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
Using Causal Persuasive Arguments to Change Beliefs and Teach New Information: The Mediating Role of Explanation Availability and Evaluation Bias in the Acceptance of Knowledge
TL;DR: In this article, the authors explored the processes by which causal arguments effect change in established beliefs and found that explanation availability mediates belief change in response to causal arguments, with the effect mediated by explanation availability.
Journal ArticleDOI
The Influence of Personality Traits on the Processing of Visual and Verbal Information
Jane Z. Sojka,Joan L. Giese +1 more
TL;DR: In this article, the authors investigate individuals' preferences for visual as opposed to verbal information and explore how those preferences relate to processing style personality traits, finding that individuals with a high need for cognition prefer to process verbal information while individuals with an high need to affect prefer to focus on visual information.
Journal ArticleDOI
Individual Differences in Argument Scrutiny as Motivated by Need for Cognitive Closure
TL;DR: The authors found that individuals relatively high in dispositional need for closure processed a persuasive message according to heuristic cues and failed to attend systematically to the message content, while individuals relatively low in need of closure scrutinized the content, presumably due to a greater motivation to process information.
Journal ArticleDOI
The Mediated Influence of a Traceability Label on Consumer’s Willingness to Buy the Labelled Product
TL;DR: In this article, the authors investigated the effect of traceability labels on consumer willingness to buy a chocolate bar and whether the effect is mediated by moral affective evaluations of the product.
Journal ArticleDOI
A test of interventions for security threats from social engineering
TL;DR: It was found that threat assessment, commitment, trust, and obedience to authority were strong indicators of social engineering threat success, and that treatment efficacy depends on which factors are most prominent.
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.