Communicator Attributes and Persuasion

Advances In Experimental Social Psychology

2022 • 21,549 citations

The need for cognition.

1982 • 4,856 citations

Heuristic versus systematic information processing and the use of source versus message cues in persuasion.

1980 • 4,596 citations

Cognitive Responses in Persuasion

2014 • 1,229 citations

The heuristic model of persuasion.

1987 • 1,114 citations

Psychological Foundations of Attitudes

1968 • 839 citations

Effects of need for cognition on message evaluation, recall, and persuasion.

1983 • 775 citations

Retrieval of attitude-relevant information from memory: Effects on susceptibility to persuasion and on intrinsic motivation.

1982 • 291 citations

Cognitive Theories of Persuasion

1984 • 261 citations

Access to attitude-relevant information in memory as a determinant of persuasion: The role of message attributes

1985 • 231 citations

Access to attitude-relevant information in memory as a determinant of attitude-behavior consistency

1986 • 215 citations

Stages in the analysis of persuasive messages: The role of causal attributions and message comprehension.

1981 • 118 citations

On Defining Attitude and Attitude Theory

1968 • 104 citations