According to the elaboration likelihood model elm petty and cacioppo 1986. Fiske and taylor 1984 claim that most human beings are essentially cognitive misers frequently rely on simple and time. The elaborationlikelihood model elm petty and cacioppo 1981 commentary applying the elm applying the elm why do people follow the peripheral route. The basic model has a continuum from high elaboration or thought or low elaboration or thought. Thus, the hypothesis that issuerelevant argumentation becomes a more important determinant of persuasion as the personal rel. Dual process theories in social psychology guilford press, new york. Cacioppo 1984, source factors and the elaboration likelihood model of persuasion, in advances in consumer research volume 11, eds.
Petty and cacioppo 1986 and earlier, apsler and sears 1968 and papageorgis 1968 have distinguished between forewarning of intent to persuade versus forewarning of the content of the appeal. All articles are the sole of the respective publishers permission to access ed pdf files must be requested before downloading by clicking here. The elaboration likelihood model considers the variables of the attitude change approachthat is, features of the source of the persuasive message, contents of the message, and characteristics of. The elaboration likelihood model petty and cacioppo, 1986, one of the most frequently cited models of persuasion, explains how shaping attitudes also shapes behaviors. It has been over 10 years since we initiated work on our first series of collaborative experiments. The elaborationlikelihood model elm petty and cacioppo.
The elaboration likelihood and metacognitive models of attitudes. Volume 19, pages iiix, 68 1986 download full volume. The authors are grateful to rob greene, nancy stabler. Tiffany and margaret blake distinguished service professor of psychology and of psychiatry and behavioral neuroscience, and director of the center for cognitive and social neuroscience, university of chicago. Oclcs webjunction has pulled together information and resources to assist library staff as they consider how to handle coronavirus. Cacioppo is tiffany and margaret blake distinguished service professor in the department of psychology, director of the social psychology program, and codirector of the institute for mind and biology at the university of chicago. Advances in consumer research volume 11, 1984 pages 668672. Communication and persuasion central and peripheral. This chapter outlines the two basic routes to persuasion. Jul 31, 2011 the purpose of this video is to educate the general public on a classic study conducted by richard e. Over the past three decades, the elaboration likelihood model elm, introduced by social psychologists richard petty and john cacioppo petty, 1977. Elaboration likelihood model, and cacioppo s theory of. Numerous and frequentlyupdated resource results are available from this search. The elaborationlikelihood model elm petty and cacioppo 1.
Communication and persuasion central and peripheral routes to attitude change. Cacioppo, the elaboration likelihood model of persuasion. Petty university of iowa university of missouri columbia four studies are reported in which a scale to assess the need for cognition i. Receive an update when the latest chapters in this book series are published. Cacioppo, they intended to provide a general framework for organizing, categorizing, and understanding the basic processes underlying the effectiveness of persuasive communications the study of attitudes and persuasion began as the central focus of. In study 1 a pool of items was administered to groups known to. Reliable information about the coronavirus covid19 is available from the world health organization current situation, international travel.
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. Cacioppo is associate pro fessor of psychology at the university of iowa, iowa city, ia 52242. In view of richard petty and john cacioppos impressive and important research within the framework of the cognitiveresponses approach to persuasion it is perhaps not surprising that they would write a. Petty 1984,the elaboration likelihood model of persuasion, in na advances in consumer research volume 11, eds. See petty and cacioppo 1986 for discussion of the relationship between these.
Petty and john cacioppo proposed a dual process theory focused in the field of social psychology in 1986. In their theory, there are two different routes to persuasion in making decisions. Elaboration likelihood model, and cacioppo s theory of persuasion 1543 words 7 pages 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. John terrence cacioppo 12 june 1951 5 march 2018 was the tiffany and margaret blake distinguished service professor at the university of chicago. Elaboration likelihood model is a general theory of attitude change. Their theory is called the elaboration likelihood model of persuasion. The last of the three theories of persuasion discussed here is the elaboration likelihood model created by petty and cacioppo. In the former case, subjects know only that a persuasion attempt is imminent. Personal involvement as a determinant of argumentbased. Change springer series in social psychology 1986 edition, kindle edition. Incorporating the principles of the elaboration likelihood model into your messages and design will maximize your influence on user attitudes and, therefore, behaviors. Petty is associate professor of psychology at the university of missouri, columbia, mo 65211. Wellknown models of persuasion, namely, the elaboration likelihood model elm, petty and cacioppo, 1986.
The elaboration likelihood model elm of persuasion is a dual process theory describing the change of attitudes. The elaboration likelihood and metacognitive models of. It is being extremely influential in the document is the most important thinking about customer attitudes and the psychological models that have been used by marketers to understand them. John cacioppo is the tiffany and margaret blake distinguished service professor of psychology, director of the center for cognitive and social neuroscience, and pastdirector of the arete initiative of the office of the vice president for research and national laboratories at the university of chicago. The elaboration likelihood model of persuasion article pdf available. Doua perioade diferite au putut fi remarcate 19862000. Monographs of the society for research in child development. He founded the university of chicago center for cognitive and social neuroscience and the director of the arete initiative of the office of the vice president for research and national laboratories at the university of chicago.
These theories are grouped into seven major approaches, each presented and evaluated in a separate chapter. The elaboration likelihood model is best described by petty and cacioppo 1986 as outlining the best way for a persuader to activate both the central route and the peripheral route to influence a change in attitude em griffin, 2012, p. Petty and wegener, 1999 as cited in appel and richter, 2007. By the end of this chapter, you should have a better understanding of why no1 all ratings of 8 on a 9point scale are alike, and you should also have a framework for appreciating why certain variables e. Cacioppo has 22 books on goodreads with 9651 ratings. Advances in experimental social psychology, 19, 123205. David schumann is a graduate student in psychology at the university of missouri. Elaboration likelihood model project gutenberg self. Appropriate for both upper level undergraduates and graduates in the. The elaboration likelihood model of persuasion springerlink. I will focus this discussion on petty and cacioppos elm because more research examines it. Each contributes in an important way to a complete understanding of the persuasion process.
The purpose of this video is to educate the general public on a classic study conducted by richard e. We enjoyed arguing with each other at our initial meeting in 1973 and have sub. Communication and persuasion central and peripheral routes. In any given situation, the likelihood of elaboration thinking varies. Communication and persuasion richard petty springer. The elaboration likelihood model of persuasion sciencedirect.
891 372 1357 634 1079 1038 178 665 35 666 52 1171 1535 791 681 710 757 1434 1262 1315 1086 1104 675 674 1484 916 732 993 408 105