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
Do Amnesics Exhibit Cognitive Dissonance Reduction? The Role of Explicit Memory and Attention in Attitude Change
TL;DR: It is proposed that behavior-induced attitude change can be a relatively automatic process that does not require explicit memory for, or consciously controlled processing of, the discrepancy between attitude and behavior.
Journal ArticleDOI
The impact of national stereotypes on the country of origin effect: A conceptual framework
TL;DR: In this paper, the impact of national stereotype dimensions on country of origin (COO) effects is explicitly modeled and decomposed, and it is shown that the perceived warmth and perceived competence dimensions of national stereotypes underlie COO effects.
Journal ArticleDOI
Persuasion in crowdfunding: An elaboration likelihood model of crowdfunding performance
TL;DR: This article used the elaboration likelihood model of persuasion (ELM) to develop and test a model of persuasive influence in crowdfunding and found that issue-relevant information, such as entrepreneurs' education, matters most when funders possess greater ability and motivation to make careful evaluations.
Journal ArticleDOI
Consumer Attitudes and Decision-Making With Regard to Genetically Engineered Food Products – A Review of the Literature and a Presentation of Models for Future Research
TL;DR: In this paper, the authors present three models which they have developed to explain consumer attitudes, buying behaviour, and attitude change with regard to genetically engineered food products, and the aim of this article is to present the models which the authors have developed.
Journal ArticleDOI
Influence of different positive emotions on persuasion processing: a functional evolutionary approach.
TL;DR: These findings build upon approaches that link affective valence to certain types of processing, documenting emotion-specific effects on cognition that are consistent with functional evolutionary accounts of discrete positive emotions.
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.