Communication Studies 395-0: Topics in Communication Studies
Section 22: Advanced Theories of Persuasion

meeting concurrently with

Communication Studies 525-0: Seminar: Problems in Communication Studies
Section 23: Advanced Theories of Persuasion
Spring 2007

 

 

 

Readings for Wednesday 2 May

 

 

15. ELM multistage models (interplay of processes)

 

            Reimer, T., Mata, R., Katsikopoulos, K., & Opwis, K. (2005). On the interplay between heuristic and systematic processes in persuasion. In B. G. Bara, L. Barsalou, & M. Bucciarelli (Eds.), Proceedings of the twenty-seventh annual conference of the Cognitive Science Society (pp. 1833-1838). Mahwah, NJ: Lawrence Erlbaum Associates. [available at: http://www.cogsci.rpi.edu/CSJarchive/Proceedings/index.html ]

            Reimer, T., Mata, R., & Kuendig, S. (2006, November). Argument quality can affect attitudes by its impact on perceived expertise: Evidence for a moderated mediation in persuasion. Paper presented at the annual conference of the National Communication Association, San Antonio, TX. [to be provided]

 

For further reading:

 

            Reimer, T. (2003). Direkte und indirekte effekte der argumentqualität: Der einfluss der argumentstärke auf die wahrgenommene expertise eines kommunikators [Direct and indirect effects of argument quality: The impact of argument strength on the perceived expertise of a communicator]. Zeitschrift für Sozialpsychologie, 34, 243-255.

            Reimer, T., Mata, R., & Stoecklin, M. S. (2004). The use of heuristics in persuasion: Deriving cues on source expertise from argument quality. Current Research in Social Psychology, 10, 69-83.  [available at http://www.uiowa.edu/~grpproc/crisp/crisp.html ]

 



16. Multiple roles for persuasion variables (especially in the ELM)

 

For further reading:

 

            Petty, R. E., & Wegener, D. T. (1998). Attitude change: Multiple roles for persuasion variables. In D. T. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), Handbook of social psychology (4th ed., Vol. 1, pp. 323-390). Boston, MA: McGraw-Hill.

            Mondak, J. J. (1990). Perceived legitimacy of Supreme Court decisions: Three functions of source credibility. Political Behavior, 12, 363-384.

            Sparks, J. R., & Areni, C. S. (2002). The effects of sales presentation quality and initial perceptions on persuasion: A multiple role perspective. Journal of Business Research, 55, 517-528.



 

 

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