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The content, structure, and operation of thought systems

1991 • 91 citations

Appraising the threat of illness: A mental representational approach.

1988 • 90 citations

Speed of Speech and Persuasion: Evidence for Multiple Effects

1995 • 90 citations

Negative Emotion and Message Processing

1994 • 87 citations

Temporal delay, type of forewarning, and resistance to influence

1975 • 85 citations

Internalization versus compliance: Differential processes underlying minority influence and conformity

1983 • 84 citations

Category ratings as "subjective expected values": Implications for attitude formation and change.

1973 • 84 citations

Experimental Studies of Changes in Attitudes: I. A Study of the Effect of Oral Argument on Changes of Attitude

1935 • 84 citations

Communicator attractiveness and opinion change.

1971 • 84 citations

Role of forewarning in persuasive communications.

1964 • 83 citations

Juror interpretations of ambiguous evidence: The need for cognition, presentation order, and persuasion.

1990 • 82 citations

Race of source effects in the Elaboration Likelihood Model.

1994 • 82 citations

Warning and persuasion.

1968 • 81 citations

On-line and memory-based modification of attitudes: Determinants of message recall^attitude change correspondence.

1990 • 80 citations

Self-esteem and susceptibility to social influence.

1967 • 80 citations

Effect on opinion change of how desirable the communication is to the audience the communicator addressed.

1967 • 79 citations

Effects of speech style and sex of speaker on person perception.

1979 • 79 citations

Outcome expectancy, locus of attribution for expectancy, and self-directed attention as determinants of evaluations and performance

1982 • 78 citations

Attitude formation and mere exposure phenomena: A nonartifactual explanation of empirical findings.

1976 • 78 citations

Attitude strength and vested interest.

1995 • 78 citations

Salience of a Communicator's Physical Attractiveness and Persuasion: A Heuristic Versus Systematic Processing Interpretation

1983 • 78 citations

Ego-Involvement and Persuasion: An Appreciative Look at the Sherif’s Contribution to the Study of Self-Relevance and Attitude Change

1992 • 78 citations

A field experiment on the comparative effectiveness of "emotional" and "rational" political leaflets in determining election results.

1936 • 78 citations

Conclusion-drawing, communicator credibility, and anxiety as factors in opinion change.

1957 • 77 citations

Cognitive reorganization in response to the hypnotic reversal of attitudinal affect1

1960 • 77 citations

Reasoning and the weighting of attributes in attitude judgments.

1996 • 76 citations

Preventive health psychology from a developmental perspective: An extension of protection motivation theory.

1996 • 76 citations

Persuasive Communication of Risk Information: A Test of Cue Versus Message Processing Effects in a Field Experiment

1991 • 76 citations

Reciprocal relation between attitudes and behavior recall: Committing people to newly formed attitudes.

1983 • 75 citations

First-Order Conditioning of Meaning and the Parallel Conditioning of a GSR

1962 • 75 citations

Communicator effectiveness in producing public conformity and private attitude change¹

1965 • 74 citations

Using causal persuasive arguments to change beliefs and teach new information: The mediating role of explanation availability and evaluation bias in the acceptance of knowledge.

1996 • 74 citations

Understanding the functions of attitudes: Lessons from personality and social behavior

1989 • 73 citations

Private vs Public Expressions of Racial Prejudice

1996 • 73 citations

Majority and Minority Influence: A Judgmental Process Analysis

1990 • 73 citations

Intelligence, comprehension, and opinion change1

1976 • 71 citations

Personality Characteristics Related to Susceptibility to Influence by Peers or Authority Figures

1957 • 68 citations

Primacy versus recency in persuasion as a function of the timing of arguments and measures.

1964 • 67 citations

The Causes and Consequences of Personal Involvement

1995 • 67 citations

Crisis in Social Psychology: Some Remarks Towards Breaking Through the Crisis

1977 • 66 citations

Cognitive responses in persuasion: Affective and evaluative determinants

1991 • 66 citations

The Accessibility of Source Likability as a Determinant of Persuasion

1992 • 65 citations

Width of the latitude of acceptance as a determinant of attitude change.

1972 • 65 citations

Expectancy-value attitude models: An analysis of critical theoretical issues

1985 • 64 citations

Enhancing self-esteem by directed-thinking tasks: Cognitive and affective positivity asymmetries.

1996 • 64 citations

Counterargument availability and the effects of message structure on persuasion.

1972 • 64 citations

Logical consistency and attitude change.

1966 • 64 citations

Thought systems, argument quality, and persuasion.

1991 • 63 citations

Similarity of objective fate as a determinant of the reluctance to transmit unpleasant information: The MUM effect.

1972 • 60 citations

Aging and attitude change.

1991 • 57 citations

Motivational effects in the mere-exposure paradigm

1996 • 55 citations

Persistence of Influence for Varying Durations of Exposure to Threat Stimuli

1965 • 55 citations

Experimental studies of changes in attitude. II. A study of the effect of printed argument on changes in attitude.

1936 • 54 citations

Distraction Hypothesis in Attitude Change: Effects of Effectiveness

1968 • 54 citations

The golden section and an algebraic model of ethical cognition

1985 • 53 citations

Rhetorical elicitation of agreement in persuasion.

1972 • 52 citations

The Effects of Recipient Posture on Persuasion

1983 • 52 citations

Effects of mood on persuasion processes: Enhancing, reducing, and biasing scrutiny of attitude-relevant information.

1996 • 52 citations

Forewarning of content and involvement: Consequences for persuasion and resistance to persuasion

1992 • 51 citations

Sex Differences in Influenceability

1980 • 50 citations

Conceptual and Methodological Issues in the Elaboration Likelihood Model of Persuasion: A Reply to the Michigan State Critics

1993 • 49 citations

Source Magnification: The Role of Multiple Sources in the Processing of Advertising Appeals

1987 • 48 citations

Balance, positivity, and agreement in the Jordan Paradigm: A defense of balance theory

1974 • 47 citations

Persuasion processes associated with direct comparative and noncomparative advertising and implications for advertising effectiveness

1993 • 46 citations

Internal-external control and its relationship to attitude change under different social influence techniques.

1973 • 46 citations

Facilitative and Inhibiting Effects of Distraction on Attitude Change

1974 • 45 citations

Testing a model of message sidedness: Three replications

1990 • 44 citations

Minority influence: Personal relevance biases cognitive processes and reverses private acceptance

1992 • 44 citations

Rhetorical question effects on message processing and persuasion: The role of information availability and the elicitation of judgment

1990 • 43 citations

Bolstering Attitudes by Autobiographical Recall

1988 • 43 citations

Context/Categorization Model of Social Influence: Minority and Majority Influence in the Formation of a Novel Response Norm

1994 • 42 citations

The Suggestibility of Boys and Girls Between the Ages of Six and Sixteen Years

1933 • 41 citations

Cognitive processing of one‐ and two‐sided persuasive messages

1991 • 40 citations

Control Motivation and Attitude Change

1993 • 39 citations

Influencing ethnocentrism in small discussion groups through a film communication.

1958 • 39 citations

An individual differences perspective on assessing cognitive processes.

1996 • 39 citations

The Effects of Anticipated Debate and Commitment on the Polarization of Audience Opinion

1964 • 38 citations

Self-evaluation and the evaluation of choice alternatives1

1964 • 36 citations

Sex, Transference, and Susceptibility to Hypnosis

1958 • 35 citations

In search of reliable persuasion effects: I. A computer-controlled procedure for studying persuasion.

1977 • 34 citations

Recipient characteristics as determinants of responses to persuasion

1981 • 34 citations

Persistence of opinion change induced under conditions of forewarning and distraction.

1979 • 33 citations

Reaction to Attitudinal Deviance: Impact of Deviate's Direction and Distance of Movement

1976 • 33 citations

Source Expertise and Persuasion: The Moderating Role of Recipient Dogmatism

1993 • 32 citations

Discovery of Reliable Attitude Change Persistence Resulting from a Transmitter Tuning Set

1990 • 31 citations

Three theoretical interpretations of order effects in persuasive communications.

1964 • 31 citations

Need for cognition as a moderator of the primacy effect

1989 • 31 citations

Initial Beliefs and Attitudinal Latitudes as Factors in Persuasion

1995 • 30 citations

Cognitive Responses to Persuasion as Mediators of Opinion Change

1978 • 28 citations

The Cognitive Mediation Hypothesis Revisited: An Empirical Response to Methodological and Theoretical Criticism

1996 • 28 citations

The effects of prior information on susceptibility to an emotional appeal.

1961 • 27 citations

A test of the self-perception explanation of the effects of rewards on intrinsic interest

1978 • 27 citations

A cognitive response analysis of the temporal persistence of attitude changes induced by persuasive communications

1977 • 26 citations

Self-generated attitude change: A person by situation analysis of attitude polarization and attenuation

1986 • 25 citations

A reply to Stiff and Boster

1987 • 25 citations

Motivational Basis of Dissonance: Aversive Consequences or Inconsistency

1995 • 24 citations

Persuasion theory and AIDS prevention.

1993 • 23 citations

Mathematical Models of Attitude Change: Change in Single Attitudes and Cognitive Structure

1987 • 23 citations

A study of the relative effectiveness of climax and anti‐climax order in an argumentative speech∗

1946 • 22 citations

Integration and attribution theories in personality impression formation.

1972 • 22 citations

The recognition and elimination of inconsistencies among syllogistically related beliefs: Some new light on the Socratic effect.

1976 • 22 citations

Argument Integration and Attitude Change: Suppression Effects in the Integration of One-Sided Arguments that Vary in Persuasiveness

1996 • 22 citations

Need for cognition and the effects of repeated expression on attitude accessibility and extremity

1994 • 21 citations

The evolution of theory and research in social psychology: From single to multiple effect and process models of persuasion.

1997 • 20 citations

Psychological Processes Mediating Persuasion-Inhibiting Effect of Forewarning in Fear-Arousing Communication

1986 • 19 citations

Forced compliance: Commitment to compliance and commitment to activity

1995 • 19 citations

The Effect of Motion Pictures on the Social Attitudes of High-School Children

1932 • 17 citations

Balance, agreement, and attraction in hypothetical social situations

1976 • 16 citations

Propaganda and Promotional Activities.

1936 • 16 citations

Effects of Responding or Not Responding to Hecklers on Audience Agreement with a Speaker

1976 • 14 citations

Quality versus difficulty: Alternative nterpretations of the relationship between self‐esteem and persuasibility¹

1971 • 14 citations

Studies in social influence: II. Instrumental and symbolic influence

1973 • 10 citations

The effects of family occupational type, sex, and appeal style on helping behavior

1975 • 8 citations

Transferring Research Findings on Persuasion to Improve Drug Abuse Prevention Programs

1995 • 6 citations

Deleted Work

1955 • 0 citations