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

Understanding Attitudes and Predicting Social Behavior

1980 • 25,812 citations

A Theory of Cognitive Dissonance

2017 • 18,931 citations

Self-Perception Theory

1972 • 5,026 citations

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

1980 • 4,596 citations

Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement

1983 • 4,388 citations

Attitudes and Persuasion: Classic and Contemporary Approaches

1981 • 3,388 citations

Impression Management: The Self-Concept, Social Identity, and Interpersonal Relations.

1981 • 2,116 citations

Processes of Opinion Change

1961 • 2,067 citations

Communication and Persuasion: Psychological Studies of Opinion Change.

1954 • 2,017 citations

Personal involvement as a determinant of argument-based persuasion.

1981 • 1,746 citations

The generation effect: Delineation of a phenomenon.

1978 • 1,501 citations

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

1979 • 1,423 citations

Cognitive Responses in Persuasion

2014 • 1,229 citations

Direct Experience And Attitude-Behavior Consistency

1981 • 1,184 citations

Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change

1968 • 962 citations

Effects of message repetition and position on cognitive response, recall, and persuasion.

1979 • 721 citations

Communication modality as a determinant of persuasion: The role of communicator salience.

1983 • 490 citations

Attitudes established by classical conditioning.

1958 • 481 citations

Attitude and Attitude Change

1981 • 469 citations

Effects of source expertness, physical attractiveness, and supporting arguments on persuasion: A case of brains over beauty.

1980 • 315 citations

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

1982 • 291 citations

Communication discrepancy and intent to persuade as determinants of counterargument production

1967 • 271 citations

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

1980 • 247 citations

Effects of Forwarning of Persuasive Intent and Involvement on Cognitive Responses and Persuasion

1979 • 244 citations

Elastic shifts of opinion: Determinants of direction and durability.

1976 • 233 citations

Comprehensibility of persuasive arguments as a determinant of opinion change.

1974 • 160 citations

The effect of quantity and quality of verbal interaction on ratings of leadership ability

1975 • 139 citations

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

1974 • 135 citations

Positive and negative attitudinal affect established by classical conditioning.

1970 • 133 citations

Facilitating effects of "eating-while-reading" on responsiveness to persuasive communications.

1965 • 110 citations

Experiments on the alteration of group structure

1965 • 98 citations

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

1976 • 78 citations

Communicator Attractiveness and Expertise, Emotional Versus Rational Appeals, and Persuasion: A Heuristic Versus Systematic Processing Interpretation

1983 • 72 citations

Intelligence, comprehension, and opinion change1

1976 • 71 citations

Effect of interaction rate on ratings of leadership and liking.

1973 • 53 citations

Sex Differences in Influenceability

1980 • 50 citations

Competence, counterarguing, and attitude change

1969 • 47 citations

Effects of Rates of Talking and Correctness of Decisions on Leader Choice in Small Groups

1969 • 47 citations

The Impact of Quality and Frequency of Task Contributions on Perceived Ability

1973 • 45 citations

Rate of participation and expertise as factors influencing leader choice.

1975 • 32 citations

Information search and attribution: Cognitive processes mediating the effect of false autonomic feedback

1979 • 17 citations

Cognitive Response, Imagery, and Scripts: What Is the Cognitive Basis of Attitude?

1978 • 15 citations

Access to Attitude-Relevant Information in Memory as a Determinant of Persuasion: The Role of Message and Communicator Attributes.

1982 • 3 citations

Deleted Work

1955 • 0 citations