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
Intelligence, comprehension, and opinion change
Alice H. Eagly,Rebecca Warren +1 more
Journal ArticleDOI
The Shipley-Hartford Scale and the Doppelt short form as estimators of WAIS IQ in a state hospital population.
Lloyd K. Sines,Helen Simmons +1 more
Journal ArticleDOI
Need for cognition, attitudes, and the 1984 presidential election
TL;DR: In this article, high and low need for cognition groups were compared on behavioral intentions, behavior, and attitude differentiation (number of beliefs) in the context of the 1984 U.S. presidential election.
Journal ArticleDOI
The Shipley-Hartford as a brief I. Q. Screening device
Wayne R. Bartz,Donald L. Loy +1 more