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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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Elaboration Likelihood Model (ELM)

Petty and Cacioppo's Elaboration Likelihood Model

Two "Routes" to Persuasion
Involvement and Cognitive Responses
Argument Quality
Argument Quantity
Source Factors
Evaluation of the ELM
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.

Benoit, W. L. (1987). Argument and credibility appeals in persuasion. Southern Speech Communication Journal, 52, 181-197.

Benoit, W. L. (1991). A cognitive response analysis of source credibility. In B. Dervin & M. J. Voigt (Eds.), Progress in communication sciences (vol. X, pp. 1-19). Norwood, NJ: Ablex.

Benoit, W. L., & Kennedy, K. A. (1999). On reluctant testimony. Communication Quarterly, 49, 376-387.

Berscheid, E., & Walster, E. (1974). Physical attractiveness: In L. Berkowitz (Ed.), Advances in experimental social psychology, 7, 157-215. New York: Academic Press.

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 systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39, 752-756.

Eagly, A. H., & Chaiken, S. (1975). An attribution analysis of the effect of communicator characteristics on opinion change: The case of communicator attractiveness. Journal of Personality and Social Psychology, 32, 136-44.

Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth: Harcourt Brace Jovanovich.

Gillig, P. M., & Greenwald, A. G. (1974). Is it time to lay the sleeper effect to rest? Journal of Personality and Social Psychology, 29, 132-139.

Hass, R. G. (1981). Effects of source characteristics on cognitive responses and persuasion. In R. E. Petty, T. M. Ostrom, & T. C. Brock (Eds.), Cognitive responses in persuasion (pp. 44-72). Hillsdale: Erlbaum.

Mills, J., & Harvey, J. (1972). Opinion change as a function of when information about the communicator is received and whether he is attractive or expert. Journal of Personality and Social Psychology, 21, 52-55.

O'Keefe, D. J. (1987). The persuasive effects of delaying identification of high- and low-credibility communicators: A meta-analytic review. Central States Speech Journal, 38, 63-72.

Perloff, R. M., & Brock, T. C. (1980). . . . 'And thinking makes it so': Cognitive responses to persuasion. In M. E. Roloff & G. R. Miller (Eds.), Persuasion: New directions in theory and research (pp. 67-99). Beverly Hills: Sage.

Petty, R. E., & Cacioppo, J. T. (1979). Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive processes. Journal of Personality and Social Psychology, 37, 1915-1926.

Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and persuasion: Classic and contemporary approaches. Dubuque, IA: William C. Brown.

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. (1986a). Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer-Verlag.

Petty, R. E., & Cacioppo, J. T. (1986b). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.), Advances in experimental social psychology (vol. 19, pp. 123-205). San Diego, CA: Academic Press.

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.

Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983). Central and peripheral routes to advertising effectiveness: The moderating role of involvement. Journal of Consumer Research, 10, 135-146.

Petty, R. E., Ostrom, T. M., & Brock, T. C. (Eds.) (1981). Cognitive responses in persuasion. Hillsdale: Erlbaum.

Shavitt, S., Swan, S., Lowrey, T. M., & Wanke, M. (1994). The interaction of endorser attractiveness and involvement in persuasion depends on the goal that guides message processing. Journal of Consumer Psychology, 3, 137-162.

Ward, C. D., & McGinnies, E. (1974). Persuasive effect of early and late mention of credible and non-credible sources. Journal of Psychology, 86, 17-23.

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