Neuromuscular circuits in affect-laden information processing
AbstractSubstantial evidence has accrued indicating the involvement of neuromuscular circuits in covert information processing. The physiological systems impartingemotional tone to covert processing,...
View ArticleSocial Context Effects in Persuasion: The Effects of Multiple Sources and...
AbstractAttitudes are a central feature of our social lives. Daily, we are called upon or feel compelled to express our views on a variety of topics. Equally often, we are exposed to attempts to change...
View ArticlePsychophysiological Comparison Processes: Interpreting Cancer Symptoms
AbstractLocal and national cancer societies have sought to reduce the time between an individual’s first awareness of a marker of cancer and medical consultation and diagnosis. This has been approached...
View ArticleIntricacies of the Elaboration Likelihood Model
AbstractWe have now presented the major postulates of the Elaboration Likelihood Model and the evidence for these postulates. In reviewing the evidence for the ELM we have focused deliberately on...
View ArticleMessage Elaboration versus Peripheral Cues
AbstractIt is now clear that a wide variety of variables can affect a person’s motivation and/or ability to consider issue-relevant arguments in either a relatively objective or in a relatively biased...
View ArticleThe Motivation to Elaborate in a Relatively Objective Manner
AbstractWe have now discussed some of the major variables that can affect a person’s ability to scrutinize issue-relevant arguments in a relatively objective manner. Motivational variables are also...
View ArticleMethodological Factors in the ELM
AbstractIn the preceding chapter we outlined the postulates of the Elaboration Likelihood Model. In the remainder of this volume we will review the evidence for the ELM. Before turning to this,...
View ArticleConsequences of the Route to Persuasion
AbstractIn the preceding chapters of this monograph we have outlined how the Elaboration Likelihood Model accounts for the initial attitude changes induced by persuasive messages, and we have reviewed...
View ArticleBiased Elaboration
AbstractWe have now seen that a wide variety of variables can moderate the route to persuasion by increasing or decreasing the extent to which a person is motivated or able to process the...
View ArticleThe Ability to Elaborate in a Relatively Objective Manner
AbstractIf a person is going to carefully scrutinize the arguments in a persuasive message and thereby follow the central route to persuasion, the person must have the ability to evaluate the...
View ArticleThe Elaboration Likelihood Model of Persuasion
AbstractOn New Year’s Day, 1986, U.S. President Ronald Reagan and U.S.S.R. Premier Mikhail Gorbachev appeared on television in each others countries. It was the first time that American and Russian...
View ArticleEpilogue
AbstractWe began this monograph with questions about the likely effectiveness of televised speeches given on New Year’s Day by the American president and the Soviet premier to national audiences in...
View ArticleEgo-Involvement and Persuasion: An Appreciative Look at the Sherif’s...
AbstractIt has been 30 years since Sherif and Hovland’s (1961) Social Judgment volume in the Yale series on attitude and communication was published. This text, which was the fourth and final monograph...
View ArticleEmotion Specificity and Consumer Behavior: Anger, Sadness, and Preference for...
AbstractWe examine the influence of two specific negative emotions (i.e., sadness and anger) on consumers' preference for an advertised product promoting either activity (e.g., exercise) or passivity...
View ArticleNonverbal Behavior of Persuasive Sources: A Multiple Process Analysis
AbstractThis article describes the basic mechanisms by which the nonverbal behavior of a communicator can influence recipients’ attitudes and persuasion. We review the literature on classic variables...
View ArticleHedonic vs. epistemic goals in processing persuasive communications:...
AbstractPractitioners and researchers interested in designing wise interventions often recommend increasing personal involvement to be successful. Early research demonstrated that personal involvement...
View ArticleParalinguistic Features Communicated through Voice can Affect Appraisals of...
AbstractThis article unpacks the basic mechanisms by which paralinguistic features communicated through the voice can affect evaluative judgments and persuasion. Special emphasis is placed on exploring...
View ArticleMetacognitive Confidence Can Increase but Also Decrease Performance in...
AbstractThe present research examined the role of metacognitive confidence in understanding to what extent people’s valenced thoughts guide their performance in academic settings. First, students were...
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