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
Factor Analysis of the Need for Cognition
TL;DR: In this article, a large group of students in the liberal arts and sciences responded to a questionnaire consisting of 293 true-false items, which dealt with various aspects of cognition and a minority were buffer items.
Journal ArticleDOI
A Dimension of Cognitive Motivation: Need to Know the Known vs the Unknown:
TL;DR: An investigation of preference of college students for information widely known vs information unknown to most other persons indicated that the majority of Ss preferred the unknown information as discussed by the authors, and the higher an S's college aptitude, the stronger this preference correlated with a desire to be cognitively challenged, an attraction toward cognitive enjoyment and novelty, an interest in broad questions and ideas, a feeling of cognitive self sufficiency and social introversion.