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
Source expertise, source attractiveness, and the processing of persuasive information: A functional approach.
TL;DR: This article found that high self-monitoring individuals agreed with the expert source regardless of the quality of the arguments presented, but agreed with attractive source only when he delivered strong arguments, whereas low self-Monitoring individuals were systematically processing the expert sources' message and were heuristically processing the attractive source's message.
Journal ArticleDOI
Purchasing behaviour for environmentally sustainable products: A conceptual framework and empirical study
TL;DR: In this article, the authors developed and tested a conceptual framework, which provides several insights about mediating role of attitude on the relationship between environmental knowledge and purchase intention for environmentally sustainable products.
Journal ArticleDOI
Consumer acceptance of technology-based food innovations: Lessons for the future of nutrigenomics
TL;DR: The framework's application as a tool to anticipate consumer reaction to future innovations is illustrated for an actual technology-based innovation in food science, nutrigenomics (the interaction between nutrition and human genetics).
Proceedings Article
Predicting the Performance of Online Consumer Reviews: A Sentiment Mining Approach
Mohammad Salehan,Dan Jong Kim +1 more
TL;DR: This article investigated the predictors of readership and helpfulness of online consumer reviews using a sentiment mining approach and found that reviews with higher levels of positive sentiment in the title receive more readerships.
Journal ArticleDOI
What drives people to accept automated vehicles? Findings from a field experiment
TL;DR: In this paper, the influence of direct experience of an automated vehicle (AV, Level 3) and explaining and predicting public acceptance of AVs through a psychological model was analyzed. But the authors considered the last two determinants, namely perceived usefulness (PU), perceived ease of use (PEU), trust related to SDVs, and perceived safety (PS) while riding in our AV.
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.