• 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
Attitudes and attitude change.
Empirical and conceptual developments over the past four years on attitudes and persuasion are reviewed, with particular attention paid to work on attitude accessibility, ambivalence, and the affective versus cognitive bases of attitudes. Expand
The Elaboration Likelihood Model of Persuasion
On New Year’s Day, 1986, U.S. President Ronald Reagan and U.S.S.R. Premier Mikhail Gorbachev appeared on television in each others countries. It was the first time that American and Russian leadersExpand