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  • © 1986

Communication and Persuasion

Central and Peripheral Routes to Attitude Change

Part of the book series: Springer Series in Social Psychology (SSSOC)

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  • ISBN: 978-1-4612-4964-1
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Table of contents (9 chapters)

  1. Front Matter

    Pages i-xiv
  2. The Elaboration Likelihood Model of Persuasion

    • Richard E. Petty, John T. Cacioppo
    Pages 1-24
  3. Methodological Factors in the ELM

    • Richard E. Petty, John T. Cacioppo
    Pages 25-59
  4. The Ability to Elaborate in a Relatively Objective Manner

    • Richard E. Petty, John T. Cacioppo
    Pages 61-79
  5. The Motivation to Elaborate in a Relatively Objective Manner

    • Richard E. Petty, John T. Cacioppo
    Pages 81-109
  6. Biased Elaboration

    • Richard E. Petty, John T. Cacioppo
    Pages 111-140
  7. Message Elaboration versus Peripheral Cues

    • Richard E. Petty, John T. Cacioppo
    Pages 141-172
  8. Consequences of the Route to Persuasion

    • Richard E. Petty, John T. Cacioppo
    Pages 173-195
  9. Intricacies of the Elaboration Likelihood Model

    • Richard E. Petty, John T. Cacioppo
    Pages 197-216
  10. Epilogue

    • Richard E. Petty, John T. Cacioppo
    Pages 217-224
  11. Back Matter

    Pages 225-262

About this book

It has been over 10 years since we initiated work on our first series of collaborative experiments. As graduate students, we had great fun planning, conducting, and writing this research (Petty & Cacioppo, 1977). We enjoyed arguing with each other at our initial meeting in 1973 and have subĀ­ sequently become best friends, but neither of us suspected at the time that we would or could actively maintain a research collaboration over the next decade, or that we would now find ourselves in a position to write this monograph. As we note in Chapter 1, we began our studies of persuasion at a time when social psychology was in "crisis," and interest in research on attitude change in particular was declining. As we write this, we are aware of six new volumes on persuasion that are in press or in preparation and that should appear over the next few years. In retrospect, it is not so surprising that research on attitudes and persuasion would reemerge as a central concern of social psychology. We believe that human feelings, beliefs, and behaviors, whether in the domain of interpersonal relations (e. g. , marriage, aggression), politics (e. g. , voting, revolution), health (e. g. , following a medical regimen), or economics (e. g. , consumer purchases) are greatly influenced by the evaluations people have of other people, objects, and issues. Furthermore, evaluations (attitudes) are influenced by affect, cognition, and behavior.

Keywords

  • Action
  • Aggression
  • Evaluation
  • Evolution
  • Motivation
  • Persuasion
  • behavior
  • cognition
  • communication
  • personality
  • planning
  • politics
  • psychology
  • social psychology

Authors and Affiliations

  • Department of Psychology, University of Missouri, Columbia, USA

    Richard E. Petty

  • Department of Psychology, University of Iowa, Iowa City, USA

    John T. Cacioppo

Bibliographic Information

  • Book Title: Communication and Persuasion

  • Book Subtitle: Central and Peripheral Routes to Attitude Change

  • Authors: Richard E. Petty, John T. Cacioppo

  • Series Title: Springer Series in Social Psychology

  • DOI: https://doi.org/10.1007/978-1-4612-4964-1

  • Publisher: Springer New York, NY

  • eBook Packages: Springer Book Archive

  • Copyright Information: Springer-Verlag New York Inc. 1986

  • Softcover ISBN: 978-1-4612-9378-1

  • eBook ISBN: 978-1-4612-4964-1

  • Edition Number: 1

  • Number of Pages: XIV, 264

  • Topics: Cognitive Psychology, Media and Communication, Sociology

Buying options

eBook USD 119.00
Price excludes VAT (USA)
  • ISBN: 978-1-4612-4964-1
  • Instant PDF download
  • Readable on all devices
  • Own it forever
  • Exclusive offer for individuals only
  • Tax calculation will be finalised during checkout
Softcover Book USD 159.99
Price excludes VAT (USA)