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The Nature of Attitudes and Persuasion

The Yale Approach

Congruity Theory

Cognitive Dissonance Theory

Social Judgment/ Involvement Theory

Information Integration Theory

Theory of Reasoned Action

Elaboration Likelihood Model

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The Yale Approach
The Yale Approach - Overview 
Speaker
Message:
 
- Message Organization
 
- Message Content
Strengths and Weaknesses of the Yale Approach
Glossary
References
Self-test

References
Andrews, J. C., & Shimp, T. A. (1990). Effects of involvement, argument strength, and source characteristics on central and peripheral processing in advertising. Psychology & Marketing, 7, 195-214.

Allen, M. (1998). Comparing the persuasive effectiveness of one- and two-sided messages. In M. Allen & R. W. Preiss (Eds.), Persuasion: Advances through meta-analysis (pp. 87-98). Cresskill, NJ: Hampton Press.

Benoit, W. L. (1998). Forewarning and persuasion. In M. Allen & R. W. Preiss (Eds.), Persuasion: Advances through meta-analysis (pp. 139-184). Cresskil, NJ: Hampton Press.

Bridges, D. A., & Reinard, J. C. (1974). The effects of refutational techniques on attitude change. Journal of the American Forensic Association, 10, 203-212.

Cacioppo, J. T., Petty, R. E., & Morris, K. (1983). Effects of need for cognition on message evaluation, recall, and persuasion. Journal of Personality and Social Psychology, 45, 805-818.

Calder, B. J., Insko, C. A., & Yandell, B. (1974). The relation of cognitive and memorial processes to persuasion in a simulated jury trial. Journal of Applied Social Psychology, 4, 62-93.

Chaiken, S., (1980). Heuristic versus systemic information-processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39, 752-766.

Cook, T. D., (1969). Competence, counter-arguing, and attitude change. Journal of Personality, 37, 342-358.

Cruz, M. G. (1998). Explicit and implicit conclusions in persuasive messages. In M. Allen & R. W. Preiss (Eds.), Persuasion: Advances through meta-analysis (pp. 217-230).  Cresskill, NJ:  Hampton  Press.

McCroskey, J. C. (1970). The effects of evidence as an inhibitor of counter persuasion. Speech Monographs, 37, 188-194.

McGinnies, E., & Ward, C. D. (1980). Better liked than right: Trustworthiness and expertise as factors in credibility. Personality and Social Psychology Bulletin, 6, 467-472.

McGuire, W. J. (1968). Personality and attitude change: An information-processing theory. In A. G. Greenwood, T. C.

Brock, & T. Ostrom (Eds.), Psychological foundations of attitudes (pp. 171-196).  San Diego, CA: Academic Press.

Mongeau, P. A. (1998). Another look at fear-arousing persuasive appeals. In M. Allen & R. W. Preiss (Eds.), Persuasion: Advances through meta-analysis (pp. 53-68).  Cresskill , NJ: Hampton  Press.

O'Keefe, D. A. (1990). Persuasion: Theory and research.  Newbury Park , CA: Sage.

Petty, R. E., & Cacioppo, J. T. (1984). The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion. Journal of Personality and Social Psychology, 46, 69-81.

Petty, R. E., & Cacioppo, J. T. (1996). Attitudes and persuasion: Classic and contemporary approaches.  Boulder , CO: Westview.

Petty, R. E., Cacioppo, J. T., & Goldman, R. (1981). Personal involvement as a determinant of argument-based persuasion. Journal of Personality and Social Psychology, 41, 847-55.

Reinard, J. C. (1998). The persuasive effects of testimonial assertion evidence. In M. Allen & R. W. Preiss (Eds.), Persuasion: Advances through meta-analysis (pp. 69-86).  Cresskill , NJ: Hampton  Press.

Rogers, R. W. (1983). Cognitive and psychological process in fear appeals and attitude change: A revised theory of protection motivation. In J. T. Cacioppo & R. E. Petty (Eds.), Social psychophysiology: A source book (pp. 153-176). New York:  Guilford.

Taylor, S. E., & Thompson, S. C. (1982). Stalking the elusive “vividness” effect. Psychological Review, 89, 155-181.

Wiener, J. L., & Mowen, J. C. (1986). Source credibility: On the independent effects of trust and expertise. In R. J. Lutz (Ed.), Advances in consumer research (vol. 13, 306-310).  Provo, UT: Association for Consumer Research

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