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

Self-Perception Theory

1972 • 5,026 citations

Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses.

1979 • 1,423 citations

Attitude and Attitude Change.

1972 • 1,422 citations

Script processing in attitude formation and decision making.

1976 • 683 citations

Cognition and Social Behavior

2014 • 664 citations

Experiments on Mass Communication

2017 • 616 citations

Distraction can enhance or reduce yielding to propaganda: Thought disruption versus effort justification.

1976 • 590 citations

Communication modality as a determinant of message persuasiveness and message comprehensibility.

1976 • 424 citations

Statistical Reasoning in Psychology and Education.

1979 • 412 citations

Attitude and Attitude Change

1966 • 312 citations

The handbook of social psychology, 2nd ed.

1968 • 260 citations

Speed of speech and persuasion.

1976 • 250 citations

Elastic shifts of opinion: Determinants of direction and durability.

1976 • 233 citations

An attribution analysis of the effect of communicator characteristics on opinion change: The case of communicator attractiveness.

1975 • 220 citations

Distraction increases yielding to propaganda by inhibiting counterarguing.

1970 • 218 citations

Involvement and communication discrepancy as determinants of opinion conformity.

1960 • 205 citations

Ego-involvement, discrepancy, source credibility, and attitude change.

1970 • 196 citations

Comprehensibility of persuasive arguments as a determinant of opinion change.

1974 • 160 citations

A summary of experimental research on the effects of evidence in persuasive communication

1969 • 150 citations

Relative persistence of opinion change induced by active compared to passive participation.

1967 • 100 citations

Social psychology : a cognitive approach

1972 • 98 citations

Effects of ego-involvement conditions on attitude change to high and low credibility communicators.

1969 • 89 citations

Communicator attractiveness and opinion change.

1971 • 84 citations

Involvement and dogmatism as inhibitors of attitude change

1965 • 82 citations

When what is said is important: A comparison of expert and attractive sources

1976 • 78 citations

Intelligence, comprehension, and opinion change1

1976 • 71 citations

Effect of commitment on responsiveness to an extreme consonant communication.

1972 • 46 citations

Effects of arousal and information about its source upon attitude change

1971 • 32 citations

Attitudinal effects of communicator attractiveness when one chooses to listen.

1967 • 20 citations

Effects of false positive and negative arousal feedback on persuasion.

1974 • 20 citations

The Effects of Heckling and Media of Presentation on the Impact of a Persuasive Communication

1975 • 18 citations

The effects of an overheard audience's reaction and attractiveness on opinion change

1972 • 16 citations

THE USE OF SOURCE VERSUS MESSAGE CUES IN PERSUASION: AN INFORMATION PROCESSING ANALYSIS.

1977 • 15 citations

Self-attribution of attitude as a function of belief feedback

1976 • 2 citations