721
Views
69
CrossRef citations to date
0
Altmetric
Miscellany

Source and message factors in persuasion: A reply to stiff's critique of the elaboration likelihood model

, , &
Pages 233-249 | Published online: 02 Jun 2009

References

  • Alba , J.W. and Marmorstein , H. The effects of frequency knowledge on consumer decision making . Journal of Consumer Research , (in press)
  • Bern , D.J. 1972 . “ Self‐perception theory ” . In Advances in experimental social psychology , Edited by: Berkowitz , L. Vol. 6 , 1 – 62 . New York : Academic Press .
  • Cacioppo , J.T. and Petty , R.E. 1982 . The need for cognition . Journal of Personality and Social Psychology , 42 : 116 – 131 .
  • Cacioppo , J.T. and Petty , R.E. 1984a . The Elaboration Likelihood Model . Advances in Consumer Research , 11 : 673 – 675 .
  • Cacioppo , J.T. and Petty , R.E. 1984b . “ The need for cognition: Relationship to attitudinal processes ” . In Social perception in clinical and counseling psychology , Edited by: McGlynn , R. , Maddux , J. , Stoltenberg , C. and Harvey , J. 113 – 139 . Lubbock : Texas Tech University Press .
  • Cacioppo , J.T. and Petty , R.E. 1985 . “ Central and peripheral routes to persuasion: The role of message repetition ” . In Psychological processes and advertising effects , Edited by: Mitchell , A. and Alwitt , L. 91 – 112 . Hillsdale, NJ : Erlbaum .
  • Cacioppo , J.T. , Petty , R.E. and Morris , K. 1983 . Effects of need for cognition on message evaluation, recall, and persuasion . Journal of Personality and Social Psychology , 45 : 805 – 818 .
  • Chaiken , S. 1980 . Heuristic versus systematic information processing and the use of source versus message cues in persuasion . Journal of Personality and Social Psychology , 39 : 752 – 756 .
  • Chaiken , S. . The heuristic model of persuasion . Social influence: The Ontario symposium . Edited by: Zanna , M. , Olson , J. and Herman , C. Vol. 5 , pp. 3 – 39 . Hillsdale, NJ : Erlbaum .
  • Cook , T.D. 1969 . Competence, counterarguing, and attitude change . Journal of Personality , 37 : 342 – 358 .
  • Cooper , H.M. 1984 . The integrative research review: A social science approach , Beverly Hills, CA : Sage .
  • Eagly , A.H. and Carli , L. 1981 . Sex of researchers and sex‐typed communications as determinants of sex differences in influenceability . Psychological Bulletin , 90 : 1 – 20 .
  • Glass , G.V. , McGaw , B. and Smith , M.L. 1981 . Meta‐analysis in social research , Beverly Hills, CA : Sage .
  • Harte , T. 1976 . The effects of evidence in persuasive communication . Central States Speech Journal , 27 : 42 – 46 .
  • Haugtvedt , C.P. , Petty , R.E. and Cacioppo , J.T. . Need for cognition and the use of peripheral cues . Paper presented at the Midwestern Psychological Association . Chicago, IL.
  • Holtzman , P.D. 1966 . Confirmation of ethos as a confounding element in communication research . Speech Monographs , 33 : 464 – 466 .
  • Kahneman , D. 1973 . Attention and effort , Englewood Cliffs, NJ : Prentice‐Hall .
  • Langer , E.J. , Blank , A. and Chanowitz , B. 1978 . The mindlessness of ostensibly thoughtful action . Journal of Personality and Social Psychology , 36 : 635 – 642 .
  • Lashbrook , W.B. , Snavely , W.B. and Sullivan , D.L. 1977 . The effects of source credibility and message information quality on attitude change in apathetics . Communication Monographs , 44 : 252 – 256 .
  • Leippe , M.R. and Elkin , R.A. 1987 . When motives clash: Issue involvement and response involvement as determinants of persuasion . Journal of Personality and Social Psychology , 52 : 269 – 278 .
  • Maddux , J.E. and Rogers , R.W. 1980 . Effects of source expertness, physical attractiveness, and supporting arguments on persuasion: A case of brains over beauty . Journal of Personality and Social Psychology , 38 : 235 – 244 .
  • McCroskey , J.C. and Combs , W.H. 1969 . The effects of the use of an analogy on attitude change and source credibility . Journal of Communication , 19 : 333 – 339 .
  • McGuire , W.J. 1964 . “ Inducing resistance to persuasion: Some contemporary approaches ” . In Advances in Experimental Social Psychology , Edited by: Berkowtiz , L. Vol. 1 , 191 – 229 . New York : Academic Press .
  • McGuire , W.J. 1969 . “ The nature of attitudes and attitude change ” . In The handbook of social psychology , 2nd ed. , Edited by: Lindzey , G. and Aronson , E. Vol. 3 , 136 – 314 . Reading, MA : Addison‐Wesley .
  • Miller , N. , Maruyama , G. , Beaber , R. and Valone , K. 1976 . Speed of speech and persuasion . Journal of Personality and Social Psychology , 34 : 615 – 625 .
  • Moore , D.L. , Hausknecht , D. and Thamodaran , K. 1986 . Time compression, response opportunity, and persuasion . Journal of Consumer Research , 13 : 85 – 99 .
  • Petty , R.E. and Cacioppo , J.T. 1979 . Issue‐involvement can increase or decrease persuasion by enhancing message‐relevant cognitive responses . Journal of Personality and Social Psychology , 37 : 1915 – 1926 .
  • Petty , R.E. and Cacioppo , J.T. 1980 . “ Effects of issue involvement on attitudes in an advertising context ” . In Proceedings of the Division 23 program , Edited by: Gorn , G. and Goldberg , M. 75 – 79 . Montreal : Division 23 of the American Psychological Association .
  • Petty , R.E. and Cacioppo , J.T. 1981 . Attitudes and persuasion: Classic and contemporary approaches , Dubuque, IA : Wm. C. Brown .
  • Petty , R.E. and Cacioppo , J.T. 1983 . “ Central and peripheral routes to persuasion: Application to advertising ” . In Advertising and consumer psychology , Edited by: Percy , L. and Woodside , A. 3 – 23 . Lexington, MA : Lexington Books, D.C. Heath .
  • Petty , R.E. and Cacioppo , J.T. 1984a . The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion . Journal of Personality and Social Psychology , 46 : 69 – 81 .
  • Petty , R.E. and Cacioppo , J.T. 1984b . Source factors and the Elaboration Likelihood Model of persuasion . Advances in Consumer Research , 11 : 668 – 672 .
  • Petty , R.E. and Cacioppo , J.T. 1986a . Communication and persuasion: Central and peripheral routes to attitude change , New York : Springer/Verlag .
  • Petty , R.E. and Cacioppo , J.T. 1986b . “ The Elaboration Likelihood Model of persuasion ” . In Advances in experimental social psychology , Edited by: Berkowitz , L. Vol. 19 , 123 – 205 . New York : Academic Press .
  • Petty , R.E. , Cacioppo , J.T. and Goldman , R. 1981 . Personal involvement as a determinant of argument‐based persuasion . Journal of Personality and Social Psychology , 41 : 847 – 855 .
  • Petty , R.E. , Cacioppo , J.T. and Schumann , D. 1983 . Central and peripheral routes to advertising: The moderating role of involvement . Journal of Consumer Research , 10 : 134 – 148 .
  • Petty , R.E. , Harkins , S.G. and Williams , K.D. 1980 . The effects of group diffusion of cognitive effort on attitudes: An information processing view . Journal of Personality and Social Psychology ,
  • Petty , R.E. , Wells , G.L. and Brock , T.C. 1976 . Distraction can enhance or reduce yielding to propaganda: Thought disruption versus effort justification . Journal of Personality and Social Psychology , 34 : 874 – 884 .
  • Puckett , J. , Petty , R.E. , Cacioppo , J.T. and Fisher , D. 1983 . The relative impact of age and attractiveness stereotypes on persuasion . Journal of Gerontology , 38 : 340 – 343 .
  • Rosenthal , R. 1984 . Meta‐analytic procedures for social research , Beverly Hills, CA : Sage .
  • Staats , A.W. and Staats , C.K. 1958 . Attitudes established by classical conditioning . Journal of Abnormal and Social Psychology , 57 : 37 – 40 .
  • Stiff , J.B. 1986 . Cognitive processing of persuasive message cues: A meta‐analytic review of the effects of supporting information on attitudes . Communication Monographs , 53 : 75 – 89 .
  • Taylor , S.E. 1981 . “ The interface of cognitive and social psychology ” . In Cognition, social behavior, and the environment , Edited by: Harvey , J.H. 189 – 211 . Hillsdale, NJ : Erlbaum .
  • Wood , W. and Kallgren , C. in press . Persuasiveness of likable and expert communicators as a function of recipients’ access to attitude‐relevant information . Personality and Social Psychology Bulletin ,
  • Wood , W. , Kallgren , C. and Priesler , R. 1985 . Access to attitude relevant information in memory as a determinant of persuasion: The role of message attributes . Journal of Experimental Social Psychology , 21 : 73 – 85 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.