Communication and Persuasion¶
Petty, R. E., & Cacioppo, J. T. (1986). Communication and Persuasion: Central and Peripheral Routes to Attitude Change. Springer-Verlag.
Cited by¶
3 citations across 3 artifacts.
Each citation links to the sentence it supports in the citing article.
Domain-specific¶
- Central Route Processing
- Central route processing is the persuasion-pathway concept from Petty and Cacioppo's Elaboration Likelihood Model (ELM)
SupportedVerified against the work's full text
“This theory, which we have called the [Elaboration] [Likelihood] [Model] (ELM), outlines two "routes to persuasion”
- Central route processing is the persuasion-pathway concept from Petty and Cacioppo's Elaboration Likelihood Model (ELM)
- Dual-process Theory
- the two-system architecture organizes judgment-and-decision-making, heuristics-and-biases, and reasoning research. Behavioral economics — choice architecture aims at the fast process (defaults, framing, salience) while preserving deliberative override for those who exercise it. Law — distinctions between premeditation and impulse, with procedural rules (cooling-off periods, mandatory disclosures) explicitly engineered to recruit the slow process. Education — explicit instruction in deliberative checks ("stop and think," metacognition) and debiasing curricula target the slow process. Marketing and persuasion — Petty and Cacioppo's elaboration-likelihood model
This sourceThe monograph setting out Petty and Cacioppo's elaboration likelihood model of persuasion, with central and peripheral routes to attitude change.
SupportedVerified against the source
- the two-system architecture organizes judgment-and-decision-making, heuristics-and-biases, and reasoning research. Behavioral economics — choice architecture aims at the fast process (defaults, framing, salience) while preserving deliberative override for those who exercise it. Law — distinctions between premeditation and impulse, with procedural rules (cooling-off periods, mandatory disclosures) explicitly engineered to recruit the slow process. Education — explicit instruction in deliberative checks ("stop and think," metacognition) and debiasing curricula target the slow process. Marketing and persuasion — Petty and Cacioppo's elaboration-likelihood model
Mechanisms¶
- Identity-Resonance Message Review
- … "we checked it" a real, auditable event instead of a vibe: every appeal has a traceable release decision, and the evidence-backbone gate is the structural defense against the archetype's central hazard — resonance quietly replacing reasoning by winning on peripheral cues while the argument route goes unexamined.
This sourceDistinguishes persuasion through peripheral cues from scrutiny of the message arguments.
- … "we checked it" a real, auditable event instead of a vibe: every appeal has a traceable release decision, and the evidence-backbone gate is the structural defense against the archetype's central hazard — resonance quietly replacing reasoning by winning on peripheral cues while the argument route goes unexamined.
Verification¶
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