Affect and Persuasion

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CACIOPPO, J. T. and R. E. PETTY (1981) “Electromyograms as measures of extent and affectivity of information processing.”Amer. Psychologist 36: 441-456.

CACIOPPO, J. T. and R. E. PETTY (1982a) “A biosocial model of attitude change,” in J. T. Cacioppo and R. E. Petty (eds.) Perspectives in Cardiovascular Psychophysiology. New York: Guilford.

CACIOPPO, J. T. and R. E. PETTY (1982b) “The need for cognition.”J. of Personality and Social Psychology 42: 116-131.

CACIOPPO, J. T. and R. E. PETTY (1985) “Central and peripheral routes to persuasion: the role of message repetition,” in A. Mitchell and L. Alwitt (eds.) Psychological Processes and Advertising Effects. Hillsdale, NJ: Lawrence Erlbaum.

CACIOPPO, J. T. and R. E. PETTY (1987) “Stalking rudimentary processes of social influence: a psychophysiological approach,” in M. Zanna et al. (eds.) Social Influence: The Ontario Symposium, Vol. 5. Hillsdale, NJ: Lawrence Erlbaum.

CACIOPPO, J. T. and R. E. PETTY (forthcoming) “The elaboration likelihood model: the role of affect and affect-laden information processing on persuasion,” in A. Tybout and P. Cafferata (eds.) Cognitive and Affective Responses to Advertising. Hillsdale, NJ: Lawrence Erlbaum.

CACIOPPO, J. T. , R. E. PETTY , M. LOSCH , and H. KIM (1986) “Electromyographic activity over facial muscle regions can differentiate the valence and intensity of affective reactions.”J. of Personality and Social Psychology 50: 260-268.

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GRIFFIT, W. B. (1970) “Environmental effects on interpersonal behavior: ambient effective temperature and attraction.”J. of Personality and Social Psychology 15: 240-244.

HAUGTVEDT, C., R. E. PETTY, J. T. CACIOPPO, and T. STEIDLEY (forthcoming) “Personality and ad effectiveness.” Advances in Consumer Research.

ISEN, A. M. (1984) “Toward understanding the role of affect in cognition,” in R. Wyer and T. Srull (eds.) Handbook of Social Cognition, Vol. 3. Hillsdale, NJ: Lawrence Erlbaum.

ISEN, A. M. , K. A. DAUBMAN , and C. NOWICKI (1987) “Positive affect facilitates creative problem solving.”J. of Personality and Social Psychology 52: 1122-1131.

ISEN, A. M. and B. MEANS (1983) “The influence of positive affect on decision-making strategy.”Social Cognition 2: 18-31.

JANIS, K. L. , D. KAYE , and P. KIRSCHNER (1965) “Facilitating effects of `eating while reading' on responsiveness to persuasive communications.”J. of Personality and Social Psychology 1: 181-186.

JOHNSON, E. and A. TVERSKY (1983) “Affect, generalization, and the perception of risk.”J. of Personality and Social Psychology 45: 20-31.

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McGUIRE, W. J. (1985) “Attitudes and attitude change,” in G. Lindzey and E. Aronson (eds.) The Handbook of Social Psychology, Vol. 2 (3rd ed.). New York: Random House.

MILLAR, M. G. and A. TESSER (1986) “Effects of affective and cognitive focus on the attitude-behavior relation.”J. of Personality and Social Psychology 51: 270-276.

MOORE, D. L. , D. HAUSKNECHT , and K. THAMODARAN (1986) “Time compression, response opportunity, and persuasion.”J. of Consumer Research 13: 85-99.

PETTY, R. E. and J. T. CACIOPPO (1979) “Issue-involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses.”J. of Personality and Social Psychology 37: 1915-1926.

PETTY, R. E. and J. T. CACIOPPO (1980) “Effects of issue involvement on attitudes in an advertising context,” in G. Gorn and M. Goldberg (eds.) Proceedings of the Division 23 Program. Montreal: American Psychological Association.

PETTY, R. E. and J. T. CACIOPPO (1981) Attitudes and Persuasion: Classic and Contemporary Approaches. Dubuque, IA: Wm. C. Brown.

PETTY, R. E. and J. T. CACIOPPO (1984) “Source factors and the Elaboration Likelihood Model.”Advances in Consumer Research 11: 668-672.

PETTY, R. E. and J. T. CACIOPPO (1986a) Communication and Persuasion: Central and Peripheral Routes to Attitude Change. New York: Springer/Verlag.

PETTY, R. E. and J. T. CACIOPPO (1986b) “The Elaboration Likelihood Model of persuasion,” in L. Berkowitz (ed.) Advances in Experimental Social Psychology, Vol. 19. New York: Academic Press.

PETTY, R. E. , J. T. CACIOPPO , and J. KASMER (1987) “The role of affect in the Elaboration Likelihood Model,” in L. Donohew et al. (eds.) Communication, Social Cognition, and Affect. Hillsdale, NJ: Lawrence Erlbaum.

PETTY, R. E. , J. T. CACIOPPO , and D. SCHUMANN (1983) “Central and peripheral routes to advertising effectiveness: the moderating role of involvement.”J. of Consumer Research 10: 134-148.

PETTY, R. E. , S. G. HARKINS , and K. D. WILLIAMS (1980) “The effects of group diffusion of cognitive effort on attitudes: an information processing view.”J. of Personality and Social Psychology 38: 81-92.

PETTY, R. E. , J. KASMER , C. HAUGTVEDT , and J. T. CACIOPPO (1987) “Source and message factors in persuasion: a reply to Stiff's critique of the Elaboration Likelihood Model.”Communication Monographs 54: 233-249.

PETTY, R. E. , G. W. WELLS , and T. C. BROCK (1976) “Distraction can enhance or reduce yielding to propaganda: thought disruption versus effort justification,”J. of Personality and Social Psychology 34: 874-884.

PETTY, R. E. , G. L. WELLS M. HEESACKER , T. BROCK , and J. T. CACIOPPO (1983) “The effects of recipient posture on persuasion: a cognitive response analysis.”Personality and Social Psychology Bull. 9: 209-222.

PUCKETT, J. , R. E. PETTY , J. T. CACIOPPO , and D. FISHER (1983) “The relative impact of age and attractiveness stereotypes on persuasion.”J. of Gerontology 38: 340-343.

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ROGERS, R. (1983) “Cognitive and physiological processes in fear appeals and attitude change: a revised theory of protection motivation,” in J. T. Cacioppo and R. E. Petty (eds.) Social Psychophysiology: A Sourcebook. New York: Guilford.

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SANBONMATSU, D. , D. DIAMOND , J. GLEYZE , and F. KARDES (1986) “Arousal and persuasion.” Presented at the 59th Annual Meeting of the Midwestern Psychological Association, Chicago, May.

SCHUMANN, D. (1986) “Exploring the program/commercial relationships: how does attitude toward the program affect attitude toward the advertised product?” Doctoral dissertation, University of Missouri, Columbia.

SCHWARZ, N. , W. SERVAY , and M. KUMPF (1985) “Attribution of arousal as a mediator of fear-arousing communication.”J. of Applied Social Psychology 15: 178-188.

SRULL, T. K. (1983) “The role of prior knowledge in the acquisition, retention, and use of new information.”Advances in Consumer Research 10: 572-576.

STAATS, A. W. and C. K. STAATS (1958) “Attitudes established by classical conditioning.”J. of Abnormal and Social Psychology 57: 37-40.

STAATS, A. W. , C. K. STAATS , and H. L. CRAWFORD (1962) “First-order conditioning of meaning and the parallel conditioning of GSR.”J. of General Psychology 67: 159-167.

TAYLOR, S. E. (1981) “The interface of cognitive and social psychology,” in J. H. Harvey (ed.) Cognition, Social Behavior, and the Environment. Hillsdale, NJ: Lawrence Erlbaum.

TRIANDIS, H. C. (1971) Attitude and Attitude Change. New York: John Wiley.

WELLS, G. L. and R. E. PETTY (1980) “The effects of overt head movements on persuasion: compatibility and incompatibility of responses.”Basic and Applied Social Psychology 1: 219-230.

WOOD, W. , C. KALLGREN , and R. PRIESLER (1985) “Access to attitude relevant information in memory as a determinant of persuasion.”J. of Experimental Social Psychology 21: 73-85.

WORTH, L. T. and D. M. MACKIE (1987) “Cognitive mediation of positive affect in persuasion.”Social Cognition 5: 76-94.

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