Processes of Social Influence: The Elaboration Likelihood Model of Persuasion

1985 ◽  
pp. 215-274 ◽  
Author(s):  
JOHN T. CACIOPPO ◽  
RICHARD E. PETTY ◽  
CAL D. STOLTENBERG
Keyword(s):  
Social Influence ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Likelihood Model

scholarly journals Social influence and external feedback control in humans

2021 ◽  
Author(s):  
Martin Weiß ◽  
Mario Gollwitzer ◽  
Johannes Hewig
Keyword(s):  
Social Influence ◽  
Feedback Loop ◽  
Social Influences ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Selection Mechanism ◽  
Goal State ◽  
Likelihood Model ◽  
State Reference ◽  
Central Route

This article aimed to describe social influence by elucidating the cognitive, affective, and motivational processes present when an individual is confronted with an influence attempt. We hypothesized that these processes are part of a feedback loop system in an individual, which entails a situation (input), a goal state (reference), a comparator, a selection mechanism, a feedback predictor, and an action (output). Each element can become the target of social influence. We aimed to classify/explain different social influences by how these elements are targeted. Trying to persuade another person with strong arguments (i.e., the “central route,” according to the Elaboration Likelihood Model) denotes targeting the goal state of the affected individual; coercion targets the selection mechanism; and violence targets action. Summarizing, the present framework aims to categorize, order, and explain phenomena in social influence research using a feedback loop framework focusing on the influenced individual.

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