The Elaboration Likelihood Model of Persuasion

@inproceedings{Petty1986TheEL,
  title={The Elaboration Likelihood Model of Persuasion},
  author={Richard E. Petty and John T. Cacioppo},
  booktitle={Advances in Experimental Social Psychology},
  year={1986}
}
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References

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The Elaboration Likelihood Model of persuasion (ELM) is discussed as it relates to source factors in persuasion. The ELM proposes that under low elaboration likelihood, source factors serve as simple…

Cognitive theories of persuasion

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It was suggested that there are two basic routes to persuasion. One route is based on the thoughtful consideration of arguments central to the issue, whereas the other is based on peripheral cues in…

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Communication and persuasion research has been hindered by a lack of attention to the decisive role played by the content of a persuasive communication. To be effective the statements contained in a…

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This investigation synthesized research from several related areas to produce a model of resistance to persuasion based upon variables not considered by earlier congruity and inoculation models.…

Access to attitude-relevant information in memory as a determinant of persuasion: The role of message attributes

The Relation of Cognitive and Memorial Processes to Persuasion in a Simulated Jury Trial

Four experiments investigated the dependence of persuasion on cognitive factors. All experiments employed a court case for which 795 subjects acted as jury members, reading summaries of both the…

The Multiple Source Effect in Persuasion

Holding constant information about the number of sources and number of arguments to which they might be exposed, subjects viewed one source presenting three different arguments, three sources…

Social Context Effects in Persuasion: The Effects of Multiple Sources and Multiple Targets

Attitudes are a central feature of our social lives. Daily, we are called upon or feel compelled to express our views on a variety of topics. Equally often, we are exposed to attempts to change these…

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