Central and peripheral routes to persuasion
An individual difference perspective
Bibliographic Data
| ID | 6204441 |
|---|---|
| Authors | John T Cacioppo (0000-0002-0049-3509), Richard E Petty (0000-0002-2870-8575), Chuan Feng Kao, Regina Rodríguez (0000-0002-8268-7867) |
| Year | 1986 |
| Volume | 51 |
| Issue | 5 |
| Pages | 1032-1043 |
| Publication date | 1986-11-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.51.5.1032 |
| OpenAlex | W2085126443 |
| Language | EN |
| Citations received | 179 |
| References cited | 25 |
Deux experiences differenciant les sujets selon le niveau de leurs besoins en cognition examinent les effets de ces derniers sur le traitement d'un message et le persuasion et mettent a l'epreuve un modele associant un mode de pensee extensif a une plus forte correspondance entre attitude et comportement
Perspective (graphical) · Persuasion · Persuasive communication · Behavioral Health and Interventions · Communication in Education and Healthcare · Cultural Differences and Values · Psychology · Social Psychology
Believing the Message, Buying the Cause
On Second-Guessing the Theory of Second-Guessing
Dance to Prosper
Negative Affective Language in Politics
Optimal distinctiveness, values, and uncertainty orientation
The effects of variations in confession evidence and need for cognition on jurors’ decisions
An examination of sexual orientation- and transgender-based hate crimes in the post-Matthew Shepard era
Conceptual and Methodological Issues in the Elaboration Likelihood Model of Persuasion
Whose Children? Protecting Unaccompanied Migrant Children in Europe
What drives public support for health policies ? The protection-motivated mediating model of institutional trust and risk paradox
Socio-demographics, implicit attitudes, explicit attitudes, and sustainable consumption in supermarket shopping
How We Conceptualize Our Attitudes Matters
The Persuasive Effects of Emotive Visual Imagery
Heart and Mind in Conflict
Believe Me, I Have No Idea What I'm Talking About
The Construal (In)compatibility Effect
Investment and intellect
Relationship between attitudes and evaluative space
Dispositional differences in cognitive motivation
A meta-analytic investigation of the relation between interpersonal attraction and enacted behavior
Self-esteem and intelligence affect influenceability
Moderation of classic social psychological effects by demographics in the U.S. adult population
Ambivalence and Persuasion
Information, Values, and Opinion
The Mismeasure of the Self
Implicit social cognition
Media Effects
Kollektive Informationsverarbeitung von Medieninhalten
Durably reducing transphobia
The rationality of informal argumentation
Persuasion by a Single Route
Why Do People Watch News They Do Not Trust? The Need for Cognition as a Moderator in the Association Between News Media Skepticism and Exposure
Intergroup relations
What Do Others’ Reactions to News on Internet Portal Sites Tell Us? Effects of Presentation Format and Readers’ Need for Cognition on Reality Perception
The Cognitive Mediation Model
The Very Efficient Assessment of Need for Cognition
To buy or not to buy? A social dilemma perspective on green buying
Atmosphere at Briefing Sessions and Its Influence on Local Residents’ Intention to Participate in Discussion
Meta-Cognition Predicts Attitude Depolarization and Intentions to Engage With the Opposition Following Pro-Attitudinal Advocacy
Age differences in adaption of persuasion strategies in advertising
The differential processing of price in gains and losses
Need for Cognition and Choice Framing Effects
Moderating Effects of Need for Cognition on Attractiveness Stereotyping
Relationships among Trust in Messages, Risk Perception, and Risk Reduction Preferences Based upon Avian Influenza in Taiwan
Dimensions and Assessments of Advertising Literacy
Fewer but More Elaborate
Marketing communication in the metaverse
Facilitating adaptive learning
How trust in the government's flood response influences perception of flood hazard risk
Diversity’s Impact on the Quality of Deliberations
The similarity-attraction paradigm in persuasive technology
Human-in-the-loop AI for policy communication
The model of collective information processing (MCIP)
The detachment of responsibility
Can Stress Put Digital Privacy at Risk? Evidence from a Controlled Experiment Examining the Impact of Acute Stress on Privacy Decisions on a Simulated Social Network Site
Enhancing Public Health Policy Communication Through Government–Citizen Social Media Interactions
The principle of procreative beneficence and its implications for genetic engineering
Do task instructions affect argument evaluation when accounting for individual differences in reasoning ability and dispositions
Why people choose Apps
To download or not to download the Covid-19 Track and Trace App? What is more influential in users’ minds
Influencing HIV Testing Intentions
Do Vaping Prevention Messages Impact Adolescents and Young Adults? A Meta-Analysis of Experimental Studies
Gain-Loss Framing and Social Distancing
Examining the antecedents of everyday rumor retransmission
Examining the effects of disinformation and trust on social media users' Covid-19 vaccine decision-making
The effect of novel linguistic-based review features on review helpfulness through information ecosystem and ELM theories
Mental availability
Should travel influencers be human or virtual? Comparing effectiveness for material and experiential products
Navigating organic influence
When verbal metaphors become more persuasive
How to build strong self-efficacy? Durability and impact on physical performance from a persuasion approach / ¿Cómo construir una autoeficacia fuerte? Durabilidad e impacto en el rendimiento físico desde un enfoque basado en la persuasión
The investigation of emotional arousal and contextual moderators influencing the perceived truthfulness of online rumors
Under pressure
Susceptibility to social influence strategies and persuasive system design
Choosing a driverless or conventional taxi
When E-Commerce Personalization Systems Show and Tell
The Effects of Dynamic Product Presentation and Contextual Backgrounds on Consumer Purchase Intentions
Shifted by Similarity? How Politically Targeted Ads Based on Party and Issue Persuade Voters
Sustainable last-mile delivery
Using large-language models to analyse social media engagement with the public sector communication on circular economy
What drives disagreement about moral hypocrisy? Perceived comparability and how people exploit it to criticize enemies and defend allies
Media Effects on Ethnic Identity Among Linguistic Majorities and Minorities
Rebels With a Cause
Running Out of Water! Developing a Message Typology and Evaluating Message Effects on Attitude Toward Water Conservation
Constructing policy narratives for transnational mobilization
Barriers to powering past coal
The origins of information processing preferences in politics
Celebrity culture, level of education and trust in media institutions
Risk perception and citizens’ policy compliance in the Covid-19 pandemic crisis
The Formation of Stakeholders' Trust in Regulatory Agencies
Don't Bi-Negative
Bargaining with patriarchy or converting men into pro-feminists
Narrative Versus Statistical Evidence in Environmental Persuasion
Effect of nature of the game on ad-persuasion in online gaming context
An empirical examination of the role of attributions in psychological entitlement and its outcomes
Introducing the construct curiosity for predicting job performance
Individual differences in reverse Hindsight bias
The empirical development of the normative message processing scale
Psychological predictors of political Internet use and political knowledge in light of the perceived complexity of political issues
I like what I see
The Efficient Assessment of Need for Cognition
Direct Experience And Attitude-Behavior Consistency
The Empirical Exploration of Intrinsic Motivational Processes
Telling more than we can know
Self-Generated Attitude Change
The Elaboration Likelihood Model of Persuasion
Cognitive Responses in Persuasion
Intelligence, comprehension, and opinion change1
Measurement and Some Correlates of Need-Cognition
Factor Analysis of the Need for Cognition
A Dimension of Cognitive Motivation
Curiosity and Need for Cognition
Need for Cognition
Need for cognition, attitudes, and the 1984 Presidential election
The Ringelmann effect
Undermining children's intrinsic interest with extrinsic reward
Temporal instability as a moderator of the attitude–behavior relationship
Amount of information about the attitude object and attitude–behavior consistency
Elastic shifts of opinion
Effects of need for cognition on message evaluation, recall, and persuasion
Many hands make light the work
Heuristic versus systematic information processing and the use of source versus message cues in persuasion
The need for cognition
An experimental investigation of need for cognition
| Unique citing works | 179 |
|---|---|
| Citations per year | 4,47 |
| Citation span | 1986 - 2026 (41) |
| Citation velocity | current |
| Highly cited | Yes |
| Citation types | Neutral: 155 |