Information utility and the multiple source effect.

The Elaboration Likelihood Model of Persuasion

1986 • 6,452 citations

Communication and Persuasion: Central and Peripheral Routes to Attitude Change

2015 • 4,885 citations

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

1980 • 4,596 citations

Attitudes and Persuasion: Classic and Contemporary Approaches

1981 • 3,388 citations

The Influence of Source Credibility on Communication Effectiveness

1951 • 3,039 citations

Many hands make light the work: The causes and consequences of social loafing.

1979 • 2,061 citations

Personal involvement as a determinant of argument-based persuasion.

1981 • 1,746 citations

The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion.

1984 • 1,569 citations

Cognitive Responses in Persuasion

2014 • 1,229 citations

Experiments on Mass Communication

2017 • 616 citations

Individual in Society

1962 • 483 citations

Cognitive Theories of Persuasion

1984 • 261 citations

The effects of group diffusion of cognitive effort on attitudes: An information-processing view.

1980 • 247 citations

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

1985 • 231 citations

Basic Group Processes

1983 • 186 citations

Similarity in the influence process: The belief-value distinction.

1973 • 161 citations

Effects of source magnification of cognitive effort on attitudes: An information-processing view.

1981 • 148 citations

The Relation of Cognitive and Memorial Processes to Persuasion in a Simulated Jury Trial

1974 • 135 citations

The Multiple Source Effect in Persuasion

1981 • 110 citations

Perception of groups, size of opposition, and social influence

1977 • 101 citations

Empirical tests of the absolute sleeper effect predicted from the discounting cue hypothesis.

1978 • 91 citations

Facilitative and Inhibiting Effects of Distraction on Attitude Change

1974 • 45 citations

Social Context Effects in Persuasion: The Effects of Multiple Sources and Multiple Targets

1983 • 26 citations

Deviancy and Group Orientation as Determinants of Group Composition Preferences

1973 • 24 citations