• Publications
  • Influence
The Elaboration Likelihood Model of Persuasion
  • R. Petty, J. Cacioppo
  • Psychology, Computer Science
  • Advances in Experimental Social Psychology
  • 1986
This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion, and outlines the two basic routes to persuasion. Expand
The need for cognition.
Four studies are reported in which a scale to assess the need for cognition (i.e., the tendency for an individual to engage in and enjoy thinking) was developed and validated. In Study 1 a pool ofExpand
Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement
Undergraduates expressed their attitudes about a product after being exposed to a magazine ad under conditions of either high or low product involvement. The ad contained either strong or weakExpand
Attitudes and Persuasion: Classic and Contemporary Approaches
* Introduction to Attitudes and Persuasion * Conditioning and Modeling Approaches * The Message-learning Approach * Judgmental Approaches * Motivational Approaches * Attributional Approaches *Expand
The efficient assessment of need for cognition.
A short form for assessing individual differences in need for cognition is described and its application in medicine is described. Expand
Dispositional Differences in Cognitive Motivation : The Life and Times of Individuals Varying in Need for Cognition
Need for cognition in contemporary literature refers to an individual's tendency to engage in and enjoy effortful cognitive endeavors. Individual differences in need for cognition have been the focusExpand
On seeing human: a three-factor theory of anthropomorphism.
A theory to explain when people are likely to anthropomorphize and when they are not is described, focused on three psychological determinants--the accessibility and applicability of anthropocentric knowledge, the motivation to explain and understand the behavior of other agents, and the desire for social contact and affiliation. Expand
Affective picture processing: the late positive potential is modulated by motivational relevance.
The data support the view that late positivity to affective pictures is modulated both by their intrinsic motivational significance and the evaluative context of picture presentation. Expand
Loneliness Matters: A Theoretical and Empirical Review of Consequences and Mechanisms
  • L. Hawkley, J. Cacioppo
  • Psychology, Medicine
  • Annals of behavioral medicine : a publication of…
  • 22 July 2010
The features and consequences of loneliness are reviewed within a comprehensive theoretical framework that informs interventions to reduce loneliness and features of a loneliness regulatory loop are employed to explain cognitive, behavioral, and physiological consequences. Expand
A Short Scale for Measuring Loneliness in Large Surveys
A short loneliness scale developed specifically for use on a telephone survey is described, finding that objective and subjective isolation are related, indicating that the quantitative and qualitative aspects of social relationships are distinct. Expand