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
Persuasive Communication of Risk Information: A Test of Cue Versus Message Processing Effects in a Field Experiment
TL;DR: In this article, the elaboration likelihood model of persuasion was tested in a natural selling with adults of various ages and educational backgrounds as subjects, and the persuasive communication concerned risks of largl-scale use of coal for electricity production.
Journal ArticleDOI
Mixed-handed persons are more easily persuaded and are more gullible: Interhemispheric interaction and belief updating
Stephen D. Christman,Bradley R Henning,Andrew L. Geers,Ruth E. Propper,Christopher Lee Niebauer +4 more
TL;DR: In Experiment 1 mixed- handers exhibited higher levels of persuasion in a standard attitude-change paradigm, while in Experiment 2 mixed-handers exhibitedHigher levels of gullibility as measured by the Barnum Effect.
Posted Content
Cognition, Persuasion and Decision Making in Older Consumers
Gilles Laurent,Carolyn Yoon,Helene H. Fung,Richard Gonzalez,Angela H. Gutchess,Trey Hedden,Raphaëlle Lambert-Pandraud,Mara Mather,Denise C. Park,Ellen Peters,Ian Skurnik +10 more
TL;DR: In this article, the effects of aging on consumer memory, persuasion and decision are discussed in the context of consumer behavior and related disciplines (e.g., cognitive psychology, neuroscience, social psychology, and gerontology).
Journal ArticleDOI
Too good to be true: the role of online reviews’ features in probability to buy
TL;DR: In this paper, the authors investigate the effect of review valence and volume on actual sales and find that the effect can be nonlinear, where the probability of purchase increases with rating to about 4.2-4.5 stars, but then decreases.
Journal ArticleDOI
The cognitive mediation model: factors influencing public knowledge of the H1N1 pandemic and intention to take precautionary behaviors.
TL;DR: The authors show that the cognitive mediation model can be applied to health contexts, in which motivations were positively associated with news attention, elaboration, and interpersonal communication, and that the motivations have significant indirect effects on behavioral intentions.
References
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Journal ArticleDOI
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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.