null,"issn":null,"is_oa":true,"is_in_doaj":false,"is_indexed_in_scopus":false,"is_core":false,"host_organization":"https://openalex.org/I1299303238","host_organization_name":"National Institutes of Health","host_organization_lineage":["https://openalex.org/I1299303238"],"host_organization_lineage_names":["National Institutes of Health"],"type":"repository"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true},{"is_oa":false,"landing_page_url":"https://pubmed.ncbi.nlm.nih.gov/36311552","pdf_url":null,"source":{"id":"https://openalex.org/S4306525036","display_name":"PubMed","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_indexed_in_scopus":false,"is_core":false,"host_organization":"https://openalex.org/I1299303238","host_organization_name":"National Institutes of Health","host_organization_lineage":["https://openalex.org/I1299303238"],"host_organization_lineage_names":["National Institutes of Health"],"type":"repository"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false}],"best_oa_location":{"is_oa":true,"landing_page_url":"https://doi.org/10.3389/frai.2022.838377","pdf_url":"https://www.frontiersin.org/articles/10.3389/frai.2022.838377/pdf","source":{"id":"https://openalex.org/S4210197006","display_name":"Frontiers in Artificial Intelligence","issn_l":"2624-8212","issn":["2624-8212"],"is_oa":true,"is_in_doaj":true,"is_indexed_in_scopus":true,"is_core":true,"host_organization":"https://openalex.org/P4310320527","host_organization_name":"Frontiers Media","host_organization_lineage":["https://openalex.org/P4310320527"],"host_organization_lineage_names":["Frontiers Media"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true},"sustainable_development_goals":[{"display_name":"Zero hunger","score":0.66,"id":"https://metadata.un.org/sdg/2"}],"grants":[],"datasets":[],"versions":[],"referenced_works_count":71,"referenced_works":["https://openalex.org/W1584039995","https://openalex.org/W1889081040","https://openalex.org/W1975702593","https://openalex.org/W1989514989","https://openalex.org/W1994454084","https://openalex.org/W2015803680","https://openalex.org/W2022675963","https://openalex.org/W2023159802","https://openalex.org/W2039291831","https://openalex.org/W2083886771","https://openalex.org/W2084490244","https://openalex.org/W2088459920","https://openalex.org/W2089457241","https://openalex.org/W2100522340","https://openalex.org/W2111072573","https://openalex.org/W2135735648","https://openalex.org/W2146691185","https://openalex.org/W2162791924","https://openalex.org/W2163929180","https://openalex.org/W2165793557","https://openalex.org/W2311785559","https://openalex.org/W2316212859","https://openalex.org/W2317843449","https://openalex.org/W2507977639","https://openalex.org/W2526528247","https://openalex.org/W2533128854","https://openalex.org/W2587297771","https://openalex.org/W2619799373","https://openalex.org/W2759410697","https://openalex.org/W2765704143","https://openalex.org/W2771014466","https://openalex.org/W2886736973","https://openalex.org/W2889510836","https://openalex.org/W2896000311","https://openalex.org/W2913701832","https://openalex.org/W2914053352","https://openalex.org/W2915548203","https://openalex.org/W2963754833","https://openalex.org/W2964600867","https://openalex.org/W2980352117","https://openalex.org/W2981352934","https://openalex.org/W2996863103","https://openalex.org/W2998528801","https://openalex.org/W3013171296","https://openalex.org/W3015542854","https://openalex.org/W3032344982","https://openalex.org/W3033066882","https://openalex.org/W3034025892","https://openalex.org/W3043563429","https://openalex.org/W3084502523","https://openalex.org/W3106278051","https://openalex.org/W3109852922","https://openalex.org/W3110457034","https://openalex.org/W3123158399","https://openalex.org/W3126370043","https://openalex.org/W3135693588","https://openalex.org/W3140321584","https://openalex.org/W3154321442","https://openalex.org/W3174591654","https://openalex.org/W3183300962","https://openalex.org/W3187874766","https://openalex.org/W3192496375","https://openalex.org/W3213497182","https://openalex.org/W4205992620","https://openalex.org/W4212771144","https://openalex.org/W4221055472","https://openalex.org/W4237135258","https://openalex.org/W4239951286","https://openalex.org/W4242232612","https://openalex.org/W4289328458","https://openalex.org/W4315817451"],"related_works":["https://openalex.org/W4385430903","https://openalex.org/W4285676344","https://openalex.org/W4283120839","https://openalex.org/W4205933727","https://openalex.org/W4205914924","https://openalex.org/W3197131596","https://openalex.org/W3114467234","https://openalex.org/W2975501018","https://openalex.org/W2126510786","https://openalex.org/W2065956941"],"abstract_inverted_index":{"Persuasion":[0],"can":[1,26],"be":[2],"defined":[3],"as":[4,43,49,135],"an":[5,167],"active":[6],"attempt":[7,21],"by":[8,63,92,150],"a":[9,131,181],"person":[10],"to":[11,22,36,42,68,83,87,145,155,174,217],"change":[12],"the":[13,85,108,157,191,194,198,202,205,218,221,236],"behavior":[14,25,91,97],"and":[15,31,66,117,143,200,232,244],"attitudes":[16],"of":[17,110,115,159,184,190,220],"others.":[18],"The":[19],"purposive":[20],"influence":[23],"one's":[24],"originate":[27],"from":[28],"different":[29],"areas,":[30],"people":[32],"who":[33,59],"are":[34,39],"able":[35],"do":[37],"so":[38],"often":[40],"referred":[41],"influencers.":[44],"Social":[45],"media":[46],"platforms":[47,56],"such":[48,134],"Instagram":[50],"or":[51,75],"YouTube":[52,154,177,187,223],"have":[53,103,120],"become":[54],"crucial":[55],"for":[57,186],"influencers":[58,80],"generate":[60],"their":[61,69,95],"income":[62],"recommending":[64],"products":[65],"services":[67],"followers,":[70],"including":[71],"cosmetics,":[72],"multimedia":[73],"articles":[74],"clothing.":[76],"Studies":[77],"indicate":[78],"that":[79,204,215],"actively":[81],"try":[82],"persuade":[84],"viewer":[86],"adopt":[88],"specific":[89],"desirable":[90],"strategically":[93],"altering":[94],"displayed":[96],"on":[98,153,166,197,240],"social":[99],"media.":[100],"Such":[101],"strategies":[102,128],"mainly":[104],"been":[105],"explored":[106],"in":[107,130,211],"context":[109],"beauty":[111],"products,":[112],"where":[113],"lack":[114],"expertise":[116],"misinformation":[118],"might":[119],"few":[121],"negative":[122],"consequences.":[123],"Less":[124],"is":[125,164],"known":[126],"about":[127],"used":[129,149],"health-sensitive":[132],"context,":[133],"nutritional":[136],"supplements.":[137,161],"This":[138,162],"research":[139],"addresses":[140],"this":[141],"gap":[142],"aims":[144],"understand":[146],"persuasive":[147],"techniques":[148],"health":[151],"professionals":[152],"promote":[156],"use":[158],"protein":[160],"study":[163],"based":[165],"interpretive":[168,171],"paradigm":[169],"using":[170],"grounded":[172],"theory":[173],"analyze":[175],"60":[176],"videos.":[178,224],"We":[179,234],"developed":[180],"three-step":[182],"model":[183],"persuasion":[185],"videos":[188],"consisting":[189],"steps:":[192],"reaching":[193],"message,":[195,199],"staying":[196],"performing":[201],"action":[203],"persuader":[206],"desires.":[207],"Our":[208],"analysis":[209],"resulted":[210],"five":[212],"core":[213],"themes":[214,226],"contributed":[216],"persuasiveness":[219],"analyzed":[222],"These":[225],"included:":[227],"Quality,":[228],"curiosity,":[229],"engagement,":[230],"concretization,":[231],"genuineness.":[233],"conclude":[235],"paper":[237],"with":[238],"reflections":[239],"our":[241],"model's":[242],"theoretical":[243],"practical":[245],"implications.":[246]},"abstract_inverted_index_v3":null,"cited_by_api_url":"https://api.openalex.org/works?filter=cites:W4304812165","counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":2},{"year":2023,"cited_by_count":3},{"year":2022,"cited_by_count":1}],"updated_date":"2025-04-17T17:57:16.721100","created_date":"2022-10-13"}