Communication and Persuasion

1. Front Matter

   Pages i-xiv

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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

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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 sub­ 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.

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

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

  Richard E. Petty

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

  John T. Cacioppo

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