The elaboration likelihood model of persuasion: Implications for trial advocacy
The elaboration likelihood model (ELM) of persuasion includes two possible routes of persuasion or attitude change: the central and peripheral. The central route of persuasion entails careful…
Mood and Persuasion: Affective States Influence the Processing of Persuasive Communications
The Combined Influence of Central and Peripheral Routes in the Online Persuasion Process
- PsychologyCyberpsychology Behav. Soc. Netw.
The current work seeks to overturn one of the basic principles of the ELM and takes account of new variables in the model that help to explain the online persuasion process more clearly and may help firms to pinpoint those areas and features of Internet advertising that prove most efficient.
Source and message factors in persuasion: A reply to stiff's critique of the elaboration likelihood model
In this article we respond to James Stiff's (1986) recent critique of the Elaboration Likelihood Model (ELM) of persuasion (Petty & Cacioppo, 1981, 1986b). In particular, we make the following…
Re-Examining the Marketing Basics: The Mirage of the Routes to Persuasion?
One of the key predictions advanced in mainstream models of persuasion (e.g., the Elaboration Likelihood Model) is that attitude changes induced in highly involved individuals via the central route…
Effects of Elaborated Likelihood Model and Attitudinal Change Toward the Investments
- PsychologyThe Equilibrium
Author(s): Park, Myungchul | Abstract: On the spectrum of the persuasion from the basis of Elaborated Likelihood Model (ELM) and Cognitive Dissonance Theory, this paper discusses how persuasion…
Route to persuasion in the Elaboration Likelihood Model: The role of self-esteem
The current study aimed to explore the relationship between the two routes to persuasion proposed in the Elaboration Likelihood Model of persuasion, the central route and the peripheral route, and an…
The Elaboration Likelihood Model: Implications for the Practice of School Psychology.
Persuasion and Pragmatics: An Empirical Test of the Guru Effect Model
Decades of research have investigated the complex role of source credibility in attitude persuasion. Current theories of persuasion predict that when messages are thoughtfully scrutinized, argument…
Argument Quality, Peripheral Cues and the Elaboration Likelihood Model
This TREO Talk Presentation will discuss issues with the use of the elaboration likelihood model (ELM) developed by Petty and Cacioppo in information systems research. Concerns regarding how to…
SHOWING 1-10 OF 267 REFERENCES
Source factors and the elaboration likelihood model of persuasion
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…
Personal involvement as a determinant of argument based persuasion
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…
Acceptance yielding and impact: cognitive processes in persuasion.
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…
An Empirical Test of a Model of Resistance to Persuasion.
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…
Heuristic versus systematic information processing and the use of source versus message cues in persuasion.
In Experiment 1, subjects read a persuasive message from a likable or unlikable communicator who presented six or two arguments concerning one of two topics. High response involvement subjects…