The elaboration likelihood model of persuasion
Reads0
Chats0
TLDR
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.Abstract:
Publisher Summary
This chapter outlines the two basic routes to persuasion. One route is based on the thoughtful consideration of arguments central to the issue, whereas the other is based on the affective associations or simple inferences tied to peripheral cues in the persuasion context. This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion. One of the basic postulates of the Elaboration Likelihood Model—that variables may affect persuasion by increasing or decreasing scrutiny of message arguments—has been highly useful in accounting for the effects of a seemingly diverse list of variables. The reviewers of the attitude change literature have been disappointed with the many conflicting effects observed, even for ostensibly simple variables. The Elaboration Likelihood Model (ELM) attempts to place these many conflicting results and theories under one conceptual umbrella by specifying the major processes underlying persuasion and indicating the way many of the traditionally studied variables and theories relate to these basic processes. The ELM may prove useful in providing a guiding set of postulates from which to interpret previous work and in suggesting new hypotheses to be explored in future research.read more
Citations
More filters
Journal ArticleDOI
Benefiting from negative feedback
Pino G. Audia,Edwin A. Locke +1 more
TL;DR: In this article, the authors examine factors involved in the effective use of negative feedback and suggest that the main obstacles to negative feedback use stem from failure to obtain it and the failure to conduct an accurate appraisal of it.
Journal ArticleDOI
Memory-based Product Judgments: Effects of Involvement at Encoding and Retrieval
Jongwon Park,Manoj Hastak +1 more
TL;DR: This article found that memory retrieval is affected by consumer involvement with a product at the time product information is first received as well as when a memory-based judgment is formed, which is consistent with the cognitive economy principle.
Journal ArticleDOI
The shepherding of local public opinion: The Supreme Court and Lamb's Chapel
TL;DR: The authors assess the impact of the Supreme Court's decision in Lamb's Chapel v. Center Moriches on the geographic constituency involved in the case, and find that high levels of information about the decision increases support for the decision among those for whom the decision is relatively less salient.
Journal ArticleDOI
Why funders invest in crowdfunding projects: Role of trust from the dual-process perspective
TL;DR: Two contextual variables are examined: project type and funding level, which moderate the relationships between key antecedents and investment decisions, and provide new insight into the role of trust and its antecedent in different contexts.
Journal ArticleDOI
Selecting Science Information in Web 2.0: How Source Cues, Message Sidedness, and Need for Cognition Influence Users' Exposure to Blog Posts
Stephan Winter,Nicole C. Krämer +1 more
TL;DR: Results showed a general preference for texts composed by users with greater expertise and for 2-sided messages, suggesting that the ELM is relevant for blogs and the selection of user-generated science stories.
References
More filters
Book
Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research
Martin Fishbein,Icek Ajzen +1 more
Book
Understanding Attitudes and Predicting Social Behavior
Icek Ajzen,Martin Fishbein +1 more
TL;DR: In this paper, the author explains "theory and reasoned action" model and then applies the model to various cases in attitude courses, such as self-defense and self-care.
Book
A Theory of Cognitive Dissonance
TL;DR: Cognitive dissonance theory links actions and attitudes as discussed by the authors, which holds that dissonance is experienced whenever one cognition that a person holds follows from the opposite of at least one other cognition that the person holds.
Journal ArticleDOI
A Theory of Social Comparison Processes
TL;DR: In this article, the authors pointed out that there is a strong functional tie between opinions and abilities in humans and that the ability evaluation of an individual can be expressed as a comparison of the performance of a particular ability with other abilities.
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.