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
The politics of gaydar: ideological differences in the use of gendered cues in categorizing sexual orientation.
TL;DR: Liberals were less likely than conservatives to endorse stereotypes about gender inversion and sexual orientation, and this difference in stereotype endorsement was partially explained by liberals' greater need for cognition.
Journal ArticleDOI
Spontaneous Inference Processes in Advertising: Effects of Need for Cognition and Self-Monitoring on Inference Generation and Utilization
TL;DR: This article investigated the role of individual differences in inference and persuasion and found that participants were more likely to draw inferences about omitted conclusions when elaborative processing was likely (vs. unlikely).
Journal ArticleDOI
The differential processing of price in gains and losses: the effects of frame and need for cognition
TL;DR: In this article, the invariance of the desired wealth principle and two mental accounting rules (mixed gain, e.g. $100 gain and a $50 loss) across types of decision maker and frame was found to vary depending upon the thoughtfulness of the decision maker.
Journal ArticleDOI
The effect of product type on value linkages in the means‐end chain: implications for theory and method
TL;DR: In this paper, the authors empirically tested the proposition that the role of values in consumer motivation differs by product type and also tested that the linkages are not affected by individual differences in the need for cognition.
Book ChapterDOI
Individual differences in persuadability in the health promotion domain
TL;DR: The results consistently show that high persuadables comply more to messages with a persuasive content as compared to a neutral message than low persuadable.
References
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Journal ArticleDOI
Self-efficacy: toward a unifying theory of behavioral change.
TL;DR: An integrative theoretical framework to explain and to predict psychological changes achieved by different modes of treatment is presented and findings are reported from microanalyses of enactive, vicarious, and emotive mode of treatment that support the hypothesized relationship between perceived self-efficacy and behavioral changes.
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Handbook of social psychology
TL;DR: In this paper, Neuberg and Heine discuss the notion of belonging, acceptance, belonging, and belonging in the social world, and discuss the relationship between friendship, membership, status, power, and subordination.
Journal ArticleDOI
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.