Journal ArticleDOI
Central and peripheral routes to persuasion: An individual difference perspective.
TLDR
Deux experiences differenciant les sujets selon le niveau de leurs besoins en cognition examinent les effets de ces derniers sur le traitement d'un message and le persuasion and mettent a l'epreuve un modele associant un mode de pensee extensif a plus forte correspondance entre attitude and comportement as mentioned in this paper.Abstract:
Deux experiences differenciant les sujets selon le niveau de leurs besoins en cognition examinent les effets de ces derniers sur le traitement d'un message et le persuasion et mettent a l'epreuve un modele associant un mode de pensee extensif a une plus forte correspondance entre attitude et comportementread more
Citations
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Journal ArticleDOI
Influence of online comments on clothing impulse buying behavior in mobile short video app live broadcast
TL;DR: In this article , the authors introduce the central route and peripheral route of online comments and construct a conceptual model affecting consumers' clothing impulse buying behavior in live broadcast based on elaboration likelihood model (ELM).
Neurobiological mechanisms of social influence
TL;DR: The hypothesis that some forms of social influence are mediated by activity of the posterior medial frontal cortex as a part of the general performance-monitoring circuitry is supported.
Journal ArticleDOI
Studi eksperimental dampak iklan dengan klaim ramah lingkungan vs kinerja hebat terhadap niat beli lampu merek philips di surabaya
TL;DR: In this article, the impact of an environmentally friendly advertising claim vs a great performance claim on the purchase intentions of lamps with Philips brand in Surabaya was identified and analyzed by using Manova, one way ANOVA, and independent sample t-test.
Predictors of behavioral intention to purchase risky consumer products
TL;DR: In this paper, the authors investigate the relationship between cognitive and affective dimensions of risk and risk perception, and find that cognitive risk perception is significantly worse than affective risk perception.
References
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Telling more than we can know: Verbal reports on mental processes.
TL;DR: In this paper, it was shown that people are sometimes unaware of the existence of a stimulus that influenced a response, unaware of its existence, and unaware that the stimulus has affected the response.
Book ChapterDOI
The elaboration likelihood model of persuasion
TL;DR: This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion, and outlines the two basic routes to persuasion.