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Scholarly and artistic references from the Instructors Manual and addition to the website


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Chapter 15—Elaboration Likelihood Model

For a brief history of social influence research, see William D. Crano, “Milestones in the Psychological Analysis of Social Influence,” Group Dynamics, Vol. 4, 2000, pp. 68-80.

 

Applied contexts of ELM

Allison Lazard and Lucy Atkinson, “Putting Environmental Infographics Center Stage: The Role of Visuals at the Elaboration Likelihood Model’s Critical Point of Persuasion,” Science Communication, Vol. 37, 2015, pp. 6-33.

Edith MacDonald, Taciano Milfont, and Michael Gavin, “Applying the ElaborationLikelihoodModel to Increase Recall of Conservation Messages and Elaboration by Zoo Visitors,” Journal of Sustainable Tourism, Vol. 24, 2016, pp. 866-881.

Anna R. McAlister and Danielle Bargh, “Dissuasion: The Elaboration Likelihood Model and Young Children,” Young Consumers, Vol. 17, 2016, pp. 210-225.

 

Organizational and Health Communication applications

Thomas H. Allison, Blakley C. Davis, Justin W. Webb, Jeremy C. Short, “Persuasion in crowdfunding: An elaboration likelihood model of crowdfunding performance,” Journal of Business VenturingVol. 32, 2017, pp. 707-725.

Nilesh S. Bhutada, Brent L. Rollins, and Matthew Perri III, “Impact of Animated Spokes-Characters in Print Direct-to-Consumer Prescription Drug Advertising: An Elaboration Likelihood Model Approach,” Health Communication, Vol. 32, 2017, pp. 391-400.

Amy Bleakley, Amy B. Jordan, Michael Hennessy, Karen Glanz, Andrew Strasser, and Sarah Vaala, “Do Emotional Appeals in Public Service Advertisements Influence Adolescents’ Intention to Reduce Consumption of Sugar-Sweetened Beverages?,” Journal of Health Communication, Vol. 20, 2015, pp. 938-948.

John A. Fortunato, “How the Citi Olympic Sponsorship Strategy Uses the Jnowledge of the Elaboration Likelihood Model,” Journal Of Financial Services Marketing, Vol. 21, 2016, pp. 76-85.

John Fortunato, “Sponsorship and the Elaboration Likelihood Model: BMW's 2014 Winter Olympic Brand Strategy,” Journal Of Brand Strategy, Vol. 4, 2015, pp. 83-95.

Jing-Ti Han, Qun Chen, Jian-Guo Liu, Xiao-Lan Luo, and Weiguo Fan, “The Persuasion of Borrowers’ Voluntary Information in Peer to Peer Lending: An Empirical Study Based on Elaboration Likelihood Model,” Computers In Human Behavior, Vol. 78, 2018, pp. 200-214.

 

Computer-mediated and Hashtag activism

Lanier Frush Holt, “Using the Elaboration Likelihood Model to Explain to Whom ‘#Black Lives Matter’...and to Whom it Does Not,” Journalism Practice, Vol. 12, 2018, pp. 146-161.

Hyang-Sook Kim and Mun-Young Chung, “It Matters Who Shares and Who Reads: Persuasive Outcomes of Location Check-ins on Facebook,” International Journal of Mobile Communications, Vol. 16, 2018, pp. 135-152.

Gayle Kerr, Don E. Schultz, Philip J. Kitchen, Frank J. Mulhern, and Park Beede, “Does Traditional Advertising Theory Apply to the Digital World? A Replication Analysis Questions the Relevance of the Elaboration Likelihood Model,” Journal of Advertising Research, Vol. 55, 2015, pp. 390-400.

Yoon-Joo Lee and Hoyoung Ahn, “The Interaction Effects of Social Norms and Dissatisfaction Toward Drinking on Willingness to Visit and Comment on Binge Drinking Prevention Facebook,” Journal of Promotion Management, Vol. 23, 2017, pp. 813-833.

 

Theoretical concerns and comparisons

Jaehwan Kwon and Dhananjay Nayakankuppam, “Strength without Elaboration: The Role of Implicit Self-Theories in Forming and Accessing Attitudes,” Journal of Consumer Research, Vol. 42, 2015, pp. 316-339.

Alfred Kobsa, Hichang Cho, and Bart P. Knijnenburg, “The Effect of Personalization Provider Characteristics on Privacy Attitudes and Behaviors: An Elaboration Likelihood Model Approach,” Journal of the Association for Information Science and Technology, Vol. 67, 2016, pp. 2587-2606.

 

Other relevant articles by Richard Petty or Cacioppo

Pablo Briñol, Richard E. Petty, Geoffrey R. O. Durso, and Derek D. Rucker, “Power and Persuasion: Processes by Which Perceived Power Can Influence Evaluative Judgments,” Review of General Psychology, Vol. 21, 2017, 223-241.

John T. Cacioppo, Stephanie Cacioppo, and Richard E. Petty, “The Neuroscience of Persuasion: A Review with an Emphasis on Issues and Opportunities,” Social Neuroscience, Vol. 13, 2018, pp. 129-172.

Beatriz Gandarillas, Pablo Briñol, Richard E. Petty, Darío Díaz, “Attitude Change as a Function of the Number of Words in Which Thoughts are Expressed,” Journal of Experimental Social Psychology, Vol. 74, 2018, pp. 196-211.

Javier Horcajo, Pablo Briñol, and Richard E. Petty, “Majority Versus Minority Source Status and Persuasion: Processes of Primary and Secondary Cognition,” in Majority and Minority Influence: Societal Meaning and Cognitive Elaboration, Stamos Papastamou, Antonis Gardikiotis, and Gerasimos Prodromitis (eds.), Routledge/Taylor & Francis, New York, 2017, pp. 98-116.

Richard E. Petty, “Two Routes to Persuasion,” in Scientists Making a Difference: One Hundred Eminent Behavioral and Brain Scientists Talk About Their Most Important Contributions, Robert J. Sternberg, Susan T. Fiske, and Donald J. Foss (eds.), Cambride University Press, New York, 2016, pp. 373-376.

S. Christian Wheeler, Richard E. Petty, and George Y. Bizer, “Self-Schema Matching and Attitude Change: Situational and Dispositional Determinants of Message Elaboration,” Journal of Consumer Research, Vol. 31, 2005, pp. 787-797.

 

Emotions in persuasion

David DeSteno, Richard E. Petty, Derek D. Rucker, Duane T. Wegener, and Julia Braverman, “Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies,” Journal of Personality and Social Psychology. Vol. 86, 2004, pp. 43-56.

Jonathan Hasford, David M. Hardesty, and Blair Kidwell, “More Than a Feeling: Emotional Contagion Effects in Persuasive Communication,” Journal of Marketing Research, Vol. 52, 2015, pp. 836-847.

Fang-Chi Lu and Jayati Sinha, “Speaking to the Heart: Social Exclusion and Reliance on Feelings Versus Reasons in Persuasion,” Journal of Consumer Psychology, Vol. 27, 2017, pp. 409-421.

Gerben A. VanKleef, Helma van den Berg, and Marc W. Heerdink, “The Persuasive Power of Emotions: Effects of Emotional Expressions on Attitude Formation and Change,” Journal of Applied Psychology100, 2015, pp. 1124-1142.

 

Ethical reflections

For the classical source for the analogy between the lover and the persuader, see Plato’s Phaedrus

For a discussion that parallels the chapter’s discussion of  “topology of false (unethical) lovers”, see Wayne Brockriede, “Arguers as Lovers,” Philosophy & Rhetoric, Vol. 5, 1972, pp. 1-11. 



You can access Further Resouces for a particular chapter in several ways:

  • Switch to View by Theory, then select the desired theory/chapter from the drop-down list at the top of the page. Look in the list of available resources.
  • To quickly find a theory by chapter number, use the Table of Contents and link from there. It will take you directly to the theory with available options highlighted.
  • You can also use the Theory List, which will take you directly to the theory with available options highlighted.

Back to top



Resources
by Type






 VIDEOS


 ESSAY


 LINKS


 RESOURCES



Instructors can get
additional resources.
Read more

New to Theory
Resources?

Find out more
in this short
video overview
(3:01).

Further Resources
10th Edition
CHANGE TO
View by Theory

Scholarly and artistic references from the Instructors Manual and addition to the website


List mode: Normal (click on theory name to show detail) | Show All details | Clear details

Chapter 15—Elaboration Likelihood Model

For a brief history of social influence research, see William D. Crano, “Milestones in the Psychological Analysis of Social Influence,” Group Dynamics, Vol. 4, 2000, pp. 68-80.

 

Applied contexts of ELM

Allison Lazard and Lucy Atkinson, “Putting Environmental Infographics Center Stage: The Role of Visuals at the Elaboration Likelihood Model’s Critical Point of Persuasion,” Science Communication, Vol. 37, 2015, pp. 6-33.

Edith MacDonald, Taciano Milfont, and Michael Gavin, “Applying the ElaborationLikelihoodModel to Increase Recall of Conservation Messages and Elaboration by Zoo Visitors,” Journal of Sustainable Tourism, Vol. 24, 2016, pp. 866-881.

Anna R. McAlister and Danielle Bargh, “Dissuasion: The Elaboration Likelihood Model and Young Children,” Young Consumers, Vol. 17, 2016, pp. 210-225.

 

Organizational and Health Communication applications

Thomas H. Allison, Blakley C. Davis, Justin W. Webb, Jeremy C. Short, “Persuasion in crowdfunding: An elaboration likelihood model of crowdfunding performance,” Journal of Business VenturingVol. 32, 2017, pp. 707-725.

Nilesh S. Bhutada, Brent L. Rollins, and Matthew Perri III, “Impact of Animated Spokes-Characters in Print Direct-to-Consumer Prescription Drug Advertising: An Elaboration Likelihood Model Approach,” Health Communication, Vol. 32, 2017, pp. 391-400.

Amy Bleakley, Amy B. Jordan, Michael Hennessy, Karen Glanz, Andrew Strasser, and Sarah Vaala, “Do Emotional Appeals in Public Service Advertisements Influence Adolescents’ Intention to Reduce Consumption of Sugar-Sweetened Beverages?,” Journal of Health Communication, Vol. 20, 2015, pp. 938-948.

John A. Fortunato, “How the Citi Olympic Sponsorship Strategy Uses the Jnowledge of the Elaboration Likelihood Model,” Journal Of Financial Services Marketing, Vol. 21, 2016, pp. 76-85.

John Fortunato, “Sponsorship and the Elaboration Likelihood Model: BMW's 2014 Winter Olympic Brand Strategy,” Journal Of Brand Strategy, Vol. 4, 2015, pp. 83-95.

Jing-Ti Han, Qun Chen, Jian-Guo Liu, Xiao-Lan Luo, and Weiguo Fan, “The Persuasion of Borrowers’ Voluntary Information in Peer to Peer Lending: An Empirical Study Based on Elaboration Likelihood Model,” Computers In Human Behavior, Vol. 78, 2018, pp. 200-214.

 

Computer-mediated and Hashtag activism

Lanier Frush Holt, “Using the Elaboration Likelihood Model to Explain to Whom ‘#Black Lives Matter’...and to Whom it Does Not,” Journalism Practice, Vol. 12, 2018, pp. 146-161.

Hyang-Sook Kim and Mun-Young Chung, “It Matters Who Shares and Who Reads: Persuasive Outcomes of Location Check-ins on Facebook,” International Journal of Mobile Communications, Vol. 16, 2018, pp. 135-152.

Gayle Kerr, Don E. Schultz, Philip J. Kitchen, Frank J. Mulhern, and Park Beede, “Does Traditional Advertising Theory Apply to the Digital World? A Replication Analysis Questions the Relevance of the Elaboration Likelihood Model,” Journal of Advertising Research, Vol. 55, 2015, pp. 390-400.

Yoon-Joo Lee and Hoyoung Ahn, “The Interaction Effects of Social Norms and Dissatisfaction Toward Drinking on Willingness to Visit and Comment on Binge Drinking Prevention Facebook,” Journal of Promotion Management, Vol. 23, 2017, pp. 813-833.

 

Theoretical concerns and comparisons

Jaehwan Kwon and Dhananjay Nayakankuppam, “Strength without Elaboration: The Role of Implicit Self-Theories in Forming and Accessing Attitudes,” Journal of Consumer Research, Vol. 42, 2015, pp. 316-339.

Alfred Kobsa, Hichang Cho, and Bart P. Knijnenburg, “The Effect of Personalization Provider Characteristics on Privacy Attitudes and Behaviors: An Elaboration Likelihood Model Approach,” Journal of the Association for Information Science and Technology, Vol. 67, 2016, pp. 2587-2606.

 

Other relevant articles by Richard Petty or Cacioppo

Pablo Briñol, Richard E. Petty, Geoffrey R. O. Durso, and Derek D. Rucker, “Power and Persuasion: Processes by Which Perceived Power Can Influence Evaluative Judgments,” Review of General Psychology, Vol. 21, 2017, 223-241.

John T. Cacioppo, Stephanie Cacioppo, and Richard E. Petty, “The Neuroscience of Persuasion: A Review with an Emphasis on Issues and Opportunities,” Social Neuroscience, Vol. 13, 2018, pp. 129-172.

Beatriz Gandarillas, Pablo Briñol, Richard E. Petty, Darío Díaz, “Attitude Change as a Function of the Number of Words in Which Thoughts are Expressed,” Journal of Experimental Social Psychology, Vol. 74, 2018, pp. 196-211.

Javier Horcajo, Pablo Briñol, and Richard E. Petty, “Majority Versus Minority Source Status and Persuasion: Processes of Primary and Secondary Cognition,” in Majority and Minority Influence: Societal Meaning and Cognitive Elaboration, Stamos Papastamou, Antonis Gardikiotis, and Gerasimos Prodromitis (eds.), Routledge/Taylor & Francis, New York, 2017, pp. 98-116.

Richard E. Petty, “Two Routes to Persuasion,” in Scientists Making a Difference: One Hundred Eminent Behavioral and Brain Scientists Talk About Their Most Important Contributions, Robert J. Sternberg, Susan T. Fiske, and Donald J. Foss (eds.), Cambride University Press, New York, 2016, pp. 373-376.

S. Christian Wheeler, Richard E. Petty, and George Y. Bizer, “Self-Schema Matching and Attitude Change: Situational and Dispositional Determinants of Message Elaboration,” Journal of Consumer Research, Vol. 31, 2005, pp. 787-797.

 

Emotions in persuasion

David DeSteno, Richard E. Petty, Derek D. Rucker, Duane T. Wegener, and Julia Braverman, “Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies,” Journal of Personality and Social Psychology. Vol. 86, 2004, pp. 43-56.

Jonathan Hasford, David M. Hardesty, and Blair Kidwell, “More Than a Feeling: Emotional Contagion Effects in Persuasive Communication,” Journal of Marketing Research, Vol. 52, 2015, pp. 836-847.

Fang-Chi Lu and Jayati Sinha, “Speaking to the Heart: Social Exclusion and Reliance on Feelings Versus Reasons in Persuasion,” Journal of Consumer Psychology, Vol. 27, 2017, pp. 409-421.

Gerben A. VanKleef, Helma van den Berg, and Marc W. Heerdink, “The Persuasive Power of Emotions: Effects of Emotional Expressions on Attitude Formation and Change,” Journal of Applied Psychology100, 2015, pp. 1124-1142.

 

Ethical reflections

For the classical source for the analogy between the lover and the persuader, see Plato’s Phaedrus

For a discussion that parallels the chapter’s discussion of  “topology of false (unethical) lovers”, see Wayne Brockriede, “Arguers as Lovers,” Philosophy & Rhetoric, Vol. 5, 1972, pp. 1-11. 



You can access Further Resouces for a particular chapter in several ways:

  • Switch to View by Theory, then select the desired theory/chapter from the drop-down list at the top of the page. Look in the list of available resources.
  • To quickly find a theory by chapter number, use the Table of Contents and link from there. It will take you directly to the theory with available options highlighted.
  • You can also use the Theory List, which will take you directly to the theory with available options highlighted.

Back to top



The screen on this device is not wide enough to display Theory Resources. Try rotating the device to landscape orientation to see if more options become available.
Resources available to all users:

  • Theory Overview—abstract of each chapter
  • Self-Help Quizzes—for student preparation
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  • Key Names—important names and terms in each chapter
  • Conversation Videos—interviews with theorists
  • Application Logs—student application of theories
  • Essay Questions—for student prepatation
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  • Links—web resources related to each chapter
  • Primary Sources—for each theory with full chapter coverage
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  • Changes—for each theory, since the previous edition
  • Theory Archive—PDF copies from the last edition in which a theory appeared

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  • Short Answer Quizzes—suggested questions and answers
  • Compare Texts—comparison of theories covered in A First Look and ten other textbooks

Information for Instructors. Read more


 

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