Advisors providing non-commercial service encounters are neither trained nor explicitly incentivized to persuade the advisee. However, a whole range of encounters may benefit from enhanced persuasiveness to prevent the advisee from taking counterproductive decisions. Persuasion literature from the field of social psychology points to the persuadee’s involvement as a central factor of persuasive...

Two experiments were conducted to advance our understanding of the effects of forewarning on persuasion. In Experiment 1, personal involvement, warning of message content, and distraction during the forewarning-message interval were manipulated. The results indicated that if warned subjects were personally involved with the attitude issue, they became resistant to the persuasive appeal when the...

Undergraduates expressed their attitudes about a product after being exposed to a magazme ad under conditions of either high or low product involvement. The ad contained either strong or weak arguments for the product and featured either prominent sports celebrities or average citizens as endorsers. The manipulation of argument quality had a greater impact on attitudes under high than low invol...

The Interaction of Endorser Attractiveness and Involvement in Persuasion Depends on the Goal That Guides Message Processing Author(s): Sharon Shavitt, Suzanne Swan, Tina M. Lowrey, Michaela Wanke Source: Journal of Consumer Psychology, Vol. 3, No. 2 (1994), pp. 137-162 Published by: Lawrence Erlbaum Associates (Taylor & Francis Group) Stable URL: http://www.jstor.org/stable/1480669 Accessed: 26...

This study looked into the way in which Singapore implemented the use of information technology in its schools. It adopted a process framework in using the diffusion approach to study the issue. Instead of focusing primarily on the outcome of adoption it also looked at context and actors’ dimensions. The study found that the communication process was persuasion-oriented instead of interaction-o...

With a goal to investigate the dynamics of online persuasion, this research extends the Elaboration Likelihood Model to determine the relative effects of argument quality as a central route to influence attitude change versus design elements (specifically image appeal, navigation design, and connectedness) as peripheral route cues to attitude change. Results emanating from this research are bas...

change. Journal of Abnormal and Social Psychology, 60, 345–353. McGuire, W. J. (1981). The probabilogical model of cognitive structure and attitude change. In R. E. Petty, T. M. Ostrom, & T. C. Brock (Eds.), Cognitive responses in persuasion (pp. 291–307). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc. Petty, R. E. (1994). Two routes to persuasion: State of the art. In G. d’Ydewalle, P. Eelen...

Copyright © 2002 International Communication Association The impact of entertainment-education messages on beliefs, attitudes, and behavior is typically explained in terms of social cognitive theory principles. However, important additional insights regarding reasons why entertainment-education messages have effects can be derived from the processing of persuasive content in narrative messages....