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Elaboration Likelihood Model

Richard Petty & John Cacippio

Chapter 15
Interpersonal Communication—Influence

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Theory Overview

Abstracts appear in Appendix A of the 7th Edition

Message elaboration is the central route of persuasion that produces major positive attitude change. It occurs when unbiased listeners are motivated and able to scrutinize arguments that they consider strong. Message-irrelevant factors hold sway on the peripheral path, a more common route that produces fragile shifts in attitude. (Socio-psychological tradition)

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