The Proposition-Probability Model of Argument Structure and Message Acceptance
Bibliographic Data
| ID | 2214559 |
|---|---|
| Authors | Charles S Areni (0000-0002-7000-4926, Macquarie University, corresponding author) |
| Year | 2002 |
| Volume | 29 |
| Issue | 2 |
| Pages | 168-187 |
| Publication date | 2002-09-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/341569 |
| OpenAlex | W2107702446 |
| Language | EN |
| Citations received | 5 |
| References cited | 48 |
Drawing on aspects of logic, classical rhetoric, psycholinguistics, social psychology, and probability theory, this article develops the proposition-probability model (PPM) of argument structure and message acceptance in which verbal arguments are decomposed into arrays of three types of propositions: (a) product claims, (b) data supporting those claims, and (c) conditional rules specifying the relationship between the data and the claims. The propositions making up a given argument can be stated, entailed, presupposed, conversationally implicated, and/or linguistically signaled. Message acceptance is based on the formation and/or modification of beliefs corresponding to the propositions in a given argument. For purposes of making precise predictions regarding the effectiveness of various argument structures, these beliefs are represented in terms of probabilities associated with each proposition. Several postulates are derived from the PPM, and directions for future research on communication and persuasion are discussed. Copyright 2002 by the University of Chicago
Argument (complex analysis) · Cognition · Epistemology · Linguistics · Persuasion · Proposition · Psycholinguistics · Rhetoric · Computer Science · Digital Communication and Language · Language, Discourse, Communication Strategies · Language, Metaphor, and Cognition · Philosophy · Psychology · Social Psychology
The psychology of attitudes
The Discourse of Advertising
The Uses of Argument
Discourse Markers
On the conflict between logic and belief in syllogistic reasoning
Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change
Judgment under uncertainty
Judgment under Uncertainty
Logic and Conversation
An investigation of the effects of language style and communication modality on persuasion
The Language of Advertising
The Language of Television Advertising
The effects of involvement on responses to argument quantity and quality
Powerful Versus Powerless Language
The Bridge from Text to Mind
Visual Rhetoric in Advertising
What If Consumer Experiments Impact Variances as well as Means? Response Variability as a Behavioral Phenomenon
A probabilistic analysis of the relationships among belief and attitudes
Toward theories of persuasion and belief change
Promoting systematic processing in low-motivation settings
Effects of involvement on persuasion
Consumer Research and Semiotics
Effects of Presentation Order and Communication Modality on Recall and Attitude
Spontaneous Inference Processes in Advertising
An Integrative Framework for Understanding Two-Sided Persuasion
Central and Peripheral Routes to Advertising Effectiveness
Images in Advertising
Changing Brand Attitudes Through Modification of Cognitive Structure
Message-Evoked Thoughts
The Effects of Argument Structure and Affective Tagging on Product Attitude Formation
Figures of Rhetoric in Advertising Language
Standing on the Shoulders of Ancients
The Effects of Frequency Knowledge on Consumer Decision Making
| Unique citing works | 5 |
|---|---|
| Citations per year | 0.23 |
| Citation span | 2004 - 2023 (20) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 5 |