The elaboration likelihood model of persuasion
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Cites background from "The elaboration likelihood model of..."
...Often they will be forced to acknowledge and accept undesirable conclusions, as they appear to when confronted with strong arguments for undesired or counterattitudinal positions (Petty & Cacioppo, 1986)....
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...…to nonmessage factors such as source expertise or audience reaction and are more sensitive to the actual content of the message, most notably to the strength of the arguments, even when this leads them to adopt counterattitudinal, undesired stances (Chaiken et al, 1989; Petty & Cacioppo, 1986)....
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...Petty and Cacioppo (1986) and Chaiken et al. (1989) both assumed that in some circumstances, directional goals may bias responses to persuasion, but existing work in this paradigm has generally been interpreted as indicating objective and unbiased processing (see also Johnson & Eagly, 1989)....
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6,080 citations
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...These contrasts are discussed in Bruner (1986); Chaiken (1980); Epstein (1994); Freud (1900/1976); Margolis (1987); Metcalfe and Mischel (1999); Petty & Cacioppo (1986); Posner and Snyder (1975); Pyszczynski and Greenberg (1987); Reber (1993); Wegner (1994); Wilson (in press); and Zajonc (1980)....
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...For example, Chaiken, Liberman, and Eagly (1989) as well as Petty and Cacioppo (1986), who are among the proponents of dual-process models, spoke about heuristic/peripheral and systematic/central processing and applied their model to the domain of attitude change....
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"The elaboration likelihood model of..." refers background in this paper
...Experimental research has shown that attitudes represent one of the most important theoretical constructs that determine behavior (Eagly and Chaiken, 1993; Fishbein and Ajzen, 1975; Petty and Cacioppo, 1981)....
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...These include social norms, (Fishbein and Ajzen, 1975), the strength of the attitude (Petty and Krosnick, 1995), feelings of self-efficacy and competence (Bandura, 1986), and prior behaviors and habits (Triandis, 1980)....
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