The elaborationlikelihood model elm petty and cacioppo 1. The elaboration likelihood and metacognitive models of. Petty 1984,the elaboration likelihood model of persuasion, in na advances in consumer research volume 11, eds. Advances in experimental social psychology, 19, 123205. I will focus this discussion on petty and cacioppos elm because more research examines it. Cacioppo is associate pro fessor of psychology at the university of iowa, iowa city, ia 52242. The elaboration likelihood model of persuasion article pdf available.
Communication and persuasion richard petty springer. The elaboration likelihood model of persuasion sciencedirect. Over the past three decades, the elaboration likelihood model elm, introduced by social psychologists richard petty and john cacioppo petty, 1977. Doua perioade diferite au putut fi remarcate 19862000. Jul 31, 2011 the purpose of this video is to educate the general public on a classic study conducted by richard e. 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. The elaboration likelihood model petty and cacioppo, 1986, one of the most frequently cited models of persuasion, explains how shaping attitudes also shapes behaviors. Appropriate for both upper level undergraduates and graduates in the. The last of the three theories of persuasion discussed here is the elaboration likelihood model created by petty and cacioppo. Personal involvement as a determinant of argumentbased. All articles are the sole of the respective publishers permission to access ed pdf files must be requested before downloading by clicking here. Their theory is called the elaboration likelihood model of persuasion. This chapter outlines the two basic routes to persuasion.
It has been over 10 years since we initiated work on our first series of collaborative experiments. Change springer series in social psychology 1986 edition, kindle edition. Advances in consumer research volume 11, 1984 pages 668672. Thus, the hypothesis that issuerelevant argumentation becomes a more important determinant of persuasion as the personal rel. Cacioppo, the elaboration likelihood model of persuasion. David schumann is a graduate student in psychology at the university of missouri. The elaboration likelihood model elm of persuasion is a dual process theory describing the change of attitudes. 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. 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. Each contributes in an important way to a complete understanding of the persuasion process. 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. 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.
Oclcs webjunction has pulled together information and resources to assist library staff as they consider how to handle coronavirus. Petty and wegener, 1999 as cited in appel and richter, 2007. Reliable information about the coronavirus covid19 is available from the world health organization current situation, international travel. According to the elaboration likelihood model elm petty and cacioppo 1986. Petty university of iowa university of missouri columbia four studies are reported in which a scale to assess the need for cognition i. Communication and persuasion central and peripheral. Petty and john cacioppo proposed a dual process theory focused in the field of social psychology in 1986. This classic text surveys a number of different theoretical approaches to the related phenomena of attitude and belief change. The purpose of this video is to educate the general public on a classic study conducted by richard e. The elaboration likelihood model of persuasion acr. Monographs of the society for research in child development. The elaborationlikelihood model elm petty and cacioppo. Elaboration likelihood model project gutenberg self. 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.
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. 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. Cacioppo has 22 books on goodreads with 9651 ratings. Elaboration likelihood model is a general theory of attitude change. Volume 19, pages iiix, 68 1986 download full volume. 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. 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. Petty is associate professor of psychology at the university of missouri, columbia, mo 65211.
The elaboration likelihood and metacognitive models of attitudes. 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. John terrence cacioppo 12 june 1951 5 march 2018 was the tiffany and margaret blake distinguished service professor at the university of chicago. Dual process theories in social psychology guilford press, new york. In any given situation, the likelihood of elaboration thinking varies. In their theory, there are two different routes to persuasion in making decisions. Cacioppo 1984, source factors and the elaboration likelihood model of persuasion, in advances in consumer research volume 11, eds. We enjoyed arguing with each other at our initial meeting in 1973 and have sub. Incorporating the principles of the elaboration likelihood model into your messages and design will maximize your influence on user attitudes and, therefore, behaviors. The elaboration likelihood model of persuasion springerlink. The elaborationlikelihood model elm petty and cacioppo 1981 commentary applying the elm applying the elm why do people follow the peripheral route.
The authors are grateful to rob greene, nancy stabler. In study 1 a pool of items was administered to groups known to. See petty and cacioppo 1986 for discussion of the relationship between these. Wellknown models of persuasion, namely, the elaboration likelihood model elm, petty and cacioppo, 1986.
In the former case, subjects know only that a persuasion attempt is imminent. 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. These theories are grouped into seven major approaches, each presented and evaluated in a separate chapter. Fiske and taylor 1984 claim that most human beings are essentially cognitive misers frequently rely on simple and time. 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. Communication and persuasion central and peripheral routes. Communication and persuasion central and peripheral routes to attitude change. 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. Receive an update when the latest chapters in this book series are published. The basic model has a continuum from high elaboration or thought or low elaboration or thought. Elaboration likelihood model, and cacioppo s theory of. Numerous and frequentlyupdated resource results are available from this search.