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so popular. A survey by Ana Munaro looked at how the ELM contributes to the success of YouTube. Her research is aimed to find out what features drive popularity on YouTube. Ana sampled over 11,000 videos and 150 different creators ranging from various categories. YouTube has a variety of elements that can be important to how someone feels about a particular video, creator, or topic. The study first researched language. Language is a vital part of YouTube and is an important piece of how consumers process information. A study by Kujur and Singh in 2018 showed how emotional appeal yields better consumer engagement and interaction. Another important part when regarding language is the usage of function vs content words. By researching the impact of function words when compared to content words, Ana saw videos with more function words had more positive results, like more comment engagement, virality, and likes/dislikes. Function words are easier to understand and generally more entertaining, these aspects are similar to the peripheral route of the ELM. Function words are not explicit, and they are more context dependant. Whereas content words are longer and more confusing, which is similar to the central route of the ELM. Objectivity and emotion is another area within YouTube videos that can be interpreted in either the central or peripheral route. This study showed that if a video contained more objectivity or emotion it would be more popular, have more views, and more engagement. These findings play further into the ELM because a viewer is likelier to pay attention and be interested in a more animated and seemingly engaging work. Aside from the linguistic side of the study, further research consisted of posting time throughout the day and its impact. For example, weekend posts and non-business hour posts were the best times to have positive engagement. Overall the study showed the many different implications of how the ELM profoundly affects how a person reacts with videos across YouTube.
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at how millennials would react to other customers' impulsive spending tendencies, ways the people got persuaded, and how different information influenced decisions. With the advancements in live streaming, it's become a more prominent aspect of everyday life. Streamers can make a living and impact people's lives from the comfort of their own homes. The streamers engagement levels, viewership, and credibility are all examined to see how the ELM affects consumers buying habits. The study showed streamers with a higher viewership, more engagement, and more credibility were more likely to sell a product. Whereas a smaller creator would struggle to sell a product. The study also showed that online shopping, mainly due to streaming, caused an increase in impulse buys. Impulse buying is significantly more prevalent in developing economies like China and India. Because of all the exposure to new items from social media, online shopping has grown exponentially over the past couple of years. The streaming market has become oversaturated because of this, it is clearly shown in the study which, concluded that "approximately 1.23 million streamers are struggling with low conversion rates on selling products." Many people are pursuing careers in streaming due to its chance of rapid success and top rate pay if they can reach the top level of streamers. Big streamers can succeed because of the impulsive purchasing nature of their viewers, so if they promote a variety of ads that appeal to their audience the most; then they will see the most growth.
789:(MS), based on systematic reviews examining the relationship between MS and nutrition. Studies have shown programs regarding diet and nutrition for people living with multiple sclerosis have had a positive impact, as they assist with acceptance and allow people to feel they are in control. Studies in the United States have also shown that up to 70% of people living with MS will try diet as a form of therapy for MS. The ELM was used to sort findings into targeted messages based on three categories with the most substantial evidence: Vitamin D, fatty acids, and dietary diversity, which were used to create persuasive messages using practical examples and motivators. These messages used the Australian National Dietary Guidelines, which specify what types of foods to eat, not what nutrients to eat, as it was determined people associate eating with foods and not with nutrients. Positive and adverse reactions to the messages led to the acceptance and dismissal of the information, respectively. Participants who were more recently diagnosed with multiple sclerosis tended to be more open-minded to new nutritional information yet skeptical towards "extremist" diets. On the other hand, participants who had been living with MS for a longer period were more likely to participate in extremist diets but were less open-minded in accepting new nutrition information. This directly relates to the peripheral route of the ELM, as someone living with MS could have preconceived perceptions preventing them from obtaining new, even credible, information.
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More
Accounts, Fewer Links: How Algorithmic Curation Impacts Media Exposure in Twitter Timelines by Jack Bandy he examined how Twitter's algorithm was created. Jack determined that Twitter more recently changed their algorithm to be curation timeline based. This means that depending on watch time, what is interacted with more, and what is shared the most is more likely to be seen again. Other social media apps use the same sort of model to make sure a person will see more videos related to what they like and interact with the most. With the use of the algorithm, social media can promote items as well. In a study by Jason Hartline examining the promotional styles across social media, he found that algorithmic questioning impacts revenue maximizing. Meaning that when buyers are interested and symmetric, then they are most likely to purchase. This algorithm takes a central route approach with the way it showed how a viewer with more interest would be more likely to purchase. Whereas the peripheral route within this study was with what he described as influence-and-exploit strategies. This strategy was were they would influence a set group of people by giving them free items, and then they extract revenue by using a greedy pricing strategy. This is seen constantly throughout social media in brands like Apple, Uber, and Dollar Shave Club. There are many different ways these two routes can be used or interpreted depending on the platform.
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consumers tend to stick with their original impression than been influenced by other factors (Central Route); which means, they are biased against certain types of information and indifferent to the message quality. Second, consumers with low skepticism tend to adopt the peripheral route in forming attitude; that is, they are more persuaded by online review quantity. Lee indicated, "these findings contribute to the ELM research literature by considering a potentially important personality factor in the ELM framework". Another study regarding college students, conducted in early 2024 by Junjie Shi looked at product placement within
Bilibili science videos. Bilibili is a Chinese service that functions like a cross between Twitch and YouTube, using aspects of both platforms. This study examined how the success of a video contributed to a product's purchase. The study analyzed 511 science-related videos on Bilibili, employing ELM to examine factors such as video thumbnails, creator identity, and production. The study found that the more credible or more viewed videos performed better at selling products. This study concluded that video creators should focus on creating well produced videos. These ideas align with the central route of the ELM. People prefer shorter, more concise content over lengthier videos, making them more willing to engage.
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in the local area and by the end of the experiment they would be given a chance to get a disposable razor. Whereas, the authors made another group of subjects have low involvement with the product by telling them that the product would be test marketed in a distant city and by the end of the experiment they would have the chance to get a toothpaste. In addition to varying involvement, the authors also varied source and message characteristics by showing a group of the subjects ads featuring popular athletes, whereas showing other subjects ads featuring average citizens; showing some subjects ads with strong arguments and others ads with weak arguments. This experiment shows that when the elaboration likelihood was low, featuring famous athletes in the advertisement would lead to more favorable product attitudes, regardless of the strength of the product attributes presented. Whereas when elaboration likelihood was high, only the argument strength would manipulate affected attitudes. Lee et al. supported the studies on that product involvement strengthens the effects of "endorser–product congruence on consumer responses" when the endorsers expertise is well related with product to create source credibility. Lee's finding also helps to understand celebrity endorsement as not only a peripheral cue but also a motivation for central route.
1093:"one containing arguments such that when subjects are instructed to think about the message, the thoughts they generate are fundamentally favorable." An argument that is universally viewed as weak will elicit unfavorable results, especially if the subject considers it under high elaboration, thus being the central route. Test arguments must be rated by ease of understanding, complexity and familiarity. To study either route of the elaboration likelihood model, the arguments must be designed for consistent results. Also, when assessing persuasion of an argument, the influence of peripheral cues needs to be taken into consideration as cues can influence attitude even in the absence of argument processing. The extent or direction of message processing also needs to be taken into consideration when assessing persuasion, as variables can influence or bias thought by enabling or inhibiting the generation of a particular kind of thought in regard to the argument. "While the ELM theory continues to be widely cited and taught as one of the major cornerstones of persuasion, questions are raised concerning its relevance and validity in 21st century communication contexts."
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smoking prevention messages on TV based on the ELM. "Structured evaluations of 12 smoking prevention messages based on three strategies derived from the ELM were conducted in classroom settings among a diverse sample of non-smoking middle school students in three states. Students categorized as likely to have higher involvement in a decision to initiate cigarette smoking, are reported relatively high ratings on a cognitive processing indicator for messages focused on factual arguments about negative consequences of smoking than for messages with fewer or no direct arguments. Message appeal ratings did not show greater preference for this message type among higher involved versus lower involved students. Ratings from students reporting lower academic achievement suggested difficulty processing factual information presented in these messages. The ELM may provide a useful strategy for reaching adolescents at risk for smoking initiation, but particular attention should be focused on lower academic achievers to ensure that messages are appropriate for them."
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Gutowski conducted an experiment by providing students with strong or weak arguments from high or low credible sources in print, audio, or video modes. By giving participants with negative thought topics, experiment results shows that media modalities, source credibility, and argument quality have significant interactions in attitudes change and elaboration mounts: Within the print mode, the interaction between source credibility and argument quality was the least, partly confirmed that print mode would generate systematic processing. And participants generated more unfavorable thoughts towards weak arguments than strong arguments. Within the audio mode, there was no difference between weak and strong arguments with low credible sources; But, weak arguments with high credible sources generate more unfavorable thoughts than strong arguments. Within the video mode, arguments with low credible sources had no difference in elaboration mounts, while strong arguments with high credible sources produced more thoughts.
1039:(being considered crazy, or having serious "issues"). This stigma, which was prevalent 30 years ago, still exists today. Fortunately, an implementation of the ELM can help increase the positive perceptions of counseling amongst the undergraduate student population. Students that repeatedly watched a video that explained the function and positive outcomes of mental health counseling demonstrated a significant and lasting change in their perception to counseling. Students who watched the video once or not at all maintained a relatively negative view towards counseling. Thus, repeated exposure towards the positive elements of counseling lead towards a greater elaboration and implementation of the central route to combat negative social stigma of counseling. Most negative intuitions exist within the realm of the peripheral route, and therefore to work against stigmas the general public needs to engage their central route of processing.
1070:), and affective and cognition responses (or emotional responses and rational responses). Li's experiment suggested that: 1) managers should tailor their persuasive strategies according to various elaboration abilities of staff. For staff who have higher levels of elaboration likelihood, managers should emphasize benefits and values of new systems; For staff who have lower levels of elaboration likelihood, managers should provide expertise and credible sources; 2) Commonly speaking, providing strong arguments is more effective than relying on credibility; 3) Since normative influences lead to more affective responses and informational influences lead to more cognition responses, managers should implement different strategies to provoke staff's reaction, while 4) cognition responses are more important than affective responses when accepting a new system.
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Similarly, Piao Pan and Hao Zhang published "Research on Social Media
Advertising Persuasion Based on the Elaboration Likelihood Model" based on 309 valid questionnaires collected as empirical data and found that when advertisements tried to be more persuasive, consumers were more likely to take the central processing route and become more involved in the content. On the other hand, when advertisements tried to be more informative, consumers were more likely to take the peripheral processing route and be less involved. The authors argued that this was because of "information overload" a case where the consumer has too much data to try to digest. Pan and Zhang said this is an important note because it shows that marketers should work harder on the persuasiveness of their arguments and avoid "simply stacking information".
409:, when people are presented with new information (a message) that conflicts with existing beliefs, ideas, or values, they will be motivated to eliminate the dissonance, in order to remain at peace with their own thoughts. For instance, people who want to believe that they will be academically successful may recall more of their past academic successes than their failures. They may also use their world knowledge to construct new theories about how their particular personality traits may predispose them to academic success (Kunda, 1987). If they succeed in accessing and constructing appropriate beliefs, they may feel justified in concluding that they will be academically successful, not realizing that they also possess knowledge that could be used to support the opposite conclusion.
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on the first adoption of physician services; however, information quality did not, which proved inconsistent with the ELM. Researchers concluded these inconsistencies may have been caused by users' lack of knowledge in specific fields, including the validity of certain health-related information. The quality of the physicians in online health communities impacts the patient's perception of the physician. Another possible explanation was the various levels of information quality from different methods. Online bookings with service in physical hospitals had the highest information quality; however, patients who did not want to go to physical hospitals found telephone service to have sufficient information quality. This study is just one example of the ELM being used in advertising.
958:. The simulation was done in rounds. In each round, one of the agents had an opportunity to influence the other agents. The level of influence was determined by either the argument strength (if the central route was taken) or the peripheral cues (if the peripheral route was taken). After two rounds of persuasion, the distance between the majority's original opinion to its new opinion was studied. It was found that, the peripheral cues of the minority were more important than the argument quality. I.e, a minority with strong arguments but negative cues (e.g., different skin-color or bad reputation) did not succeed in convincing the majority, while a minority with weak arguments and positive cues (e.g., appearance or reputation) did succeed. The results depend also on the level of
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first and used questionnaires to test their elaboration and learning outcomes. The results supported
Jennings hypotheses: articles with partisan cues would prevent partisans from learning more information in the article, compared to articles without partisan cues. Besides, nonpartisan articles would relatively generate more positive thoughts than partisan articles. Also, partisan members tend to elaborate more negative thoughts when exposed to out-group's information, and partisan members will elaborate more positive thoughts when exposed to in-group's messages. For instance, Republicans will come out of more negative reasons why a Democrat senator should not be elected, while Democrats will generate more positive reasons to elect a Democrat senator.
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peripherally, the individual may rely on heuristics and other rules of thumb when elaborating on a message. Being at the high end of the elaboration continuum, people assess object-relevant information in relation to schemas that they already possess, and arrive at a reasoned attitude that is supported by information. It is important to consider two types of factors that influence how and how much one will elaborate on a persuasive message. The first are the factors that influence our motivation to elaborate, and the second are the factors that influence our ability to elaborate. Motivation to process the message may be determined by a personal interest in the subject of the message, or individual factors like the
372:(1984), which include commitment, social proof, scarcity, reciprocation, authority, as well as liking the person who is persuading you, are some examples of frequently used heuristics. In addition, credibility can also be used as a heuristic in peripheral thinking because when a speaker is seen as having a higher credibility, then the listener may be more likely to believe the message. Credibility is a low-effort and somewhat reliable way to give us an answer of what to decide and/or believe without having to put in much work to think it through. Peripheral route processing involves a low level of elaboration. The user is not scrutinizing the message for its effectiveness.
200:. However, Petty and Cacioppo noticed a major problem facing attitude and persuasion researchers to the effect that there was minimal agreement regarding "if, when, and how the traditional source, message, recipient, and channel variables affected attitude change". Noticing this problem, Petty and Cacioppo developed the elaboration likelihood model as their attempt to account for the differential persistence of communication-induced attitude change. Petty and Cacioppo suggested that different empirical findings and theories on attitude persistence could be viewed as stressing one of two routes to persuasion which they presented in their elaboration likelihood model.
651:(consumers can get useful information from advertising), and then strengthen positive attitudes and purchase intentions; Or 2) increase perceived dialogues, which led to increasing perceived informativeness and then positive attitudes and purchase intentions. However, high interactivity without the perceived informativeness would generate negative attitudes and low purchase intentions. This study has suggested that to some extent companies should engage audience in a systematic processing way in social media advertisings, as consumers elaborate along central route will generate more positive attitudes and higher purchase intentions.
325:, persuasion results from a person's association with positive or negative cues in the stimulus or making a simple inference about the merits of the advocated position. The cues received by the individual under the peripheral route are generally unrelated to the logical quality of the stimulus. These cues will involve factors such as the credibility or attractiveness of the sources of the message, or the production quality of the message. The likelihood of elaboration will be determined by an individual's motivation and ability to evaluate the argument being presented. Examples: Routes of ELM (central and peripheral)
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different from the central route that involves high elaboration. With this difference the ELM also explains that low-elaboration persuasion processes are qualitatively different as well. It is seen as incorrect if the ELM focuses on a quantitative explanation over a qualitative one; however one of the ELM's key points is that elaboration can range from high to low which is not incorrect as data from experiments conducted by Petty (1997) as well as Petty and
Wegener (1999) suggest that persuasion findings can be explained by a quantitative dimension without ever needing a qualitative one.
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2008 elections for
President of the United States. Continuing on that thread, the work of Wood and Herbst found that, "family and significant others were more influential than celebrities in engendering support for a political candidate." This indicates that peripheral route processes may have some influence on some voters; however, family and friends are likely to be more influential than those who do not have a personal connection to specific voters. Hans-Joachim Mosler applied ELM to study if and how a minority can persuade the majority to change its opinion.
535:(e.g., "If an expert agrees with this position, I should really listen to what they have to say"). If subjects are under conditions of moderate elaboration, variables might enhance or reduce the persuasiveness in an objective manner, or bialy motivate or inhibit subjects to generate a certain thought. For instance, a distraction could serve as a variable to objectively affect the persuasiveness of a message. The distraction will enhance the persuasion of a weak argument but reduce the persuasion of a strong argument. (As the Figure III (Reduce) suggests.)
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the framework used to understand and evaluate the underlying mechanisms describing the relationships between endorser type, disease state involvement and consumer response to direct-to-consumer advertisements (DTCA). The finding showed while endorser type did not significantly affect consumer attitudes, behavioral intentions and information search behavior; level of disease state involvement, though, did. More highly involved consumers had more positive attitudes, behavioral intentions and greater information search behavior.
450:(for instance, noise in a library where a person is trying to read a journal article) can decrease a person's ability to process a message. Cognitive busyness, which can also serve as a distraction, limits the cognitive resources otherwise available for the task at hand (assessing a message). Another factor of ability is familiarity with the relevant subject. Though they might not be distracted nor cognitively busy, their insufficiency in knowledge can hinder people's engagement in deep thinking.
351:(an opposite effect) is likely to occur. That is, they will resist the message and may move away from the proposed position. Two advantages of the central route are that attitude changes tend to last longer and are more predictive of behavior than the changes from the peripheral route. Overall, as people's motivation and ability to process the message and develop elaborations decreases, the peripheral cues present in the situation become more important in their processing of the message.
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cosmetics), while the peripheral route may only lead individuals to associate the "goodness" of source variables with the message. Theoretically, all of these could occur simultaneously. Thus, the distinction between central and peripheral routes is not the type of information being processed as those types can be applied to both routes, but rather how that information is processed and ultimately whether processing information in one way or the other will result in different attitudes.
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white) analyzed news articles that were written by an
African American professor, African American high-school student, a Caucasian American professor, and a Caucasian American high-school student, all whom are in support of the Black Lives Matter Movement. Participants were lied to when revealing the author of a specific article. The findings suggest that the black participants cared more about the Black Lives Matter Movement than the white participants by a significant margin.
670:. The ELM was used to conduct the study. The ads would feature 12 of the most popular beer brands in the world, and in the ads, they would be linked to other activities that consumers would enjoy. For example, if an ad attempted to gain the attention of consumers who enjoy the season of summer, the ad would say "Coors Light: A cool drink for the summer." Studies showed that codes like the example previously listed increased a consumer's likelihood to purchase alcohol.
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cues than peripheral cues in their persuasion, in another word, they adopted more arguments and evidence than simply designing a visually attractive website or idolizing someone. Besides, violent ideological groups used more fear appeals to their audience, and interacted less with their audience. Dunbar et al. speculated that some extreme groups desired to have tight control over their content so they had low tolerance for other's opinions.
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388:(the desire to process the message; see Petty and Cacioppo, 1979) and ability (the capability for critical evaluation; see Petty, Wells and Brock, 1976). The extent of motivation is in turn affected by attitude and personal relevance. Individuals' ability for elaboration is affected by distractions, their cognitive busyness (the extent to which their cognitive processes are engaged by multiple tasks), and their overall knowledge.
318:, persuasion will likely result from a person's careful and thoughtful consideration of the true merits of the information presented in support of an advocacy. The central route involves a high level of message elaboration in which a great amount of cognition about the arguments are generated by the individual receiving the message. The results of attitude change will be relatively enduring, resistant, and predictive of behavior.
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310:: a central route and a peripheral route. The ELM holds that there are numerous specific processes of change on the "elaboration continuum" ranging from low to high. When the operation processes at the low end of the continuum determine attitudes, persuasion follows the peripheral route. When the operation processes at the high end of the continuum determine attitudes, persuasion follows the central route.
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was manipulated. Although restrained eaters' weight satisfaction was not significantly affected by either media exposure condition, advertent (but not inadvertent) media exposure triggered restrained eaters' eating. These results suggest that teaching restrained eaters how to pay less attention to media body ideal images might be an effective strategy in media–literary interventions.
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example, Choi and Salmon criticized Petty and
Cacioppo's assumption that correct recall of a product led directly to high involvement. They proposed that high involvement is likely to be the result of other variations, for example the sample population; and the weak/strong arguments in one study are likely to result in different involvement characteristics in another study.
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mental effort. This is particularly advantageous in situations in which one must make a decision within a small time constraint. On the other hand, the peripheral route is prone to errors in judgment, at least in attributing reasons for behaviors. Also, people are persuaded in peripheral routes based on import cues such as credibility of the information source. However, the
729:(EHRs), (an individual's) concern for information privacy (CFIP) and the elaboration likelihood model (ELM). The two researchers aimed to investigate the question, "Can individuals be persuaded to change their attitudes and opt-in behavioral intentions toward EHRs, and allow their medical information to be digitized even in the presence of significant privacy concerns?"
1211:– emphasizes the distance in opinions, and whether it is in the "acceptance latitude" or "rejection latitude" or in the intermediate zone. This concept relates to the peripheral processing route because when a person already has a strong opinion on the idea (an anchor), they are more likely to take the peripheral route and not become involved in being persuaded.
192:(1908). Allport described attitudes as "the most distinctive and indispensable concept in contemporary social psychology". Considerable research was devoted to the study of attitudes and persuasion from the 1930s through the late 1970s. These studies embarked on various relevant issues regarding attitudes and persuasion, such as the
810:, central route website contents would be more favorable for eliciting utilitarian shopping value; whereas when consumers have higher levels of emotional stability, openness, and extraversion, peripheral route website contents would be more critical in facilitating experiential and hedonic shopping value", Chen explained.
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presented in the message, or if no arguments are actually presented, then elaboration of arguments cannot occur. ... Nevertheless, the person may still be able to think about the issue." Therefore, issue-relevant thinking is still a part of the central route and is necessary for one to think about the message content.
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social media there four types of activities are considered as connective-collective: 1) commenting; 2) uploading materials; 3) relaying information received; 4) affiliating (i.e. Liking, following, etc.). Nekmat et al. have suggested that the overabundance of information on social media might not induce audience to
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Griffin, E. (2012). In addition, there are different variables that a persuader can use to affect an individual's ability to process a message (commonly used factors are the presence or absence of distractions, background knowledge of the topic, and the comprehensibility of the message or how easy it
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which argues that the central and peripheral cues worked in combination despite the variables of motivation and ability. Kruglanski et al. (1999) proposed a single cognitive process instead of the dual-process model. Although drawing on the fundamental conception from ELM, such as motivation, ability
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The elaboration likelihood continuum ought to show that a human can undergo a natural progression from high involvement to low involvement with the corresponding effects. This continuum can account for the swift between the central and the peripheral routes, but has yet been lack of comprehensive and
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is helpful for this. Metaphors require a deeper level of elaboration, thereby engaging the central route of processing. Kendall (2010) suggests using metaphor in counseling as a valid method towards helping clients understand the message/psychological knowledge conveyed by the client. When the client
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ELM has been utilized to look at the effect of social media on politics. One study on the effect of
Twitter on politics, by Wu, Wong, Deng, and Chang, found that certain types of tweets (1 central route, 1 peripheral route) are most effective in political persuasion. Informative tweets (central) have
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YouTube has been a dominant form of social media since its creation in the early 2000's. Youtube had a monthly viewer base of 2 billion in the year 2020. With its constant popularity and dominance within the social media field, there have been countless studies and research that aim to find why it is
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Another research directed by Boyce and Kuijer was focusing on media body ideal images triggers food intake among restrained eaters based on ELM. Their hypotheses were based on restraint theory and the ELM. From the research, they found participants' attention (advertent/inadvertent) toward the images
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A more recent study in 2023 looked at the effects of streamers on viewers online shopping habits. This study conducted by Xi Luo, Jun-Hwa Cheah, and Linda D. Hollebeek on over 750 millennials in China and their online spending habits. The study applied the ELM to online livestream shopping by looking
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enables more argument scrutiny. If the argument is strong, repetition leads to more change in attitude. For example, in marketing research, advertising leads to a favorable brand attitude as long as the arguments are strong and tedium is not induced. However, it is noticeable that repetition does not
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Many studies have been expanding and refining the model by examining and testing the variables, particularly in advertising research. For example, Britner and
Obermiller (1985) were among the first to expand the model to new variables under the peripheral processing. They proposed situation, person,
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The more credible a counselor is perceived to be, the more likely that counseling clients are to perceive the counselor's advice as impactful. However, counselor credibility is strongly mediated by the degree to which the client understands the information conveyed by the counselor. Therefore, it is
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processing; instead, source attributes such as credibility and personalness (which means the closeness of friends in a circle) will be mediated by elaboration cognition. Nekmat et al. found that personalness was positively related to elaboration and users with elaboration cognition were more willing
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in Chinese healthcare. Technical and interpersonal quality of doctors' medical service were regarded as cues to the central route. In contrast, electronic word-of-mouth was regarded as a cue to the peripheral route of the ELM. Interaction quality and electronic word of mouth had a significant impact
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In 2021, author R. K. Srivastava conducted a study to find the effectiveness of films, sports, mascots, and celebrities regarding advertisements for consumers. The studies showed none of the metrics listed above had a significant effect on the purchasing habits of "educated working consumers," which
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It is widely acknowledged that effects of ads are not only limited to the information contained in the ad alone but are also a function of the different appeals used in the ads (like use celebrities or non-celebrities as endorsers). In a study conducted by Rollins and Bhutada in 2013, ELM theory was
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In 1983, Petty, Cacioppo and Schumann conducted a study to examine source effects in advertising. It was a product advertisement about a new disposable razor. The authors purposefully made one group of subjects highly involved with the product, by telling them the product would be test marketed soon
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It is not worthwhile to exert considerable mental effort to achieve correctness in all situations and people do not always have the requisite knowledge, time, or opportunity to thoughtfully assess the merits of a proposal. For those, the use of the peripheral route excels at saving energy, time, and
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If these peripheral influences go completely unnoticed, the message recipient is likely to maintain their previous attitude towards the message. Otherwise, the individual will temporarily change his attitude towards it. This attitude change can be long-lasting, although durable change is less likely
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any type of information will be used depending on central or peripheral routes, regardless of what that information is. For example, the central route may permit source variables to influence preference for certain language usage in the message (e.g. "beautiful") or validate a related product (e.g.
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In 2009, another study about the effects of consumer skepticism on online shopping was conducted by Sher and Lee. Data on young customers' attitudes about a product were acquired through an online experiment with 278 college students, and two findings emerged after analysis. First, highly skeptical
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persuasion by applying the elaboration likelihood model back to 2008. In this study, how online shopping influences consumers' beliefs and perceived values on attitude and approach behavior were examined. "Twenty cosmetics and 20 hotel websites were selected for participants to randomly link to and
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by using the elaboration likelihood model to study the differences between pro-vaccine and anti-vaccine messages. The study found that pro-vaccine messages relied heavily on the central processing route while anti-vaccine messages used the peripheral processing route more, but the difference wasn't
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nature, self-validation only occurs in high-elaboration conditions. The ELM posts that variables (credulity, happiness, etc.) can influence the amount and direction of processing, and self-validation postulates that those variables can affect how people use their thoughts as well. For example, when
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is high, elaboration is lower due to limited mental power. In this case, people are less influenced by the quality of the argument in a persuasive message. Rather, they focus on simple source cues. Keeping other factors constant, a stronger argument leads to more attitude change when distraction is
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In designing a test for the aforementioned model, it is necessary to determine the quality of an argument, i.e., whether it is viewed as strong or weak. If the argument is not seen as strong, then the results of persuasion will be inconsistent. A strong argument is defined by Petty and Cacioppo as
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With the continuous growth of social media within our society as a means for news, information, and civil unrest, the ELM has been studied regarding its impact and trust across social media. Social media has one variable that relates closely to the ELM, that being its algorithm. In a study titled,
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With the development of the internet and the emerging new media, L. G. Pee (2012) has conduct interesting research on the influence of trust on social media using the ELM theory. The findings resulted that source credibility, the majority influence, and information quality has strong effect on the
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that described the use of the elaboration likelihood model to organize persuasion tactics used to conclude which ones led to behavior change based on the level of interest and motivation to respond. The study described the theory as, "useful" when using it to analyze persuasion amidst the pandemic
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The first critique concerns issue of the model's initial development. Considering that the ELM was built upon previous empirical research and a diverse literature base to unify disparate ideas, the model is inherently descriptive because of the intuitive and conceptual assumptions underlying. For
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Lastly, a third instance of misinterpretation by Kruglanski and Thompson is the disregard for the quantitative dimension presented by the ELM and more focus on the qualitative dimension. This quantitative dimension is the peripheral route involves low-elaboration persuasion that is quantitatively
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A second instance of misinterpretation is that processing of the central route solely involves thinking about the message content and not thoughts about the issue. Petty and Cacioppo (1981) stated "If the issue is very important to the person, but the person doesn't understand the arguments being
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Li has expanded the theoretical frame of the ELM and applied it to information system acceptance. Li conducted a research on persuasive tactics for managers who needed to persuade staff to adopt new information systems within firms by integrating the ELM, social influence theory (It studies how a
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website sanctioned and prioritized violent acts for their goals. Dunbar et al. have studied how nonviolent ideological groups and violent groups used tactics to induce central or peripheral processing, and surprisingly found that both nonviolent ideological and violent groups applied more central
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The ELM has been studied with regard to its usefulness in politics and voting specifically. The work of Terry Chmielewski (University of Wisconsin-Eau Claire) found "moderate-to-strong support for the applicability of E-L-M to voting." This finding came through the study of voters in the 2004 and
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behaviors on Facebook serve as cues to encourage users' willingness to participant in a discussion. By presenting experiment participants with Facebook posts and comments (civil or uncivil), they found that: civil comments will encourage more elaboration and therefore generate more willingness to
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Many else research on how media content triggered the central or peripheral processing and lead to attitude change. In order to reduce youth smoking by developing improved methods to communicate with higher risk youth, Flynn and his colleagues conducted a study in 2013, exploring the potential of
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likely to rely on general impressions (e.g. "this feels right/good"), early parts of the message, their own mood, positive and negative cues of the persuasion context, etc. Because people are "cognitive misers", looking to reduce mental effort, they often use the peripheral route and thus rely on
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The peripheral route is used when the message recipient has little or no interest in the subject and/or has a lesser ability to process the message. Being at the low end of the elaboration continuum, recipients do not examine the information as thoroughly. With the peripheral route, they are more
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In 2023, Hedhli and Zourrig compared ELM to the unimodel theory of persuasion. The authors set out to determine which of these competing models better explains how attitude change happens. They found that ELM is a more precise instrument and more accurately explains often inconsistent results in
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This area of critique basically lands on the nature of ELM being a dual-process model, which indicates that the receivers will rely on one of the routes (central or peripheral) to process messages and possibly change attitude and behaviour. Stiff (1986) questioned the validity of ELM because the
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In 2005, Morris, Woo and Singh asked why emotion was not considered in the cognitive processing described by ELM. The authors state the theory claims attitude change is mostly attained through cognitive (central) cues and not through affective (peripheral) cues. Morris, Wood and Singh claim that
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and elaboration likelihood model to study whether identities will motivate audience to only rely on partisan cues on media to process information, and whether partisan cues would inhibit audience from learning. Jennings's experiment provided participants with a nonpartisan or partisan article at
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Sigal Segev and Juliana Fernandes published a study in January 2023 to evaluate the use of the ELM and its central and peripheral processing routes to evaluate viral advertisements between 2009 and 2019. The study found that the viral video ads contained more peripheral rather than central cues.
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Figure I shows under high elaboration arguments have strong impact on the persuasiveness. Figure II shows under low elaboration cues serve as factors affecting attitudes. Figure III shows under moderate elaboration variables can affect motivation and ability to process in an objective manner and
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The ELM argues that when a person encounters some form of communication, they can process this communication with varying levels of thought (elaboration), ranging from a low degree of thought (low elaboration) to a high degree of thought (high elaboration). Factors that contribute to elaboration
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In addition to politics, advertisements, and media, the ELM has been used also for social and political movements. A study published in 2017 used the ELM to discover who cares about the Black Lives Matter Movement the most. In the study, 541 participants from across the United States (black and
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Scholars have also studied on how the ELM functions on Connective-collective action on social media. "Connective-collective activities" means ones are able to receive other's personal opinions and add responses to them, so the information will be accumulated and turned into a collective one. On
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messages (personal stories or experience) in text or audio modes. Study results supported that people in low issue-relevance would be persuaded more by testimonial messages, while people in high issue-relevance would be persuaded more by informational messages. She also found that text was more
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However, when looking into advertising among young people, Te'eni-Harari et al. found out that in contradistinction to adults, ELM does not hold true for the young. Instead of two information processing routes, young people are less influenced by motivation and ability variables, hence only one
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processing (taking the peripheral route) rather than engage in systematic processing (taking the central route). Bootb-Butterfield and Gutowski have studied how media modalities, argument quality, and source credibility interact to influence receivers to process messages. Bootb-Butterfield and
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Since social media become a popular marketing platform as well, some scholars also use the ELM to examine how purchase intentions, brand attitudes, and advertising attitudes could be affected by interactivity and source authority on social media platforms. Ott et al. conducted an experiment by
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It is noteworthy that high elaboration does not necessarily lead to attitude change. Resistance to persuasion occurs when someone feels their freedom to perform a certain behavior is threatened. A famous study on reaction is conducted by Pennebaker and Sanders in 1976. The experimenters placed
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can also affect an individual's degree of motivation. For instance, undergraduate students were told of a new exam policy that would take effect either one or ten years later. The proposal of the new exam policy was either supported by strong or weak arguments. Those students who were going to
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The ELM predicts that the degree of thought used in a persuasion context determines how consequential the resultant attitude becomes. Attitudes formed via high-thought, central-route processes will tend to persist over time, resist persuasion, and be influential in guiding other judgments and
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The central route is used when the message recipient has the motivation as well as the ability to think about the message and its topic. When people process information centrally, the cognitive responses, or elaborations, will be much more relevant to the information, whereas when processing
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Some psychologists lump opportunity in with Ability as it primarily relates to the time available to the individual to make a decision. The popular train of thought today is that this is a category of its own. Factors related to ability to think includes: time pressure, message repetition,
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For an individual intent on forming long-lasting beliefs on topics, the central route is advantageous by the fact that arguments are scrutinized intensely and that information is unlikely to be overlooked. However, this route uses a considerable amount of energy, time, and mental effort.
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are just a few examples of variables that can influence persuasiveness. Variables can serve as arguments or peripheral cues to affect the persuasiveness of a message. According to the ELM, changing the quality of an argument or providing a cue in a persuasive context could influence the
1217:– emphasizes the number, strength, and immediacy of the people trying to influence a person to change their mind. If the number, strength, and immediacy of the people trying to influence a person are high, the person being persuaded is more likely to take the central processing route.
364:(mental shortcuts) when processing information. When an individual is not motivated to centrally process an issue because they lack interest in it, or if the individual does not have the cognitive ability to centrally process the issue, then these heuristics can be quite persuasive.
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The ELM also predicts that any given variable can have multiple roles in persuasion, including acting as a cue to judgment or as an influence on the direction of thought about a message. The ELM holds that the specific role by which a variable operates is determined by the extent of
1005:) are people who shared similar values such as religious beliefs, political beliefs, and social movements which distinguish them from out-group members. Some ideological groups are considered as violent because they acquiesce use of violence to achieve their values. For instance,
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Mary J. Bitner and Carl Obermiller (1985), "The Elaboration Likelihood Model: Limitations and Extensions in Marketing", in NA - Advances in Consumer Research Volume 12, eds. Elizabeth C. Hirschman and Moris B. Holbrook, Provo, UT : Association for Consumer Research, Pages:
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presenting participants with Facebook posts from a fictitious company and analyzing their attitude change. The results shows that high and medium interactivity (which means numbers of responses from company representatives on social media posts would: 1) enhance the perceived
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placard in campus toilets to discourage graffiti. The result of experiment suggests the amount of graffiti written on the threatening placards was significantly positively related to both authority and threat level. Findings are interpreted as reflecting reactance arousal.
298:"Attitude changes that result mostly from processing issue-relevant arguments (central route) will show greater temporal persistence, greater prediction of behavior and greater resistance to counter-persuasion than attitude changes that result mostly from peripheral cues."
546:). A person not only needs to have an attitude towards a message, but also needs to trust their own attitude as correct one so this message can influence their behaviors. If they do not deem themself as correct, they will mentally abandon their own thought. Because of its
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of information that affects message persuasion. For example, message variables are only influential when the central route is used and information like source variables is only influential when the peripheral route is used. In fact, the ELM does not make statements about
292:"As motivation and/or ability to process arguments is decreased, peripheral cues become relatively more important determinants of persuasion. Conversely, as argument scrutiny is increased, peripheral cues become relatively less important determinants of persuasion."
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persuasion attempts. Hedhli and Zourrig say ELM cannot only explain persuasion but can also, in some cases, predict attitude change. Because of this the authors say ELM is a very useful tool for professionals in the marketing, advertising and communication fields.
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The ELM predicts that there are a variety of psychological processes of change that operate to varying degrees as a function of a person's level of elaboration. On the lower end of the continuum are the processes that require relatively little thought, including
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Later in 1985, Bitner, Mary J., and Carl Obermiller expand this model theoretically in the field of marketing. They proposed in the marketing context, the determinant of routes is more complex, involving variables of situation, person, and product categories.
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Benjamin Lowry, Paul; Moody, Gregory D.; Vance, Anthony; Jensen, Matthew L.; Jenkins, Jeffrey L.; Wells, Taylor (2012). "Using an elaboration likelihood approach to better understand the persuasiveness of website privacy assurance cues for online consumers".
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people are generating favorable thoughts about a new idea, they will be more self-affirmed if they are nodding their heads (a variable). Conversely, if they are shaking their heads, they will be less self-affirmed about their thoughts. (See more examples in
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means they either have graduate or post-graduate degrees. However, if the content was perceived as suitable by the consumer, and the figure advertising the product was credible in the eyes of the consumer, they would be more likely to purchase the product.
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531:(e.g., the belief that "experts are always right"). While this is similar to the Einstein example above, this is a shortcut which (unlike the Einstein example) does not require thought. Under moderate elaboration, a variable may direct the
335:
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is to understand) that can enhance or reduce the amount of critical thinking that one would use to create elaborations from the message being presented. A First Look at Communication Theory, 8th ed. McGraw-Hill: New York, 205-207.
431:. Individuals who take greater pleasure in thinking than others tend to engage in more effortful thinking because of its intrinsic enjoyment for them, regardless of the importance of the issue to them or the need to be correct.
527:(e.g., "If an expert agrees with this position it is probably good, so let me see who else agrees with this conclusion"), at the expense of contradicting information. Under low-elaboration conditions, a variable may act as a
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in 1980. The model aims to explain different ways of processing stimuli, why they are used, and their outcomes on attitude change. The ELM proposes two major routes to persuasion: the central route and the peripheral route.
950:. There were five agents, three (or four) of whom held a neutral opinion on some abstract topic, while the other two (or one) held a different opinion. In addition, there were differences between the agents regarding their
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field. In 2009, Angst and Agarwal published a research article, "Adoption of Electronic Health Records in the Presence of Privacy Concerns: the Elaboration Likelihood Model and Individual Persuasion". This research studies
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enhance or reduce persuasion. Figure IV illustrates that under moderate elaboration variables can affect motivation and ability to process in a biased manner and motivate or inhibit subjects to respond in a certain way.
286:"Variables affecting message processing in a relatively biased manner can produce either a positive (favorable) or negative (unfavorable) motivational and/or ability bias to the issue-relevant thoughts attempted"
259:"Although people want to hold correct attitudes, the amount and nature of issue relevant elaboration in which they are willing or able to engage to evaluate a message vary with individual and situational factors"
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Scholars have studied whether media modalities will serve as variable to affect which processing route to take. The previous researches by Chaiken suggested that audio and video modes tended to led receivers to
233:. When lower elaboration processes predominate, a person is said to be using the peripheral route, which is contrasted with the central route, involving the operation of predominantly high elaboration processes.
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Although using peripheral cues is a persuasive choice, advertisers need to be extremely careful in addressing some issues to avoid controversy, such as using sacred symbols as peripheral cues in advertising.
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first broke out in 2020, authorities relied heavily on persuasion tactics for the population to adopt behavior changes so they could control the outbreak. Mark W. Susmann et al. published a study in the
3698:; Zhou, Shuhua; Metzger, Miriam (February 2019). "Connective-Collective Action on Social Media: Moderated Mediation of Cognitive Elaboration and Perceived Source Credibility on Personalness of Source".
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Boyce, Jessica A.; Kuijer, Roeline G. (April 2014). "Focusing on media body ideal images triggers food intake among restrained eaters: A test of restraint theory and the elaboration likelihood model".
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Morris, J. D., Woo, C., & Singh, A. J. (2005). Elaboration likelihood model: A missing intrinsic emotional implication. Journal of Targeting, Measurement and Analysis for Marketing, 14, 79-98.
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Some researchers have been criticized for misinterpreting the ELM. One such instance is Kruglanski and Thompson, who write that the processing of central or peripheral routes is determined by the
658:
Authors Alexis Campbell and Jee Young Chung published an article in the spring of 2022 that explored how consumers reacted to social media advertisements featuring alcohol across the platforms of
742:"as it allows health communicators to identify variables that are likely to lead to the greatest amount of persuasion depending on whether recipients are likely to process the message deeply."
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Te'eni-Harari, Tali; Lampert, Shlomo I.; Lehman-Wilzig, Sam (September 2007). "Information Processing of Advertising among Young People: The Elaboration Likelihood Model as Applied to Youth".
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Wu, Yi; Wong, Jackson; Deng, Yimeng; Chang, Klarissa (2011). "An Exploration of Social Media in Public Opinion Convergence: Elaboration Likelihood and Semantic Networks on Political Events".
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to participant in connective-collective activities. They speculated that this was due to the need to cross the private-public boundary when interacting on social media gave people burdens.
1006:
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Since the ELM model provides an understanding how to influence attitudes, the said model could be leveraged to alter perceptions and attitudes regarding adoption and adaptation of change.
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The elaboration likelihood model has been used extensively in advertising products as well as services, such as online health communities. A 2022 study conducted by researchers at China's
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El Hedhli, K., & Zourrig, H. (2023). Dual routes or a one-way to persuasion? The elaboration likelihood model versus the unimodel. Journal of Marketing Communications, 29(5), 433-454.
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Susmann, Mark W.; Xu, Mengran; Clark, Jason K.; Wallace, Laura E.; Blankenship, Kevin L.; Philipp-Muller, Aviva Z.; Luttrell, Andrew; Wegener, Duane T.; Petty, Richard E. (2022-07-03).
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Cao, Xianye; Liu, Yongmei; Zhu, Zhangxiang; Hu, Junhua; Chen, Xiaohong (2017). "Online selection of a physician by patients: Empirical study from elaboration likelihood perspective".
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route. Their findings also indicate young people are representative of the less intellectually oriented population at large, who probably only have one route to process information.
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In 2014, J. Kitchen et al. scrutinized the literatures of the ELM for the past 30 years. They came up with four major research areas that have received most significant criticism:
4856:
MacKenzie, Scott B.; Lutz, Richard J.; Belch, George E. (1986). "The Role of Attitude toward the Ad as a Mediator of Advertising Effectiveness: A Test of Competing Explanations".
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message should be able to be processed through two routes simultaneously. On top of Stiff's questioning, alternative models have been raised. Mackenzie et al (1986) advocated a
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Kaplan, Scott A.; Vogel, David L.; Gentile, Douglas A.; Wade, Nathaniel G. (April 2012). "Increasing Positive Perceptions of Counseling: The Importance of Repeated Exposures".
1220:
1182:
177:, they intended to provide a general "framework for organizing, categorizing, and understanding the basic processes underlying the effectiveness of persuasive communications".
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Gregory, Christina K.; Meade, Adam W.; Thompson, Lori Foster (September 2013). "Understanding internet recruitment via signaling theory and the elaboration likelihood model".
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Pan, P., & Zhang, H. (2023). Research on social media advertising persuasion based on the elaboration likelihood model. In SHS Web of Conferences (Vol. 154). EDP Sciences.
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Ho, S.; Bodoff, D. (2014). "The Effects Of Web Personalization On User Attitude And Behavior: An Integration Of The Elaboration Likelihood Model And Consumer Search Theory".
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Angst, Corey; Agarwal, Ritu (2009). "Adoption of electronic health records in the presence of privacy concerns: the elaboration likelihood model and individual persuasion".
2725:
Angst, Corey; Agarwal, Ritu (2009). "Adoption of electronic health records in the presence of privacy concerns: the elaboration likelihood model and individual persuasion".
4386:
Li, Chia-Ying (January 2013). "Persuasive messages on information system acceptance: A theoretical extension of elaboration likelihood model and social influence theory".
2287:
Rollins, B.; Bhutada, N. (2014). "Impact Of Celebrity Endorsements In Disease-Specific Direct-To-Consumer (DTC) Advertisements: An Elaboration Likelihood Model Approach".
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Petty, Richard E.; Wheeler, S. Christian; Bizer, George Y. (April 1999). "Is There One Persuasion Process or More? Lumping Versus Splitting in Attitude Change Theories".
2317:
Ott, Holly K.; Vafeiadis, Michail; Kumble, Sushma; Waddell, T. Franklin (2 January 2016). "Effect of Message Interactivity on Product Attitudes and Purchase Intentions".
764:"Issue involvement and argument framing interact to influence attitude change, and that concern for information privacy further moderates the effects of these variables."
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every message has an emotional aspect as well. They argue that those emotions play a bigger role in attitude change than which route is used to process the information.
770:"An individual's CFIP interacts with argument framing and issue involvement to affect attitudes toward EHR use and CFIP directly influence opt-in behavioral intentions."
4342:
1919:
1804:
886:
Braverman researched on combining media modality and content design. She directed a study focusing on the persuasion effects of informational (anecdotal evidence) and
5109:
1085:
4891:
Lord, Kenneth R.; Lee, Myung-Soo; Sauer, Paul L. (March 1995). "The Combined Influence Hypothesis: Central and Peripheral Antecedents of Attitude toward the Ad".
280:"Variables affecting motivation and/or ability to process a message in a relatively objective manner can do so by either enhancing or reducing argument scrutiny"
3873:
Munaro, Ana Cristina; Hübner Barcelos, Renato; Francisco Maffezzolli, Eliane Cristine; Santos Rodrigues, João Pedro; Cabrera Paraiso, Emerson (September 2021).
4829:
Stiff, James B. (March 1986). "Cognitive processing of persuasive message cues: A meta-analytic review of the effects of supporting information on attitudes".
4046:"Better Be Convincing or Better Be Stylish? a Theory Based Multi-Agent Simulation to Explain Minority Influence in Groups Via Arguments or Via Peripheral Cues"
3106:
Chen, S.; Lee, K. (2008). "The Role Of Personality Traits And Perceived Values In Persuasion: An Elaboration Likelihood Model Perspective On Online Shopping".
2167:
Petty, Richard E; Cacioppo, John T; Schumann, David (1983). "Central and peripheral routes to advertising effectiveness: The moderating role of involvement".
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always lead to more attitude change. The effect of repetition also depends on other factors such as content of argument, and previous knowledge and attitude.
678:
3613:
Braverman, Julia (October 2008). "Testimonials Versus Informational Persuasive Messages: The Moderating Effect of Delivery Mode and Personal Involvement".
681:
Beijing used the central route and peripheral route of the ELM to analyze two stages of the product adoption process, first adoption and post-adoption, in
3658:
Pee, L. G.; Lee, Jung (31 March 2016). "Trust in User-Generated Information on Social Media during Crises : An Elaboration Likelihood Perspective".
2923:
Scannell, Denise; Desens, Linda; Guadagno, Marie; Tra, Yolande; Acker, Emily; Sheridan, Kate; Rosner, Margo; Mathieu, Jennifer; Fulk, Mike (2021-07-03).
900:
871:
361:
3171:
The Impact of Product Placement on the Dissemination Effectiveness of Online Education: A Case Study of Science Popularization Short Videos on Bilibili
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engage in a discussion than uncivil comments; the more elaboration participants generate, the more they are willing to participant in the discussion.
4227:
Nelson, G. D., & Barbaro, M. B. (1985). Fighting the stigma: A unique approach to marketing mental health. Health Marketing Quarterly, 2, 89–101.
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Booth-Butterfield, Steve; Gutowski, Christine (January 1993). "Message modality and source credibility can interact to affect argument processing".
1171:(DMH) that allow receivers to process the ad's content and its execution at the same time with reasonable vigilance. Lord et al. (1995) proposed a
802:
read, and the students were then asked to fill in a 48-item questionnaire via the internet. It was found that when consumers have higher levels of
2606:
4801:
Choi, S. M.; Salmon, C. T. (2003). "The elaboration likelihood model of persuasion after two decades: A review of criticisms and contributions".
4197:"Fear Appeals, Message Processing Cues, and Credibility in the Websites of Violent, Ideological, and Nonideological Groups: J Comput-Mediat Comm"
2515:"Online written consultation, telephone consultation and offline appointment: An examination of the channel effect in online health communities"
4237:
Topkaya, Nursel; Vogel, David L.; Brenner, Rachel E. (2017). "Examination of the Stigmas Toward Help Seeking Among Turkish College Students".
4435:
4195:
Dunbar, Norah E.; Connelly, Shane; Jensen, Matthew L.; Adame, Bradley J.; Rozzell, Bobby; Griffith, Jennifer A.; Dan O'Hair, H. (July 2014).
4118:
3850:
3477:
3187:
2409:"Alcohol Advertising on Social Media: A Content Analysis on Message Strategies of Alcohol Advertisements on Facebook, Twitter, and Instagram"
1678:
1640:
1010:
738:
100:
2453:"Impact of online physician service quality on patients' adoption behavior across different stages: An elaboration likelihood perspective"
1001:
Dunbar et al. studied on how violent and nonviolent ideological groups developed their persuasion strategy online. Ideological groups (or
984:
been shown to produce a consistent impact on opinion convergence. Affective tweets (peripheral) have been shown to be more inconsistent.
424:
personally be affected by this change would think more about the issue than those students who were not going to be personally affected.
72:
2102:
Gilbert, Daniel T.; Pelham, Brett W.; Krull, Douglas S. (1988). "On Cognitive Busyness: When Person Perceivers Meet Persons Perceived".
1279:
839:
Using an elaboration likelihood approach to better understand the persuasiveness of website privacy assurance cues for online consumers.
307:
4453:"Fear appeal cues to motivate users' security protection behaviors: an empirical test of heuristic cues to enhance risk communication"
1780:
1379:
1226:
2227:
Lee, Younghan; Koo, Jakeun (March 2016). "Can a Celebrity Serve as an Issue-Relevant Argument in the Elaboration Likelihood Model?".
1551:
1460:
483:
119:
79:
3953:"Tweeting with the Stars: Automated Text Analysis of the Effect of Celebrity Social Media Communications on Consumer Word of Mouth"
3020:"Patient self-management and empowerment for multiple sclerosis: The implications of dietary lifestyle management for primary care"
1158:
empirical testing since the beginning. However, researches has been done under three distinct conditions: high, low, and moderate.
4066:
Jennings, Freddie J. (3 September 2019). "An uninformed electorate: identity-motivated elaboration, partisan cues, and learning".
3736:
Molina, Rocío Galarza; Jennings, Freddie J. (January 2018). "The Role of Civility and Metacommunication in Facebook Discussions".
1630:
1035:
One of the most common reasons why an individual does not attend counseling is because they are worried about the falling into a
2257:
Bitner, Mary J; Obermiller, Carl (1 January 1985). "The Elaboration Likelihood Model: Limitations and Extensions in Marketing".
1223:– is very similar to the ELM because it is also a two-way model that explores how people gather and dissect persuasive messages.
746:
3208:"Boosting customers' impulsive buying tendency in live-streaming commerce: The role of customer engagement and deal proneness"
1587:
Sherman, Steve J; Fazio, Russell H; Herr, Paul M (1983). "On the consequences of priming: Assimilation and contrast effects".
1499:
Ajzen, Icek; Fishbein, Martin (1977). "Attitude-behavior relations: A theoretical analysis and review of empirical research".
86:
5044:
Petty R. and Wegener D., Chaiken S. and Trope Y. (ed.) "The elaboration likelihood model: current status and controversies."
2557:"The Anatomy of Viral Advertising: A Content Analysis of Viral Advertising from the Elaboration Likelihood Model Perspective"
2061:
773:"Even people who have high concerns for privacy, their attitudes can be positively altered with appropriate message framing."
57:
50:
4684:"The Evolution of Theory and Research in Social Psychology: From Single to Multiple Effect and Process Models of Persuasion"
3286:"Immediate or delayed! Whether various types of consumer sales promotions drive impulse buying?: An empirical investigation"
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hears a metaphor that resonates with them, they are far more likely to trust and build positive rapport with the counselor.
947:
782:
348:
197:
193:
4419:
The Application of Rhetorical Theory in Designing Effective Information Security Messages for Different Leadership Styles
68:
4722:
970:
Scholars also studied how partisan cues in media content will affect elaboration direction and mount. Jennings combined
674:
2925:"COVID-19 Vaccine Discourse on Twitter: A Content Analysis of Persuasion Techniques, Sentiment and Mis/Disinformation"
2129:
Pennebaker, James W.; Sanders, Deborah Yates (1976). "American Graffiti: Effects of Authority and Reactance Arousal".
446:(for instance, the absence of time pressures or distractions) and the relevant knowledge needed to examine arguments.
1062:
person is influenced by others in a network to conform to a community, and there are two types of social influences:
3136:
Sher, P. J.; Lee, S. (2009). "Consumer Skepticism And Online Reviews: An Elaboration Likelihood Model Perspective".
3019:
2010:
Petty, R.; et al. (2002). "Thought confidence as a determinant of persuasion: the self validation hypothesis".
1975:
Petty, R.; et al. (2002). "Thought confidence as a determinant of persuasion: the self validation hypothesis".
3174:. Proceedings of the 3rd International Conference on New Media Development and Modernized Education. Xi'an, China.
3018:
Probst, Yasmine; Guan, Vivienne; Van Der Walt, Anneke; Rath, Louise Maree; Bonney, Andrew; Kent, Joe (2022-04-01).
1067:
4452:
347:. However, if the message recipient has a strong negative attitude toward the position proposed by the message, a
1259:
726:
682:
443:
3526:
Flynn, Brian S.; Worden, John K.; Bunn, Janice Yanushka; Connolly, Scott W.; Dorwaldt, Anne L. (December 2011).
2484:"Adoption of online follow-up service by patients: An empirical study based on the elaboration likelihood model"
2357:"Effectiveness of Films, Sport, Celebrity or Mascot to Content in the Advertising – A Dilemma for Global Brands"
2212:
Petty, Richard E; Cacioppo, John T (1984). "Source factors and the elaboration likelihood model of persuasion".
1740:
McNeill, Brian W. (1989). "Reconceptualizing social influence in counseling: The Elaboration Likelihood Model".
523:(e.g., "If Einstein agrees with the theory of relativity, then this is a strong reason for me to as well") or a
5099:
5011:
Jae, H.; Delvicchio, D. (2004). "Decision making by elaboration likelihood model- analysis journal and model".
4918:
Kruglanski, Arie W.; Thompson, Erik P. (April 1999). "Persuasion by a Single Route: A View From the Unimodel".
4683:
1289:
778:
777:
Similar to the methods used during the COVID-19 pandemic, a 2023 study conducted by researchers of Australia's
230:
4320:
Examining the persuasive effect of metaphor use in psychotherapy: An experimental test of contributing factors
2987:"Exploring factors to interpretation of targeted nutrition messages for people living with multiple sclerosis"
1902:"Motivation, Ability, and Opportunity to Process Information: Conceptual and Experimental Manipulation Issues"
4147:"Using the Elaboration Likelihood Model to Explain to Whom "#Black Lives Matter" ... And to Whom it Does Not"
4956:"Heuristic versus systematic information processing and the use of source versus message cues in persuasion"
1338:
1063:
891:
effective for informational messages, whereas audio was relatively more effective for testimonial messages.
836:
An eye-tracking study of online shopping to understand how customers use ELM in their e-commerce experience.
648:
226:
46:
3622:
2176:
1856:
1244:
1208:
971:
842:
218:
93:
3875:"To engage or not engage? The features of video content on YouTube affecting digital consumer engagement"
2985:
Probst, Yasmine; Luscombe, Maddison; Hilfischer, Marta; Guan, Vivienne; Houston, Lauren (February 2024).
4733:
4694:
4323:
2266:
1913:
397:
181:
3457:
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and persuasion began as the central focus of social psychology, featured in the work of psychologists
5104:
4503:
4146:
3952:
2698:
Dotson, Michael J; Hyatt, Eva M (April 2000). "Religious Symbols as Peripheral Cues in Advertising".
2556:
1214:
552:
406:
222:
189:
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4602:
4009:
Wood, Natalie T.; Herbst, Kenneth C. (8 August 2007). "Political Star Power and Political Parties".
3627:
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behaviors to a greater extent than attitudes formed through low-thought, peripheral-route processes.
830:
225:. On the higher end of the continuum are processes that require relatively more thought, including
145:
5051:
Richard E. Petty and John T. Cacioppo, The Elaboration likelihood model of Persuasion. 1986. p136.
3795:"More Accounts, Fewer Links: How Algorithmic Curation Impacts Media Exposure in Twitter Timelines"
3284:
Bandyopadhyay, Nirmalya; Sivakumaran, Bharadhwaj; Patro, Sanjay; Kumar, Ravi Shekhar (July 2021).
1048:
extremely important that counseling clients feel that they understand their counselor. The use of
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J. Kitchen, Philip; Kerr, Gayle; E. Schultz, Don; McColl, Rod; Pals, Heather (4 November 2014).
4601:
J. Kitchen, Philip; Kerr, Gayle; E. Schultz, Don; McColl, Rod; Pals, Heather (4 November 2014).
3528:"Evaluation of smoking prevention television messages based on the elaboration likelihood model"
3358:
Yang, S (2015). "An Eye-Tracking Study Of The Elaboration Likelihood Model In Online Shopping".
712:
412:
4955:
1661:
Petty, Richard E.; Cacioppo, John T. (1986). "The Elaboration Likelihood Model of Persuasion".
615:
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807:
733:
600:
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1614:
Petty, Richard E; Cacioppo, John T (1986). "The elaboration likelihood model of persuasion".
1425:
Petty, Richard E; Cacioppo, John T (1986). "The elaboration likelihood model of persuasion".
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2019:
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suggests a normative and heuristic rules for human to make judgement based on the evidence.
849:
369:
174:
170:
149:
17:
2607:"Research on Social Media Advertising Persuasion Based on the Elaboration Likelihood Model"
1901:
384:
The two most influential factors that affect which processing route an individual uses are
4746:
4707:
1573:
1371:
1304:
1249:
798:
365:
166:
2813:"A research agenda for the post-COVID-19 world: Theory and research in social psychology"
542:: to affect the extent to which a person trusts their thoughts in response to a message (
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3552:
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185:
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Yocco, V. (2014). "Applying the Elaboration Likelihood Model to Design". A List Apart.
4103:
2011 IEEE Ninth International Conference on Dependable, Autonomic and Secure Computing
3874:
3262:
2711:
1543:
1442:
785:
used the ELM to study the interpretation of nutritional messages to those living with
474:
low; and a weak argument could lead to more attitude change when distraction is high.
5093:
4285:
4178:
4087:
4030:
3982:
Chmielewski, Terry L. (2012). "Applying the Elaboration Likelihood Model to Voting".
3837:. WWW '08. New York, NY, USA: Association for Computing Machinery. pp. 189–198.
3757:
3301:
3223:
3169:
2966:
2906:
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2588:
2434:
2388:
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1036:
845:'s use of central and peripheral routes through Internet and cross-channel platforms.
803:
547:
153:
4987:
4128:
3719:
3344:
2684:
2198:
2088:
1520:
1470:
591:
Researchers have applied the elaboration likelihood model to many fields, including
4904:
3951:
Aleti, Torgeir; Pallant, Jason I.; Tuan, Annamaria; van Laer, Tom (November 2019).
3644:
3336:
3285:
3207:
3179:
2797:
2754:
2623:
2530:
1886:
1002:
767:"Likelihood of adoption is driven by concern for information privacy and attitude."
4162:
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3749:
3407:
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2872:
2572:
2372:
2330:
2080:
1939:
Proceedings of the National Science Council Part C: Humanities and Social Sciences
1934:
4516:
4492:"How leaders are persuaded: An elaboration likelihood model of voice endorsement"
3968:
3591:
3371:
2270:
4327:
3695:
3246:
3119:
3051:"Complementary and alternative medicine for the treatment of multiple sclerosis"
2356:
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1328:
1239:
887:
721:
624:
604:
592:
447:
35:
5077:
Communication and persuasion : central and peripheral routes to attitude change
4971:
4299:
Hu, B. (2013). "Examining elaboration likelihood model in counseling context".
3671:
2300:
2142:
2115:
2023:
1988:
1512:
861:
5068:
4931:
4842:
4653:
4588:
Communication and Persuasion: Central and Peripheral Routes to Attitude Change
4468:
4399:
3929:
3509:
3442:
3149:
3003:
2986:
2873:"Persuasion amidst a pandemic: Insights from the Elaboration Likelihood Model"
2676:
2499:
2468:
2062:"Elaboration and Validation Processes: Implications for Media Attitude Change"
1753:
1368:
Communication and persuasion: central and peripheral routes to attitude change
1309:
1294:
1274:
912:
822:
402:
385:
141:
4979:
4787:
4621:
4525:
4476:
4343:"The role of mentalizing and epistemic trust in the therapeutic relationship"
4277:
4170:
3984:
The International Journal of Interdisciplinary Social Sciences: Annual Review
3937:
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3711:
3636:
3309:
3270:
3231:
3074:
3035:
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825:
and internet related fields are listed below for your additional references:
3913:
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3092:
2958:
2854:
2538:
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2408:
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1996:
519:
Under high elaboration, a given variable (e.g., expertise) can serve as an
4110:
4022:
3830:
3772:
3469:
3206:
Luo, Xi; Cheah, Jun-Hwa; Hollebeek, Linda D.; Lim, Xin-Jean (March 2024).
1878:
427:
An additional factor that affects degree of motivation is an individual's
3794:
3543:
1696:"Elaboration likelihood model: A missing intrinsic emotional implication"
1434:
1049:
908:
659:
4769:"The elaboration likelihood model: review, critique and research agenda"
4603:"The elaboration likelihood model: review, critique and research agenda"
4490:
Li, Xiaobo; Wu, Ting; Ma, Jianhong (2021-05-18). Delcea, Camelia (ed.).
4427:
3914:"Emotions as predictor for consumer engagement in YouTube advertisement"
2789:
2746:
1199:
and product categories as new variables under the context of marketing.
1194:
Analysis of the different variables which mediate elaboration likelihood
334:
4877:
4250:
4213:
4196:
3773:"Trust of Information on Social Media: An Elaboration Likelihood Model"
2828:
1451:
1022:
962:– how much the topic is important to the majority and to the minority.
750:
667:
4417:
3399:
3066:
2240:
1110:
of information being related to routes. Rather, the key to the ELM is
538:
Recent scholars studied persuasion combining ELM with another concept
265:"Variables can affect the amount and direction of attitude change by:
4361:
3829:
Hartline, Jason; Mirrokni, Vahab; Sundararajan, Mukund (2008-04-21).
2781:
2738:
274:
Affecting the extent or direction of issue and argument elaboration"
4869:
4723:"The Elaboration Likelihood Model: Current Status and Controversies"
3890:
3810:
749:
that looked specifically into the discourse surrounding vaccines on
2190:
1958:"Source Factors and the Elaboration Likelihood Model of Persuasion"
3835:
Proceedings of the 17th international conference on World Wide Web
1021:
860:
711:
614:
509:
306:
The elaboration likelihood model proposes two distinct routes for
3388:
Journal of the Association for Information Science and Technology
3049:
Yadav, Vijayshree; Shinto, Lynne; Bourdette, Dennis (May 2010).
2289:
International Journal of Pharmaceutical and Healthcare Marketing
5040:
Attitudes and Persuasion: Classic and Contemporary Approaches.
29:
4669:
Attitudes and persuasion: Classic and contemporary approaches
3456:
Zanna, Mark P.; Olson, James M.; Herman, C. P., eds. (1987).
1935:"Elaboration Likelihood Model in Consumer Research: A Review"
1007:
the American Society for the Prevention of Cruelty to Animals
583:
must also be taken into account when it comes to persuasion.
507:
persuasiveness of a message and affect receivers' attitudes.
213:
include different motivations, abilities, opportunities, etc.
148:
describing the change of attitudes. The ELM was developed by
1700:
Journal of Targeting, Measurement and Analysis for Marketing
720:
Recent research has been conducted to apply the ELM to the
5007:. Harcourt, Brace and Jovanovich, Fort Worth, Texas, 2003.
1186:(HSM) is another alternative model concerning this issue.
4573:. Vol 19. Academic press, Orlando 1986 p132 - 134. Print.
4451:
Park, Jongpil; Son, Jai-Yeol; Suh, Kil-Soo (2022-05-09).
5038:
Petty R. and Cacioppo J., Brown W. and Dubuque I. (ed.)
5032:
1847:
Kunda, Ziva (1990). "The Case for Motivated Reasoning".
459:
distraction, knowledge, fatigue, social pressure, etc.
5031:
Metzler A. et al. National HIV Prevention Conference,
3245:
Beatty, Sharon E.; Elizabeth Ferrell, M. (June 1998).
2482:
Li, Chao-Ran; Zhang, E.; Han, Jing-Ti (January 2021).
2451:
Chen, Qin; Jin, Jiahua; Yan, Xiangbin (January 2024).
4050:
Journal of Artificial Societies and Social Simulation
3799:
Proceedings of the ACM on Human-Computer Interaction
1009:' website advocated their ideas nonviolently, while
165:
Elaboration likelihood model is a general theory of
4416:Kim, Sumin; Ko, Minsek; Paul, Chinju (2024-01-03).
3831:"Optimal marketing strategies over social networks"
2918:
2916:
1536:
Direct experience and attitude-behavior consistency
623:The elaboration likelihood model can be applied to
2045:Kruglanski, Arie W.; Van Lange, Paul A.M. (2012).
1768:
1410:Kruglanski, Arie W.; Van Lange, Paul A.M. (2012).
997:Persuasion tactics conducted by Ideological Groups
3793:Bandy, Jack; Diakopoulos, Nicholas (2021-04-22).
2811:Albarracin, Dolores; Jung, Haesung (March 2021).
253:"People are motivated to hold correct attitudes"
2060:Briñol, Pablo; Petty, Richard E. (3 July 2015).
745:Denise Scannell et al. published a study in the
2555:Segev, Sigal; Fernandes, Juliana (2023-01-02).
3360:Electronic Commerce Research and Applications
2162:
2160:
1956:Cacioppo, John T.; Petty, Richard E. (1984).
1775:(4th ed.). Boston, MA: Allyn and Bacon.
1694:Morris, J. D.; Singh, A. J.; Woo, C. (2005).
8:
4960:Journal of Personality and Social Psychology
4560:, 8th ed. McGraw-Hill, New York, p366 - 377.
2519:International Journal of Medical Informatics
2104:Journal of Personality and Social Psychology
2012:Journal of Personality and Social Psychology
1977:Journal of Personality and Social Psychology
1918:: CS1 maint: multiple names: authors list (
1803:: CS1 maint: multiple names: authors list (
1629:Dillard, James Price; Shen, Lijiang (2013).
833:affect users attitudes and behaviors online?
572:could influence the strength of persuasion.
376:to occur than it is with the central route.
4667:Petty, R. E. & Cacioppo, J. T. (1981).
3912:Kujur, Fedric; Singh, Saumya (2018-01-01).
3660:Asia Pacific Journal of Information Systems
194:consistency between attitudes and behaviors
5046:Dual Process Theories in Social Psychology
4571:Advances in Experimental Social Psychology
4341:Fonagy, Peter; Allison, Elizabeth (2014).
4201:Journal of Computer-Mediated Communication
3918:Journal of Advances in Management Research
3290:Journal of Retailing and Consumer Services
3212:Journal of Retailing and Consumer Services
2131:Personality and Social Psychology Bulletin
2049:. London, England: Sage. pp. 224–245.
1816:
1814:
1725:
1723:
1616:Advances in Experimental Social Psychology
1427:Advances in Experimental Social Psychology
1414:. London, England: Sage. pp. 224–245.
4533:
4515:
4212:
4068:Journal of Applied Communication Research
3626:
3551:
3247:"Impulse buying: Modeling its precursors"
3082:
3002:
2940:
2888:
2844:
2622:
2424:
2180:
2047:Handbook of theories of social psychology
1860:
1711:
1589:Journal of Experimental Social Psychology
1450:
1412:Handbook of theories of social psychology
120:Learn how and when to remove this message
1534:Fazio, Russell H; Zanna, Mark P (1981).
1084:
411:
333:
4239:Journal of Counseling & Development
2413:Southwestern Mass Communication Journal
1351:
907:Molina and Jennings focused on whether
169:. According to the theory's developers
5110:Promotion and marketing communications
5075:Petty, R., & Cacioppo, J. (1986).
4762:
4760:
4758:
4756:
4742:
4731:
4703:
4692:
4411:
4409:
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3788:
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3731:
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3689:
3687:
3685:
3683:
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3489:
3201:
3199:
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3159:
3024:Australian Journal of General Practice
2980:
2978:
2976:
2866:
2864:
2600:
2598:
2550:
2548:
2446:
2444:
2402:
2400:
2398:
2350:
2348:
2312:
2310:
1911:
1796:
1656:
1654:
1652:
1569:
1559:
208:There are four core ideas to the ELM.
56:Please improve this article by adding
4803:The Kentucky Journal of Communication
4635:
4633:
4631:
4581:
4579:
3573:
3571:
3521:
3519:
3131:
3129:
2513:Wu, Hong; Lu, Naiji (November 2017).
2282:
2280:
2252:
2250:
1842:
1840:
1771:Influence : science and practice
1484:Allport, Gordon (1935). "Attitudes".
1227:Extended transportation-imagery model
797:Chen and Lee conducted a study about
7:
4558:A First Look at Communication Theory
3055:Expert Review of Clinical Immunology
2877:European Review of Social Psychology
1405:
1403:
1401:
1399:
1397:
1395:
1393:
1391:
739:European Review of Social Psychology
679:University of Science and Technology
5048:Guilford Press, New York. p41 - 72.
4721:Petty, R.E.; Wegener, D.T. (1999).
3996:10.18848/1833-1882/CGP/v06i10/52160
3464:. Psychology Press. pp. 3–39.
3458:"The Heuristic Model of Persuasion"
3168:Shi, Junjie (October 13–15, 2023).
1280:Integrated marketing communications
966:Partisan Media impact on Persuasion
760:Findings of the research included:
271:Serving as peripheral cues; and/or
5025:10.1111/j.1745-6606.2004.tb00873.x
2817:Asian Journal of Social Psychology
1538:. Vol. 14. pp. 161–202.
25:
4145:Holt, Lanier Frush (2018-02-07).
3138:Social Behavior & Personality
3108:Social Behavior & Personality
494:the persuasiveness of a message.
486:is essentially anything that can
268:Serving as persuasive arguments;
3957:Journal of Interactive Marketing
3302:10.1016/j.jretconser.2021.102532
3224:10.1016/j.jretconser.2023.103644
2991:Patient Education and Counseling
2355:Srivastava, R. K. (2021-07-29).
1820:Chaiken & Trope (Eds.)(1999)
1742:Journal of Counseling Psychology
852:to analyze Internet recruitment.
747:Journal of Health Communications
533:extent of information processing
198:attitude/behavior correspondence
34:
5013:The Journal of Consumer Affairs
2929:Journal of Health Communication
2665:Journal of Advertising Research
2561:Journal of Promotion Management
2361:Journal of Promotion Management
2319:Journal of Promotion Management
1632:The SAGE Handbook of Persuasion
1486:A Handbook of Social Psychology
1135:Descriptive nature of the model
979:Social Media impact on politics
4905:10.1080/00913367.1995.10673469
4011:Journal of Political Marketing
3180:10.4108/eai.13-10-2023.2341292
2605:Pan, Piao; Zhang, Hao (2023).
2531:10.1016/j.ijmedinf.2017.08.009
1183:The heuristic systematic model
1097:Misinterpretions of the theory
988:Social and Political Movements
69:"Elaboration likelihood model"
1:
4858:Journal of Marketing Research
4776:European Journal of Marketing
4610:European Journal of Marketing
4163:10.1080/17512786.2017.1370974
4080:10.1080/00909882.2019.1679385
3879:Journal of Consumer Behaviour
3750:10.1080/10510974.2017.1397038
3263:10.1016/s0022-4359(99)80092-x
2942:10.1080/10810730.2021.1955050
2890:10.1080/10463283.2021.1964744
2712:10.1016/s0148-2963(98)00076-9
2573:10.1080/10496491.2022.2108189
2373:10.1080/10496491.2021.1880518
2331:10.1080/10496491.2015.1107011
2259:Advances in Consumer Research
2214:Advances in Consumer Research
2081:10.1080/15213269.2015.1008103
1767:B., Cialdini, Robert (2001).
1544:10.1016/s0065-2601(08)60372-x
1443:10.1016/s0065-2601(08)60214-2
1173:combined influence hypothesis
1081:Methodological considerations
948:Agent-based social simulation
821:Other studies applied ELM in
783:University of New South Wales
442:includes the availability of
401:towards a message can affect
321:On the other hand, under the
196:and the processes underlying
58:secondary or tertiary sources
5079:. New York: Springer-Verlag.
4517:10.1371/journal.pone.0251850
4301:Asian Journal of Counselling
4044:Hans-Joachim Mosler (2006).
3969:10.1016/j.intmar.2019.03.003
3592:10.1016/j.eatbeh.2014.03.003
3372:10.1016/j.elerap.2014.11.007
2700:Journal of Business Research
2624:10.1051/shsconf/202315403024
2169:Journal of Consumer Research
1663:Communication and Persuasion
1601:10.1016/0022-1031(83)90026-4
1339:Elaboration likelihood model
611:In advertising and marketing
231:cognitive response processes
134:elaboration likelihood model
18:Elaboration Likelihood Model
5057:Computers in Human Behavior
4388:Computers in Human Behavior
4318:Kendall, Walter A. (2010).
4266:The Counseling Psychologist
3431:Computers in Human Behavior
3120:10.2224/sbp.2008.36.10.1379
2488:Computers in Human Behavior
1962:ACR North American Advances
1906:ACR North American Advances
1900:Craig, Andrews, J. (1988).
1871:10.1037/0033-2909.108.3.480
1713:10.1057/palgrave.jt.5740171
1671:10.1007/978-1-4612-4964-1_1
1203:Relations to other theories
1018:In mental health counseling
407:cognitive dissonance theory
5126:
4972:10.1037/0022-3514.39.5.752
4682:Petty, Richard E. (1997).
4586:Petty, Richard E. (1986).
3672:10.14329/apjis.2016.26.1.1
3337:10.25300/MISQ/2014/38.2.08
2301:10.1108/ijphm-05-2013-0024
2229:Psychology & Marketing
2143:10.1177/014616727600200312
2116:10.1037/0022-3514.54.5.733
2024:10.1037/0022-3514.82.5.722
1989:10.1037/0022-3514.82.5.722
1513:10.1037/0033-2909.84.5.888
1221:Heuristic-systematic model
5069:10.1016/j.chb.2017.03.060
5035:, Atlanta, Georgia, 1999.
4932:10.1207/s15327965pl100201
4843:10.1080/03637758609376128
4654:10.1207/S15327965PL100211
4469:10.1108/INTR-01-2021-0065
4400:10.1016/j.chb.2012.09.003
3930:10.1108/JAMR-05-2017-0065
3777:CONF-IRM 2012 Proceedings
3771:Pee, L. G. (2012-05-01).
3532:Health Education Research
3510:10.1080/01463379309369869
3443:10.1016/j.chb.2013.04.013
3150:10.2224/sbp.2009.37.1.137
3004:10.1016/j.pec.2023.108039
2677:10.2501/s0021849907070341
2500:10.1016/j.chb.2020.106581
2469:10.1016/j.dss.2023.114048
2407:Campbell, Alexis (2022).
1754:10.1037/0022-0167.36.1.24
1169:dual mediation hypothesis
1127:Issues concerning the ELM
727:electronic health records
683:online health communities
5003:Eagly A. and Chaiken S.
4954:Chaiken, Shelly (1980).
4831:Communication Monographs
4788:10.1108/ejm-12-2011-0776
4622:10.1108/EJM-12-2011-0776
4278:10.1177/0011000011414211
3712:10.1177/0093650215609676
3637:10.1177/0093650208321785
3036:10.31128/AJGP-09-21-6179
2457:Decision Support Systems
1290:Marketing communications
1162:Multi-channel processing
1026:Mental health counseling
779:University of Wollongong
5005:Psychology of Attitudes
3843:10.1145/1367497.1367524
3498:Communication Quarterly
4893:Journal of Advertising
4741:Cite journal requires
4702:Cite journal requires
3700:Communication Research
3615:Communication Research
2611:SHS Web of Conferences
2426:10.58997/smc.v37i2.109
1933:Lien, Nai-Hwa (2001).
1849:Psychological Bulletin
1501:Psychological Bulletin
1245:Advertising management
1209:Social judgment theory
1089:
1027:
972:social identity theory
866:
843:Multichannel retailing
717:
620:
607:, just to name a few.
516:
417:
416:Motivation and ability
339:
308:information processing
219:classical conditioning
45:relies excessively on
4920:Psychological Inquiry
4642:Psychological Inquiry
4111:10.1109/DASC.2011.151
4023:10.1300/J199v06n02_08
3805:(CSCW1): 78:1–78:28.
3738:Communication Studies
3470:10.4324/9781315802121
1088:
1043:Counselor credibility
1031:Counseling and stigma
1025:
864:
715:
618:
513:
415:
380:Determinants of route
337:
4782:(11/12): 2033–2050.
4616:(11/12): 2033–2050.
4590:. Springer New York.
4105:. pp. 903–910.
3251:Journal of Retailing
1215:Social impact theory
1074:In Leadership Styles
1068:normative influences
675:Northwest University
544:self-validation role
190:Edward Alsworth Ross
4508:2021PLoSO..1651850L
4151:Journalism Practice
1433:. London, England:
1370:. Berlin, Germany:
1260:Cognitive resources
1176:and continuum, the
1153:Continuum questions
831:web personalization
444:cognitive resources
146:dual process theory
27:Dual process theory
4251:10.1002/jcad.12133
4214:10.1111/jcc4.12083
3544:10.1093/her/cyr082
2829:10.1111/ajsp.12469
2437:– via EBSCO.
1831:"Social Cognition"
1317:Advertising models
1300:Need for cognition
1265:Consumer behaviour
1090:
1028:
960:personal relevance
867:
787:multiple sclerosis
718:
621:
581:inoculation theory
517:
463:Message repetition
429:need for cognition
421:Personal relevance
418:
345:need for cognition
340:
4457:Internet Research
4437:978-0-9981331-7-1
4120:978-1-4673-0006-3
3852:978-1-60558-085-2
3479:978-1-315-80212-1
3400:10.1002/asi.21705
3189:978-1-63190-445-5
3114:(10): 1379–1400.
3067:10.1586/eci.10.12
2241:10.1002/mar.20865
1680:978-1-4612-9378-1
1665:. pp. 1–24.
1642:978-1-4129-8313-6
1364:Cacioppo, John T.
1360:Petty, Richard E.
895:trust for users.
808:conscientiousness
734:COVID-19 pandemic
601:consumer behavior
368:'s Principles of
130:
129:
122:
104:
16:(Redirected from
5117:
5072:
5028:
4992:
4991:
4951:
4945:
4942:
4936:
4935:
4915:
4909:
4908:
4888:
4882:
4881:
4853:
4847:
4846:
4826:
4820:
4817:
4811:
4810:
4798:
4792:
4791:
4773:
4764:
4751:
4750:
4744:
4739:
4737:
4729:
4727:
4718:
4712:
4711:
4705:
4700:
4698:
4690:
4688:
4679:
4673:
4672:
4664:
4658:
4657:
4637:
4626:
4625:
4607:
4598:
4592:
4591:
4583:
4574:
4567:
4561:
4554:
4548:
4547:
4537:
4519:
4487:
4481:
4480:
4448:
4442:
4441:
4413:
4404:
4403:
4383:
4374:
4373:
4362:10.1037/a0036505
4347:
4338:
4332:
4331:
4315:
4309:
4308:
4296:
4290:
4289:
4261:
4255:
4254:
4234:
4228:
4225:
4219:
4218:
4216:
4192:
4183:
4182:
4142:
4133:
4132:
4098:
4092:
4091:
4063:
4054:
4053:
4041:
4035:
4034:
4017:(2–3): 141–158.
4006:
4000:
3999:
3979:
3973:
3972:
3948:
3942:
3941:
3909:
3903:
3902:
3885:(5): 1336–1352.
3870:
3857:
3856:
3826:
3815:
3814:
3790:
3781:
3780:
3768:
3762:
3761:
3733:
3724:
3723:
3691:
3676:
3675:
3655:
3649:
3648:
3630:
3610:
3604:
3603:
3580:Eating Behaviors
3575:
3566:
3565:
3555:
3523:
3514:
3513:
3493:
3484:
3483:
3462:Social Influence
3453:
3447:
3446:
3437:(5): 1949–1959.
3426:
3420:
3419:
3382:
3376:
3375:
3355:
3349:
3348:
3320:
3314:
3313:
3281:
3275:
3274:
3242:
3236:
3235:
3203:
3194:
3193:
3165:
3154:
3153:
3133:
3124:
3123:
3103:
3097:
3096:
3086:
3046:
3040:
3039:
3015:
3009:
3008:
3006:
2982:
2971:
2970:
2944:
2920:
2911:
2910:
2892:
2868:
2859:
2858:
2848:
2808:
2802:
2801:
2782:10.2307/20650295
2765:
2759:
2758:
2739:10.2307/20650295
2722:
2716:
2715:
2695:
2689:
2688:
2660:
2654:
2651:
2645:
2644:
2626:
2602:
2593:
2592:
2552:
2543:
2542:
2510:
2504:
2503:
2479:
2473:
2472:
2448:
2439:
2438:
2428:
2404:
2393:
2392:
2352:
2343:
2342:
2314:
2305:
2304:
2284:
2275:
2274:
2254:
2245:
2244:
2224:
2218:
2217:
2209:
2203:
2202:
2184:
2164:
2155:
2154:
2126:
2120:
2119:
2099:
2093:
2092:
2069:Media Psychology
2066:
2057:
2051:
2050:
2042:
2036:
2035:
2007:
2001:
2000:
1972:
1966:
1965:
1953:
1947:
1946:
1930:
1924:
1923:
1917:
1909:
1897:
1891:
1890:
1864:
1844:
1835:
1834:
1827:
1821:
1818:
1809:
1808:
1802:
1794:
1774:
1764:
1758:
1757:
1737:
1731:
1727:
1718:
1717:
1715:
1691:
1685:
1684:
1658:
1647:
1646:
1626:
1620:
1619:
1611:
1605:
1604:
1584:
1578:
1577:
1571:
1567:
1565:
1557:
1531:
1525:
1524:
1496:
1490:
1489:
1481:
1475:
1474:
1454:
1422:
1416:
1415:
1407:
1386:
1385:
1356:
1334:DAGMAR marketing
1324:AIDA (marketing)
1270:Countersignaling
1255:Cognitive biases
1144:Role of emotions
1057:In Organizations
952:argument quality
850:signaling theory
370:Social Influence
355:Peripheral route
349:boomerang effect
323:peripheral route
227:expectancy-value
175:John T. Cacioppo
171:Richard E. Petty
150:Richard E. Petty
125:
118:
114:
111:
105:
103:
62:
38:
30:
21:
5125:
5124:
5120:
5119:
5118:
5116:
5115:
5114:
5100:Attitude change
5090:
5089:
5054:
5010:
5000:
4998:Further reading
4995:
4953:
4952:
4948:
4943:
4939:
4917:
4916:
4912:
4890:
4889:
4885:
4870:10.2307/3151660
4855:
4854:
4850:
4828:
4827:
4823:
4818:
4814:
4800:
4799:
4795:
4771:
4766:
4765:
4754:
4740:
4730:
4725:
4720:
4719:
4715:
4701:
4691:
4686:
4681:
4680:
4676:
4666:
4665:
4661:
4639:
4638:
4629:
4605:
4600:
4599:
4595:
4585:
4584:
4577:
4568:
4564:
4555:
4551:
4502:(5): e0251850.
4489:
4488:
4484:
4450:
4449:
4445:
4438:
4415:
4414:
4407:
4385:
4384:
4377:
4345:
4340:
4339:
4335:
4317:
4316:
4312:
4298:
4297:
4293:
4263:
4262:
4258:
4236:
4235:
4231:
4226:
4222:
4194:
4193:
4186:
4144:
4143:
4136:
4121:
4100:
4099:
4095:
4065:
4064:
4057:
4043:
4042:
4038:
4008:
4007:
4003:
3981:
3980:
3976:
3950:
3949:
3945:
3911:
3910:
3906:
3891:10.1002/cb.1939
3872:
3871:
3860:
3853:
3828:
3827:
3818:
3811:10.1145/3449152
3792:
3791:
3784:
3770:
3769:
3765:
3735:
3734:
3727:
3696:Gower, Karla K.
3694:Nekmat, Elmie;
3693:
3692:
3679:
3657:
3656:
3652:
3628:10.1.1.555.6129
3612:
3611:
3607:
3577:
3576:
3569:
3525:
3524:
3517:
3495:
3494:
3487:
3480:
3455:
3454:
3450:
3428:
3427:
3423:
3384:
3383:
3379:
3357:
3356:
3352:
3322:
3321:
3317:
3283:
3282:
3278:
3244:
3243:
3239:
3205:
3204:
3197:
3190:
3167:
3166:
3157:
3135:
3134:
3127:
3105:
3104:
3100:
3048:
3047:
3043:
3017:
3016:
3012:
2984:
2983:
2974:
2922:
2921:
2914:
2870:
2869:
2862:
2810:
2809:
2805:
2767:
2766:
2762:
2724:
2723:
2719:
2697:
2696:
2692:
2662:
2661:
2657:
2652:
2648:
2604:
2603:
2596:
2554:
2553:
2546:
2512:
2511:
2507:
2481:
2480:
2476:
2450:
2449:
2442:
2406:
2405:
2396:
2354:
2353:
2346:
2316:
2315:
2308:
2286:
2285:
2278:
2256:
2255:
2248:
2226:
2225:
2221:
2211:
2210:
2206:
2182:10.1.1.319.9824
2166:
2165:
2158:
2128:
2127:
2123:
2101:
2100:
2096:
2064:
2059:
2058:
2054:
2044:
2043:
2039:
2009:
2008:
2004:
1974:
1973:
1969:
1955:
1954:
1950:
1932:
1931:
1927:
1910:
1899:
1898:
1894:
1862:10.1.1.531.1358
1846:
1845:
1838:
1829:
1828:
1824:
1819:
1812:
1795:
1783:
1766:
1765:
1761:
1739:
1738:
1734:
1728:
1721:
1693:
1692:
1688:
1681:
1660:
1659:
1650:
1643:
1628:
1627:
1623:
1613:
1612:
1608:
1586:
1585:
1581:
1568:
1558:
1554:
1533:
1532:
1528:
1498:
1497:
1493:
1483:
1482:
1478:
1463:
1424:
1423:
1419:
1409:
1408:
1389:
1382:
1372:Springer-Verlag
1358:
1357:
1353:
1349:
1344:
1319:
1314:
1305:Online shopping
1250:Attitude change
1235:
1205:
1196:
1164:
1155:
1146:
1137:
1129:
1099:
1083:
1076:
1059:
1020:
956:peripheral cues
946:The study used
940:
931:
922:
920:In Social Media
859:
799:online shopping
795:
710:
696:
649:informativeness
613:
589:
561:
540:self-validation
480:
456:
437:
405:. Drawing from
394:
382:
366:Robert Cialdini
357:
332:
304:
248:
206:
167:attitude change
163:
126:
115:
109:
106:
63:
61:
55:
51:primary sources
39:
28:
23:
22:
15:
12:
11:
5:
5123:
5121:
5113:
5112:
5107:
5102:
5092:
5091:
5088:
5087:
5083:
5080:
5073:
5052:
5049:
5042:
5036:
5029:
5019:(2): 342–354.
5008:
4999:
4996:
4994:
4993:
4966:(5): 752–766.
4946:
4937:
4910:
4883:
4864:(2): 130–143.
4848:
4821:
4812:
4793:
4752:
4743:|journal=
4713:
4704:|journal=
4674:
4659:
4648:(2): 156–163.
4627:
4593:
4575:
4562:
4549:
4482:
4463:(3): 708–727.
4443:
4436:
4405:
4394:(1): 264–275.
4375:
4356:(3): 372–380.
4333:
4310:
4291:
4272:(3): 409–442.
4256:
4245:(2): 213–225.
4229:
4220:
4207:(4): 871–889.
4184:
4157:(2): 146–161.
4134:
4119:
4093:
4074:(5): 527–547.
4055:
4036:
4001:
3974:
3943:
3924:(2): 184–197.
3904:
3858:
3851:
3816:
3782:
3763:
3725:
3677:
3650:
3621:(5): 666–694.
3605:
3586:(2): 262–270.
3567:
3538:(6): 976–987.
3515:
3485:
3478:
3448:
3421:
3394:(4): 755–766.
3377:
3366:(4): 233–240.
3350:
3331:(2): 497–A10.
3315:
3276:
3257:(2): 169–191.
3237:
3195:
3188:
3155:
3144:(1): 137–143.
3125:
3098:
3061:(3): 381–395.
3041:
3030:(4): 209–212.
3010:
2972:
2935:(7): 443–459.
2912:
2883:(2): 323–359.
2860:
2803:
2760:
2733:(2): 339–370.
2717:
2690:
2671:(3): 326–340.
2655:
2646:
2594:
2567:(1): 125–154.
2544:
2505:
2474:
2440:
2394:
2367:(5): 716–739.
2344:
2306:
2295:(2): 164–177.
2276:
2246:
2235:(3): 195–208.
2219:
2204:
2191:10.1086/208954
2175:(2): 135–146.
2156:
2137:(3): 264–267.
2121:
2110:(5): 733–740.
2094:
2075:(3): 267–291.
2052:
2037:
2018:(5): 722–741.
2002:
1983:(5): 722–741.
1967:
1948:
1925:
1892:
1855:(3): 480–498.
1836:
1822:
1810:
1782:978-0321011473
1781:
1759:
1732:
1719:
1686:
1679:
1648:
1641:
1621:
1606:
1595:(4): 323–340.
1579:
1570:|journal=
1552:
1526:
1507:(5): 888–918.
1491:
1476:
1461:
1417:
1387:
1381:978-0387963440
1380:
1350:
1348:
1345:
1343:
1342:
1336:
1331:
1326:
1320:
1318:
1315:
1313:
1312:
1307:
1302:
1297:
1292:
1287:
1282:
1277:
1272:
1267:
1262:
1257:
1252:
1247:
1242:
1236:
1234:
1231:
1230:
1229:
1224:
1218:
1212:
1204:
1201:
1195:
1192:
1163:
1160:
1154:
1151:
1145:
1142:
1136:
1133:
1128:
1125:
1098:
1095:
1082:
1079:
1075:
1072:
1058:
1055:
1019:
1016:
939:
936:
930:
927:
921:
918:
858:
855:
854:
853:
848:Using ELM and
846:
840:
837:
834:
794:
791:
775:
774:
771:
768:
765:
709:
706:
705:
704:
701:
695:
692:
612:
609:
588:
585:
570:sleeper effect
560:
557:
529:peripheral cue
525:biasing factor
496:Attractiveness
479:
476:
455:
452:
436:
433:
393:
390:
381:
378:
356:
353:
331:
328:
327:
326:
319:
303:
300:
247:
244:
243:
242:
238:
234:
214:
205:
202:
186:Gordon Allport
162:
159:
128:
127:
42:
40:
33:
26:
24:
14:
13:
10:
9:
6:
4:
3:
2:
5122:
5111:
5108:
5106:
5103:
5101:
5098:
5097:
5095:
5084:
5081:
5078:
5074:
5070:
5066:
5062:
5058:
5053:
5050:
5047:
5043:
5041:
5037:
5034:
5030:
5026:
5022:
5018:
5014:
5009:
5006:
5002:
5001:
4997:
4989:
4985:
4981:
4977:
4973:
4969:
4965:
4961:
4957:
4950:
4947:
4941:
4938:
4933:
4929:
4926:(2): 83–109.
4925:
4921:
4914:
4911:
4906:
4902:
4898:
4894:
4887:
4884:
4879:
4875:
4871:
4867:
4863:
4859:
4852:
4849:
4844:
4840:
4836:
4832:
4825:
4822:
4816:
4813:
4808:
4804:
4797:
4794:
4789:
4785:
4781:
4777:
4770:
4763:
4761:
4759:
4757:
4753:
4748:
4735:
4724:
4717:
4714:
4709:
4696:
4685:
4678:
4675:
4670:
4663:
4660:
4655:
4651:
4647:
4643:
4636:
4634:
4632:
4628:
4623:
4619:
4615:
4611:
4604:
4597:
4594:
4589:
4582:
4580:
4576:
4572:
4569:Berkowitz L.
4566:
4563:
4559:
4553:
4550:
4545:
4541:
4536:
4531:
4527:
4523:
4518:
4513:
4509:
4505:
4501:
4497:
4493:
4486:
4483:
4478:
4474:
4470:
4466:
4462:
4458:
4454:
4447:
4444:
4439:
4433:
4429:
4425:
4421:
4420:
4412:
4410:
4406:
4401:
4397:
4393:
4389:
4382:
4380:
4376:
4371:
4367:
4363:
4359:
4355:
4351:
4350:Psychotherapy
4344:
4337:
4334:
4329:
4325:
4321:
4314:
4311:
4307:(1–2): 33–58.
4306:
4302:
4295:
4292:
4287:
4283:
4279:
4275:
4271:
4267:
4260:
4257:
4252:
4248:
4244:
4240:
4233:
4230:
4224:
4221:
4215:
4210:
4206:
4202:
4198:
4191:
4189:
4185:
4180:
4176:
4172:
4168:
4164:
4160:
4156:
4152:
4148:
4141:
4139:
4135:
4130:
4126:
4122:
4116:
4112:
4108:
4104:
4097:
4094:
4089:
4085:
4081:
4077:
4073:
4069:
4062:
4060:
4056:
4051:
4047:
4040:
4037:
4032:
4028:
4024:
4020:
4016:
4012:
4005:
4002:
3997:
3993:
3990:(10): 33–48.
3989:
3985:
3978:
3975:
3970:
3966:
3962:
3958:
3954:
3947:
3944:
3939:
3935:
3931:
3927:
3923:
3919:
3915:
3908:
3905:
3900:
3896:
3892:
3888:
3884:
3880:
3876:
3869:
3867:
3865:
3863:
3859:
3854:
3848:
3844:
3840:
3836:
3832:
3825:
3823:
3821:
3817:
3812:
3808:
3804:
3800:
3796:
3789:
3787:
3783:
3778:
3774:
3767:
3764:
3759:
3755:
3751:
3747:
3743:
3739:
3732:
3730:
3726:
3721:
3717:
3713:
3709:
3705:
3701:
3697:
3690:
3688:
3686:
3684:
3682:
3678:
3673:
3669:
3665:
3661:
3654:
3651:
3646:
3642:
3638:
3634:
3629:
3624:
3620:
3616:
3609:
3606:
3601:
3597:
3593:
3589:
3585:
3581:
3574:
3572:
3568:
3563:
3559:
3554:
3549:
3545:
3541:
3537:
3533:
3529:
3522:
3520:
3516:
3511:
3507:
3503:
3499:
3492:
3490:
3486:
3481:
3475:
3471:
3467:
3463:
3459:
3452:
3449:
3444:
3440:
3436:
3432:
3425:
3422:
3417:
3413:
3409:
3405:
3401:
3397:
3393:
3389:
3381:
3378:
3373:
3369:
3365:
3361:
3354:
3351:
3346:
3342:
3338:
3334:
3330:
3326:
3325:MIS Quarterly
3319:
3316:
3311:
3307:
3303:
3299:
3295:
3291:
3287:
3280:
3277:
3272:
3268:
3264:
3260:
3256:
3252:
3248:
3241:
3238:
3233:
3229:
3225:
3221:
3217:
3213:
3209:
3202:
3200:
3196:
3191:
3185:
3181:
3177:
3173:
3172:
3164:
3162:
3160:
3156:
3151:
3147:
3143:
3139:
3132:
3130:
3126:
3121:
3117:
3113:
3109:
3102:
3099:
3094:
3090:
3085:
3080:
3076:
3072:
3068:
3064:
3060:
3056:
3052:
3045:
3042:
3037:
3033:
3029:
3025:
3021:
3014:
3011:
3005:
3000:
2996:
2992:
2988:
2981:
2979:
2977:
2973:
2968:
2964:
2960:
2956:
2952:
2948:
2943:
2938:
2934:
2930:
2926:
2919:
2917:
2913:
2908:
2904:
2900:
2896:
2891:
2886:
2882:
2878:
2874:
2867:
2865:
2861:
2856:
2852:
2847:
2842:
2838:
2834:
2830:
2826:
2822:
2818:
2814:
2807:
2804:
2799:
2795:
2791:
2787:
2783:
2779:
2775:
2771:
2770:MIS Quarterly
2764:
2761:
2756:
2752:
2748:
2744:
2740:
2736:
2732:
2728:
2727:MIS Quarterly
2721:
2718:
2713:
2709:
2705:
2701:
2694:
2691:
2686:
2682:
2678:
2674:
2670:
2666:
2659:
2656:
2650:
2647:
2642:
2638:
2634:
2630:
2625:
2620:
2616:
2612:
2608:
2601:
2599:
2595:
2590:
2586:
2582:
2578:
2574:
2570:
2566:
2562:
2558:
2551:
2549:
2545:
2540:
2536:
2532:
2528:
2524:
2520:
2516:
2509:
2506:
2501:
2497:
2493:
2489:
2485:
2478:
2475:
2470:
2466:
2462:
2458:
2454:
2447:
2445:
2441:
2436:
2432:
2427:
2422:
2418:
2414:
2410:
2403:
2401:
2399:
2395:
2390:
2386:
2382:
2378:
2374:
2370:
2366:
2362:
2358:
2351:
2349:
2345:
2340:
2336:
2332:
2328:
2325:(1): 89–106.
2324:
2320:
2313:
2311:
2307:
2302:
2298:
2294:
2290:
2283:
2281:
2277:
2272:
2268:
2264:
2260:
2253:
2251:
2247:
2242:
2238:
2234:
2230:
2223:
2220:
2215:
2208:
2205:
2200:
2196:
2192:
2188:
2183:
2178:
2174:
2170:
2163:
2161:
2157:
2152:
2148:
2144:
2140:
2136:
2132:
2125:
2122:
2117:
2113:
2109:
2105:
2098:
2095:
2090:
2086:
2082:
2078:
2074:
2070:
2063:
2056:
2053:
2048:
2041:
2038:
2033:
2029:
2025:
2021:
2017:
2013:
2006:
2003:
1998:
1994:
1990:
1986:
1982:
1978:
1971:
1968:
1963:
1959:
1952:
1949:
1945:(4): 301–310.
1944:
1940:
1936:
1929:
1926:
1921:
1915:
1907:
1903:
1896:
1893:
1888:
1884:
1880:
1876:
1872:
1868:
1863:
1858:
1854:
1850:
1843:
1841:
1837:
1832:
1826:
1823:
1817:
1815:
1811:
1806:
1800:
1792:
1788:
1784:
1778:
1773:
1772:
1763:
1760:
1755:
1751:
1747:
1743:
1736:
1733:
1726:
1724:
1720:
1714:
1709:
1705:
1701:
1697:
1690:
1687:
1682:
1676:
1672:
1668:
1664:
1657:
1655:
1653:
1649:
1644:
1638:
1634:
1633:
1625:
1622:
1617:
1610:
1607:
1602:
1598:
1594:
1590:
1583:
1580:
1575:
1563:
1555:
1553:9780120152148
1549:
1545:
1541:
1537:
1530:
1527:
1522:
1518:
1514:
1510:
1506:
1502:
1495:
1492:
1487:
1480:
1477:
1472:
1468:
1464:
1462:9780120152193
1458:
1453:
1448:
1444:
1440:
1436:
1432:
1428:
1421:
1418:
1413:
1406:
1404:
1402:
1400:
1398:
1396:
1394:
1392:
1388:
1383:
1377:
1374:. p. 4.
1373:
1369:
1365:
1361:
1355:
1352:
1346:
1340:
1337:
1335:
1332:
1330:
1327:
1325:
1322:
1321:
1316:
1311:
1308:
1306:
1303:
1301:
1298:
1296:
1293:
1291:
1288:
1286:
1283:
1281:
1278:
1276:
1273:
1271:
1268:
1266:
1263:
1261:
1258:
1256:
1253:
1251:
1248:
1246:
1243:
1241:
1238:
1237:
1232:
1228:
1225:
1222:
1219:
1216:
1213:
1210:
1207:
1206:
1202:
1200:
1193:
1191:
1187:
1185:
1184:
1179:
1174:
1170:
1161:
1159:
1152:
1150:
1143:
1141:
1134:
1132:
1126:
1124:
1120:
1116:
1113:
1109:
1104:
1096:
1094:
1087:
1080:
1078:
1073:
1071:
1069:
1065:
1064:informational
1056:
1054:
1051:
1045:
1044:
1040:
1038:
1033:
1032:
1024:
1017:
1015:
1012:
1008:
1004:
1003:ethnic groups
999:
998:
994:
990:
989:
985:
981:
980:
976:
973:
968:
967:
963:
961:
957:
953:
949:
944:
937:
935:
928:
926:
919:
917:
914:
910:
905:
902:
896:
892:
889:
884:
880:
876:
873:
863:
856:
851:
847:
844:
841:
838:
835:
832:
828:
827:
826:
824:
819:
815:
811:
809:
805:
804:agreeableness
800:
793:In e-commerce
792:
790:
788:
784:
780:
772:
769:
766:
763:
762:
761:
758:
755:
752:
748:
743:
740:
735:
730:
728:
723:
714:
708:In healthcare
707:
702:
698:
697:
693:
691:
687:
684:
680:
676:
671:
669:
665:
661:
656:
652:
650:
644:
640:
636:
632:
630:
626:
617:
610:
608:
606:
602:
598:
594:
586:
584:
582:
579:In addition,
577:
573:
571:
565:
558:
556:
554:
549:
548:metacognitive
545:
541:
536:
534:
530:
526:
522:
512:
508:
505:
501:
497:
493:
489:
485:
477:
475:
472:
467:
464:
460:
453:
451:
449:
445:
441:
434:
432:
430:
425:
422:
414:
410:
408:
404:
400:
399:
391:
389:
387:
379:
377:
373:
371:
367:
363:
354:
352:
350:
346:
336:
330:Central route
329:
324:
320:
317:
316:central route
313:
312:
311:
309:
301:
299:
297:
296:Assumption 7:
293:
291:
290:Assumption 6:
287:
285:
284:Assumption 5:
281:
279:
278:Assumption 4:
275:
272:
269:
266:
264:
263:Assumption 3:
260:
258:
257:Assumption 2:
254:
252:
251:Assumption 1:
245:
239:
235:
232:
228:
224:
223:mere exposure
220:
215:
211:
210:
209:
203:
201:
199:
195:
191:
187:
183:
180:The study of
178:
176:
172:
168:
160:
158:
155:
154:John Cacioppo
151:
147:
143:
139:
135:
124:
121:
113:
110:November 2020
102:
99:
95:
92:
88:
85:
81:
78:
74:
71: –
70:
66:
65:Find sources:
59:
53:
52:
48:
43:This article
41:
37:
32:
31:
19:
5076:
5060:
5056:
5045:
5039:
5016:
5012:
5004:
4963:
4959:
4949:
4940:
4923:
4919:
4913:
4899:(1): 73–85.
4896:
4892:
4886:
4861:
4857:
4851:
4837:(1): 75–89.
4834:
4830:
4824:
4815:
4806:
4802:
4796:
4779:
4775:
4734:cite journal
4716:
4695:cite journal
4677:
4668:
4662:
4645:
4641:
4613:
4609:
4596:
4587:
4570:
4565:
4557:
4552:
4499:
4495:
4485:
4460:
4456:
4446:
4428:10125/106959
4418:
4391:
4387:
4353:
4349:
4336:
4319:
4313:
4304:
4300:
4294:
4269:
4265:
4259:
4242:
4238:
4232:
4223:
4204:
4200:
4154:
4150:
4102:
4096:
4071:
4067:
4049:
4039:
4014:
4010:
4004:
3987:
3983:
3977:
3960:
3956:
3946:
3921:
3917:
3907:
3882:
3878:
3834:
3802:
3798:
3776:
3766:
3744:(1): 42–66.
3741:
3737:
3706:(1): 62–87.
3703:
3699:
3663:
3659:
3653:
3618:
3614:
3608:
3583:
3579:
3535:
3531:
3504:(1): 77–89.
3501:
3497:
3461:
3451:
3434:
3430:
3424:
3391:
3387:
3380:
3363:
3359:
3353:
3328:
3324:
3318:
3293:
3289:
3279:
3254:
3250:
3240:
3215:
3211:
3170:
3141:
3137:
3111:
3107:
3101:
3058:
3054:
3044:
3027:
3023:
3013:
2994:
2990:
2932:
2928:
2880:
2876:
2823:(1): 10–17.
2820:
2816:
2806:
2773:
2769:
2763:
2730:
2726:
2720:
2706:(1): 63–68.
2703:
2699:
2693:
2668:
2664:
2658:
2649:
2614:
2610:
2564:
2560:
2522:
2518:
2508:
2491:
2487:
2477:
2460:
2456:
2416:
2412:
2364:
2360:
2322:
2318:
2292:
2288:
2262:
2258:
2232:
2228:
2222:
2213:
2207:
2172:
2168:
2134:
2130:
2124:
2107:
2103:
2097:
2072:
2068:
2055:
2046:
2040:
2015:
2011:
2005:
1980:
1976:
1970:
1961:
1951:
1942:
1938:
1928:
1914:cite journal
1905:
1895:
1852:
1848:
1825:
1770:
1762:
1745:
1741:
1735:
1703:
1699:
1689:
1662:
1631:
1624:
1615:
1609:
1592:
1588:
1582:
1535:
1529:
1504:
1500:
1494:
1485:
1479:
1430:
1426:
1420:
1411:
1367:
1354:
1197:
1188:
1181:
1177:
1172:
1168:
1165:
1156:
1147:
1138:
1130:
1121:
1117:
1111:
1107:
1102:
1100:
1091:
1077:
1060:
1046:
1042:
1041:
1034:
1030:
1029:
1000:
996:
995:
991:
987:
986:
982:
978:
977:
969:
965:
964:
959:
955:
951:
945:
941:
932:
923:
906:
897:
893:
885:
881:
877:
868:
820:
816:
812:
796:
776:
759:
756:
754:as drastic.
744:
731:
719:
688:
672:
657:
653:
645:
641:
637:
633:
622:
590:
587:Applications
578:
574:
566:
562:
559:Consequences
543:
539:
537:
532:
528:
524:
520:
518:
503:
499:
495:
491:
487:
481:
470:
468:
462:
461:
457:
448:Distractions
439:
438:
426:
420:
419:
396:
395:
383:
374:
358:
341:
322:
315:
305:
295:
294:
289:
288:
283:
282:
277:
276:
273:
270:
267:
262:
261:
256:
255:
250:
249:
241:elaboration.
207:
179:
164:
137:
133:
131:
116:
107:
97:
90:
83:
76:
64:
44:
5105:Advertising
5063:: 403–412.
4809:(1): 47–77.
4556:Griffin E.
3666:(1): 1–22.
2525:: 107–119.
2419:(2): 1–21.
2265:: 420–425.
1452:10983/26083
1437:: 124–129.
1329:AISDALSLove
1240:Advertising
938:In politics
888:testimonial
625:advertising
619:Advertising
605:health care
593:advertising
471:Distraction
454:Opportunity
338:ELM diagram
246:Assumptions
188:(1935) and
5094:Categories
4322:(Thesis).
3296:: 102532.
3218:: 103644.
2997:: 108039.
2776:(2): 339.
2494:: 106581.
2463:: 114048.
2271:1293434198
2216:: 668–672.
1618:: 124–125.
1488:: 789–844.
1347:References
1310:Persuasion
1295:Motivation
1275:E-commerce
929:On YouTube
823:e-commerce
722:healthcare
716:Healthcare
403:motivation
392:Motivation
386:motivation
362:heuristics
314:Under the
204:Core ideas
142:persuasion
80:newspapers
47:references
4980:1939-1315
4526:1932-6203
4477:1066-2243
4328:305236312
4286:145144822
4179:149429951
4171:1751-2786
4088:210462161
4031:142086586
3963:: 17–32.
3938:0972-7981
3899:1472-0817
3758:148766997
3623:CiteSeerX
3310:0969-6989
3271:0022-4359
3232:0969-6989
3075:1744-666X
2967:236916366
2951:1081-0730
2907:238736197
2899:1046-3283
2837:1367-2223
2641:255888017
2633:2261-2424
2617:: 03024.
2589:251455930
2581:1049-6491
2435:258730437
2389:233911803
2381:1049-6491
2339:147049474
2177:CiteSeerX
2151:145663509
1857:CiteSeerX
1799:cite book
1748:: 24–33.
1706:: 79–98.
1572:ignored (
1562:cite book
1341:(section)
1285:Marketing
901:heuristic
872:heuristic
829:How does
732:When the
664:Instagram
629:marketing
597:marketing
504:expertise
478:Variables
398:Attitudes
182:attitudes
5086:420-425.
4988:39212150
4544:34003846
4496:PLOS ONE
4370:24773092
4324:ProQuest
4129:16281975
3720:59528436
3600:24854816
3562:21885672
3345:18525972
3093:20441425
2959:34346288
2855:33821136
2790:20650295
2747:20650295
2685:56043675
2539:29029686
2267:ProQuest
2199:14927806
2089:28194317
2032:12003473
1997:12003473
1964:. NA-11.
1908:. NA-15.
1791:43607370
1635:. SAGE.
1521:17573771
1471:14259584
1435:Elsevier
1366:(1986).
1233:See also
1178:unimodel
1050:metaphor
857:In media
677:and the
660:Facebook
553:Postures
521:argument
492:decrease
488:increase
484:variable
4878:3151660
4535:8130952
4504:Bibcode
3645:1288898
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