Counseling pretreatment and the Elaboration Likelihood Model of attitude change.

1986 ◽  
Vol 33 (2) ◽  
pp. 107-114 ◽  
Author(s):  
Martin Heesacker
Keyword(s):  
Attitude Change ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Likelihood Model

Deliberative vs Disingenuous Subjects on the Social Desirability of Need for Cognition

1993 ◽  
Vol 77 (1) ◽  
pp. 95-98 ◽  
Author(s):  
James M. Hunt ◽  
Anindya Chatterjee ◽  
Jerome B. Kernan
Keyword(s):  
Social Desirability ◽  
Attitude Change ◽  
Need For Cognition ◽  
Elaboration Likelihood Model ◽  
Short Version ◽  
Elaboration Likelihood ◽  
Individual Difference Variable ◽  
The Social ◽  
Likelihood Model ◽  
Cognition Scale

Petty and Cacioppo's need for cognition scale (NCS)—both long version and short version—correlated significantly with the social desirability scale of Crowne and Marlowe. Inasmuch as need for cognition is an important individual-difference variable in Petty and Cacioppo's elaboration likelihood model of attitude change, caution seems warranted whenever this model is used in settings associated with cognitive achievement, lest subjects disingenuously feign cognitive need in a socially desirable attempt to appear “smart” or deliberative.

Changing men's male gender-role attitudes by applying the elaboration likelihood model of attitude change

Sex Roles ◽  
1996 ◽  
Vol 35 (9-10) ◽  
pp. 563-580 ◽  
Author(s):  
Jeff E. Brooks-Harris ◽  
Martin Heesacker ◽  
Cristina Mejia-Millan
Keyword(s):  
Gender Role ◽  
Attitude Change ◽  
Gender Role Attitudes ◽  
Elaboration Likelihood Model ◽  
Male Gender ◽  
Elaboration Likelihood ◽  
Likelihood Model ◽  
Male Gender Role

The Elaboration Likelihood Model and Psychotherapeutic Persuasion

1989 ◽  
Vol 3 (3) ◽  
pp. 181-199 ◽  
Author(s):  
Cal D. Stoltenberg ◽  
Mark M. Leach ◽  
Avery Bratt
Keyword(s):  
Cognitive Processing ◽  
Attitude Change ◽  
Decision Rules ◽  
Elaboration Likelihood Model ◽  
Cognitive Effort ◽  
Elaboration Likelihood ◽  
Psychotherapeutic Process ◽  
Likelihood Model ◽  
Subsequent Behavior ◽  
Central Route

The psychotherapeutic process has long been considered a context for persuasion. The Elaboration Likelihood Model of Persuasion provides an integrative framework from which to examine the process of persuasion in psychotherapy. Various source, message, recipient, and context factors interact in a complex manner to produce attitude change. Two routes to persuasion are presented and their relevance for psychotherapy are discussed. The central route requires more effort and more active cognitive processing on the part of the client, resulting in relatively permanent attitudes that are predictive of subsequent behavior. The peripheral route requires minimal cognitive effort, relying on cues in the situation or rather simple decision rules. Attitudes resulting from this route are relatively temporary and are not predictive of subsequent behavior. Both routes to persuasion are characteristic of the psychotherapeutic process. The role of affect in information processing and methods for encouraging central route processing are discussed.

Blowing the Whistle: Individual Persuasion under Perceived Threat of Retaliation

2017 ◽  
Vol 29 (2) ◽  
pp. 97-111 ◽  
Author(s):  
Randall F. Young
Keyword(s):  
Experimental Study ◽  
Attitude Change ◽  
Elaboration Likelihood Model ◽  
Perceived Threat ◽  
Elaboration Likelihood ◽  
Persuasive Messages ◽  
Likelihood Model ◽  
Employee Attitude ◽  
High Threat

ABSTRACT The effectiveness of the whistleblower as a control against misconduct and fraud is dependent on the willingness of the employee to report wrongdoings to the appropriate party. However, there is concern that a perceived threat of retaliation negatively affects one's attitude toward whistleblowing. The objective of this study is to examine whether the employee, even under threat of retaliation, can be persuaded to change his or her attitude toward blowing the whistle. The Elaboration Likelihood Model is used as the theoretical lens to investigate whether attitude change toward whistleblowing can occur and how perceived threat of retaliation impacts the persuasion process. This experimental study provides evidence that persuasive messages can change employee attitude toward whistleblowing but this change is most pronounced when persuasive messages are presented to employees who perceive a high threat of retaliation and are familiar with misconduct within the organization.

Voice and Advertising: Effects of Intonation and Intensity of Voice on Source Credibility, Attitudes toward the Advertised Service and the Intent to Buy

1996 ◽  
Vol 83 (1) ◽  
pp. 243-262 ◽  
Author(s):  
Claire Gélinas-Chebat ◽  
Jean-Charles Chebat ◽  
Alexander Vaninsky
Keyword(s):  
Attitude Change ◽  
Financial Services ◽  
Source Credibility ◽  
Student Loan ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Intensity Analysis ◽  
High Involvement ◽  
Automatic Teller Machine ◽  
Likelihood Model

Voice has been neglected in research on advertising and attitude change. In an experiment with 2 × 2 × 2 factorial design ( N = 279), several hypodieses derived from the Elaboration Likelihood Model and from phonetic literature were tested: 2 linguistically similar advertising messages on financial services of high (student loan) versus low (Automatic Teller Machine cards) involvement are recorded by a professional actor using 4 types of voice (2 levels of intonation of voice × 2 levels of intensity). Analysis by a system of simultaneous equations indicated that the effects of voice are different under low and high involvement. Intensity of voice affects credibility of the source significantly more under low than high involvement; intonation of voice affects credibility more under high than low involvement. Unexpectedly, characteristics of voice affect attitudes toward the advertised service and intent to buy.

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