Persuasion: Theory and Research

advertising advocated Ajzen anticipated emotions Applied Social Psychology assessment atti attitude change attitude functions attitude object attitudinal attribute belief strength Cacioppo Cialdini cognitive communicator communicator's components concerning condom Consumer Research correlation counterattitudinal credibility DeBono discussion dissonance theory Eagly & Chaiken elaboration likelihood elaboration likelihood model example Experimental Social Psychology expertise factors favorable fear appeal Fishbein FITD heuristic influence persuasive investigations issue-relevant Journal of Applied Journal of Personality Journal of Social judgments Lawrence Erlbaum low self-monitors ments meta-analysis motivation need for cognition O'Keefe one's perceived peripheral cues personal relevance Personality and Social persuasive effects persuasive messages persuasive outcomes Petty physical attractiveness planned behavior positive prediction primacy effect processes receiver's receivers refusal skills relatively research evidence role salient beliefs scales self-efficacy sleeper effect strategy studies suggests theory of planned theory of reasoned tion tive topic trustworthiness tude unimodel variable variations