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}
}
Publisher Summary This chapter outlines the 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 the affective associations or simple inferences tied to peripheral cues in the persuasion context. This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion. One of the basic postulates of the Elaboration… 
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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
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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
Publisher Summary This chapter discusses the end-products of social psychological processes. It reviews a research on a fairly extensive history in social psychology––persuasion. Testifying to the
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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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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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Access to attitude-relevant information in memory as a determinant of persuasion: The role of message attributes
Abstract Recipients with access to attitude-relevant information in memory were thought to draw on these beliefs and prior experiences to evaluate the validity of message arguments. Consistent with
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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