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
More filters
Journal ArticleDOI
Party over policy: The dominating impact of group influence on political beliefs.
TL;DR: Four studies demonstrated both the power of group influence in persuasion and people's blindness to it and the underappreciated role of social identity in persuasion.
Journal ArticleDOI
Promoting systematic processing in low-motivation settings: effect of incongruent information on processing and judgment.
TL;DR: The utility of the sufficiency principle for understanding motivation for elaborative processing, the relevance of the findings to understanding the processing and judgmental effects of expectancy disconfirmation, and the additivity and attenuation assumptions of the model are discussed.
Journal ArticleDOI
E-WOM and Accommodation An Analysis of the Factors That Influence Travelers’ Adoption of Information from Online Reviews
Raffaele Filieri,Fraser McLeay +1 more
TL;DR: In this paper, the authors adopt the elaboration likelihood model to identify what influences travelers to adopt information from online reviews in their decision making, and find that high-involvement travelers adopt both central (information quality) and peripheral (product ranking) factors.
Journal ArticleDOI
Need for Cognition and Advertising: Understanding the Role of Personality Variables in Consumer Behavior
TL;DR: In this article, three studies were conducted to examine the role of need for cognition on attitudes formed as a result of exposure to advertisements and found that attitudes of high need for cognitive ability individuals were based more on an evaluation of product attributes than were the attitudes of low need to cognition persons.
Journal ArticleDOI
The General Theory of Marketing Ethics: A Revision and Three Questions
Shelby D. Hunt,Scott J. Vitell +1 more
TL;DR: The general theory of marketing ethics, first published in the Journal of Macromarketing by Hunt and Vitell (1986), has been the focus of much discussion and empirical testing as discussed by the authors.
References
More filters
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.
Book
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.