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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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.
Journal ArticleDOI
Implicit Social Cognition: Attitudes, Self-Esteem, and Stereotypes.
TL;DR: The present conclusion--that attitudes, self-esteem, and stereotypes have important implicit modes of operation--extends both the construct validity and predictive usefulness of these major theoretical constructs of social psychology.
Journal ArticleDOI
Dispositional differences in cognitive motivation : the life and times of individuals varying in need for cognition
Journal ArticleDOI
Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making
Baba Shiv,Alexander Fedorikhin +1 more
TL;DR: In this paper, the authors examined how consumer decision making is influenced by automatically evoked task-induced affect and by cognitions that are generated in a more controlled manner on exposure to alternatives in a choice task.
Book ChapterDOI
The Elaboration Likelihood Model of Persuasion
TL;DR: The first time that American and Russian leaders had exchanged messages that were simultaneously televised was on New Year's Day, 1986 as mentioned in this paper, when U.S. President Ronald Reagan and Russian Premier Mikhail Gorbachev appeared on television in each others countries.
References
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Journal ArticleDOI
Elastic Shifts of Opinion: Determinants of Direction and Durability
TL;DR: This paper found that subjects were more likely to shift their positions on an issue while they were expecting to engage an opponent in a discussion of that issue, and that the durability of anticipatory change was associated with the tendency to engage in cognitive activity supportive of the change.
Journal ArticleDOI
Cognitive Variables Associated with Personal Problem-Solving Appraisal: Implications for Counseling.
Journal ArticleDOI
Curiosity and Need for Cognition
TL;DR: In this article, the authors hypothesized that individuals' need for cognition, which describes the dispositional tendency to engage in and enjoy thinking, would be related to questionnaire measures of curiosities.
Journal ArticleDOI
Measurement and some correlates of need-cognition.
Susan T. Rydell,Ephraim Rosen +1 more
TL;DR: A 15-scale true-false questionnaire, the Self-Other Test, Form C, was constructed to measure the dimensions of need-cognition, the need to know and understand, and found that independent, Self-confident Intellectualism, however, tended to give more favorable ratings to noncognitive concepts than did low-cognitive Ss.
Journal ArticleDOI
Temporal Instability as a Moderator of the Attitude-Behavior Relationship
TL;DR: In this paper, the effects of temporal instability in attitudes on the attitude-behavior relationship were examined in a study of volunteering to tutor blind children, and it was shown that attitude stability is not a general trait.