Petty and cacioppos elaboration likelihood model elm. The assessment of factorial invariance in need for cognition. Oct 17, 2020 systematic processors attend to argument quality and are more likely to adopt the position advocated in the persuasive message if it contains valid, highquality arguments than if it does not petty and cacioppo, 1984. Effects of need for cognition on message evaluation, recall, and. In study 1 a pool of items was administered to groups known to differ in need for. Journal of personality assessment volume 48, 1984 issue 3. Central and peripheral routes to persuasion, journal of personality and social psychology,46, 6981. Thus, the hypothesis that issuerelevant argumentation becomes a more important determinant of persuasion as the personal rel. However, other scholars have also worried about the substantial. The elaboration likelihood model of persuasion sciencedirect. Human nature and the need for social connections written with william patrick.
Its basic postulate is that when people are confronted with a persuasive message, they want to assess the validity of the messages claim. John terrence cacioppo 12 june 1951 5 march 2018 was the tiffany and margaret blake distinguished service professor at the university of chicago. Journal of personality and social psychology, 46, 6981. One is when people have the motivation and the ability to carefully process and think about the air arguments within a counterattitudinal message, in which they use the central route of persuasion. An individual differences perspective on assessing cognitive. Cacioppo and petty created the need for cognition scale in 1982. Advances in experimental social psychology, 19, 123205. The effects of involvement on responses to argument. In 1982, a new measure of a personality trait called need for cognition was introduced by cacioppo and petty. The model aims to explain different ways of processing stimuli, why they are used, and their outcomes on attitude change. The life and times of individuals varying in need for cognition. Mar 01, 1987 the power of this new trait is briefly discussed.
The elaboration likelihood model of persuasion springerlink. Petty and cacioppo 1984 showed that when the issue was of low. Personal involvement as a determinant of argumentbased. Findings suggest that a peripheral route to persuasion, connected to subjective decision making processes is more frequently used, contrasting cacioppo and petty s argument, based on which a central route should be more common, due to its higher rate of effectiveness cacioppo and petty, 1984. Cacioppo j t petty r e 1984 the elaboration likelihood model of persuasion. In this last decade several researchers have kept the flame of attitude change research alive, most notably richard petty and john cacioppo. Cacioppo and david schumann, title central and peripheral routes to advertising effectiveness.
Elaboration likelihood model petty and cacioppos theory of persuasion is one of the most highly studied theories, in 1986 they published an article, in which they posted that there are two routes through which persuasion can take place. I will focus this discussion on petty and cacioppo s elm because more research examines it. David schumann is a graduate student in psychology at the university of missouri. Petty and cacioppo 1986a, 1986b state that there are two routes to persuasion. Dual process models of persuasion and juror decision. Jan 01, 1986 this chapter outlines the two basic routes to persuasion. Need for cognition scale measurement instrument database. Appropriate for both upper level undergraduates and graduates in the. Advertising corporate social responsibility initiatives to communicate. Petty university of iowa university of missouri columbia four studies are reported in which a scale to assess the need for cognition i. The effects of involvement on response to argument quantity and quality. Petty is associate professor of psychology at the university of missouri, columbia, mo 65211. Likelihood model of persuasion, in advances in consumer research.
He founded the university of chicago center for cognitive and social neuroscience and the director of. In the remainder of this article we will outline the elm as a series of postulates that make explicit the guiding assumptions and principles of the model. For example, if the statement is extremely uncharacteristic of you or of what you believe about yourself not at all like you please place a 1. Petty and cacioppo s elaboration likelihood model elm. We will also provide a methodology for testing the major processes. Citeseerx central and peripheral routes to advertising. For each of the statements below, please indicate whether or not the statement is characteristic of you or of what you believe. The concept of argument quality in the elaboration. In addition, evidence for elaboration likelihood increasing can b e found in recipients increasingly discriminating between strong and weak arguments e. Advances in consumer research volume 11, 1984 pages 673675. The elaborationlikelihood model elm petty and cacioppo 1981 commentary applying the elm applying the elm why do people follow the peripheral route. Download for offline reading, highlight, bookmark or take notes while you read communication and persuasion.
Pdf the effects of involvement on responses to argument quantity. The relationship between social support and physiological processes. It has been over 10 years since we initiated work on our first series of collaborative experiments. Cacioppo, university of iowa abstract the elabora tion likelihood model of persuasion elm is discussed as it relates to source factors in persuasion. Advances in consumer research volume 11, 1984 pages 668672 source factors and the elaboration likelihood model of persuasion richard e. We enjoyed arguing with each other at our initial meeting in 1973 and have sub sequently become best friends, but neither of us suspected at the time that we would or could actively maintain a research collaboration over the next decade, or that. Communication and persuasion central and peripheral. The effects of involvement on responses to argument quantity and. Abstract multiple routes to persuasion have begun to appear in analyses of consumer attitudes and attitude change. Cacioppo is associate pro fessor of psychology at the university of iowa, iowa city, ia 52242. He was the author of more than a dozen books, including loneliness.
An individual differences perspective on assessing. The central route to persuasion consists of thoughtful consideration of the arguments ideas, content of the message. Mar 05, 2021 for this exercise, your task is to estimate the reliability and validity of a measure of need for cognition ncog. Journal of personality assessment 48 3, 306307, 1984. Pdf effects of message repetition on argument processing. Petty to develop the elaboration likelihood model elm of attitudes and persuasion and began investigations of individual differences in cognitive motivation. Cacioppo 1984 the effects of involvement on responses to argument quantity and argument quality. Central and peripheral routes to attitude change ebook written by richard e.
This classic text surveys a number of different theoretical approaches to the related phenomena of attitude and belief change. He wrote hundreds of articles and more than a dozen books including loneliness. In study 1 a pool of items was administered to groups known to differ in need for cognition. The elaborationlikelihood model elm petty and cacioppo. The elaboration likelihood model elm of persuasion is a dual process theory describing the change of attitudes. Ratings 67% 3 2 out of 3 people found this document helpful. An spss data file is included in the assignment folder, with responses from 294 college students. Within the data file you will find raw scores for ncog items, as well as. Effects of the use of introductory rhetorical questions versus statements on. Journal of personality and social psychology, 461, 6981. In the peripheral route, persuasive influences are more tangential to the issues at hand.
The moderating role of involvement, journal journal of consumer research, year 1983, pages 5146. Elaboration likelihood model, and cacioppo s theory of. Part of the argumentation library book series arga, volume 8. Dual process models of persuasion and juror decision making. We enjoyed arguing with each other at our initial meeting in 1973 and have sub sequently become best friends, but neither of us suspected at the time that we would or could actively. Two years later, cacioppo and petty collaborated with chuan feng kao to shorten the scale to the 18item format. In a series of studies, cacioppo and petty developed and refined an eighteenitem inventory that possessed high internal con sistency, testretest reliability, and convergent and discriminant validity cacioppo, petty, and kao, 1984. Work on need for cognition cacioppo, petty, and morris 1983, hedonic and. Cacioppo j t petty r e 1984 the elaboration likelihood. The 18item need for cognition scale has been used in several settings. Assessing the willingness to elaborate among young. Journal of personality and social psychology, 42, 1161.
These theories are grouped into seven major approaches, each presented and evaluated in a separate chapter. Dec 06, 2012 cacioppo was a neuroscientist with an expertise in loneliness. Cacioppo and petty 1982 developed a scale to measure nfc, which has been explored in relation to a variety of. The elm emphasizes the cognitive processing with which people react to persuasive communications. The concept of argument quality in the elaboration likelihood. The effects of involvement on responses to argument quantity. One route is based on the thoughtful consideration of arguments central to the issue, whereas the other is based on the affective associations or simple inferences tied to peripheral cues in the persuasion context. The elaborationlikelihood model elm petty and cacioppo 1. They also examined the social and biological influences on mind and behavior. Each contributes in an important way to a complete understanding of the persuasion process. The authors are grateful to rob greene, nancy stabler.
Cacioppo 1984 source factors and the elaboration likelihood model. The elaboration likelihood model of persuasion acr. Need for cognition, attitudes, and the 1984 presidential. William patrick, former editor for science and medicine at harvard university press, is editor in chief of the. A person who scores high on need for cognition tends to generate more thoughts and to elaborate more on presented information. According to this model, if people react to a persuasive communication by reflecting on the content of the message and its supporting arguments, the subsequent. When a receiver is doing central processing, he or she is being an active participant in the process of persuasion. They have in this volume produced a wellorganized, systematic presentation of their work, and it is certainly one of the most important books on experimental studies of attitudes in the past two decades. Fiske and taylor 1984 claim that most human beings are essentially cognitive misers frequently rely on simple and time. Cacioppo, university of iowa abstract the elaboration likelihood model of persuasion elm is discussed as it relates to source factors in persuasion. Petty and cacioppo 1981 have developed the elaboration likelihood model of persuasion which explains the peripheral route to persuasion and the central route.
61 259 707 1725 1671 2 721 1763 685 880 779 84 235 336 1368 1254 1255 1268 1598 1564