Daniel J. O’Keefe
Professor
Department of Communication Studies
Northwestern University

PUBLICATIONS AND PAPERS

PUBLICATIONS

O’Keefe, D. J. (in press). Persuasion. In O. D. W. Hargie (Ed.), Handbook of communication skills (4th ed.). London, UK: Routledge.
Copyright owner and publisher: Taylor & Francis.

O’Keefe, D. J. (2017). Misunderstandings of effect sizes in message effects research. Communication Methods and Measures, 11, 210-219. doi:10.1080/19312458.2017.1343812  [Open Access] 
Copyright owner: D. J. O’Keefe. Publisher: Taylor & Francis.

O’Keefe, D. J. (2017). Message framing variations in health and risk messaging. Oxford Research Encyclopedia of Communication. doi:10.1093/acrefore/9780190228613.013.308   [preprint Word document]
Copyright owner and publisher: Oxford University Press.

O’Keefe, D. J. (2016). Persuasion: Theory and research (3rd ed.). Los Angeles, CA: Sage Publications. ISBN: 978-1-4522-7667-0. OCLC: 900684567.
Copyright owner and publisher: Sage Publications.

O’Keefe, D. J. (2016). Persuasion and social influence.  In K. B. Jensen, R. T. Craig, J. Pooley, & E. Rothenbuhler (Eds.), International encyclopedia of communication theory and philosophy. Oxford, UK, and Malden, MA: Wiley-Blackwell and the International Communication Association. doi:10.1002/9781118766804.wbiect067   [preprint Word document]
Copyright owner and publisher: Blackwell Publishing.

OKeefe, D. J. (2016). Evidence-based advertising using persuasion principles: Predictive validity and proof of concept. European Journal of Marketing, 50, 294-300. doi:10.1108/EJM-11-2015-0801   [preprint Word document]
Copyright owner and publisher: Emerald Group Publishing.

O’Keefe, D. J. (2015). Message generalizations that support evidence-based persuasive message design: Specifying the evidentiary requirements. Health Communication, 30, 106-113. doi:10.1080/10410236.2014.974123  [preprint Word document] [free full-text access for the first 50 downloads at: http://www.tandfonline.com/eprint/Bi7SKFZr389qtHIeUnAT/full#.VLU1jXv0dAM]
Copyright owner and publisher: Taylor & Francis.

O’Keefe, D. J. (2015). Elaboration likelihood model. In W. Donsbach (Ed.), Concise encyclopedia of communication (pp. 168-169). Oxford, UK, and Malden, MA: Wiley-Blackwell. 
Copyright owner and publisher: Blackwell Publishing.

O’Keefe, D. J. (2015). Persuasion. In W. Donsbach (Ed.), Concise encyclopedia of communication (pp. 447-448). Oxford, UK, and Malden, MA: Wiley-Blackwell. 
Copyright owner and publisher: Blackwell Publishing.

O’Keefe, D. J. (2015). Conviction, la persuasion, et l’argumentation: Démęler les fins et les moyens d’influence. In G. Roque & A. L. Nettel (Eds.), Persuasion et argumentation (pp. 139-159). Paris: Classiques Garnier. [translation of: O’Keefe, D. J. (2012). Conviction, persuasion, and argumentation: Untangling the ends and means of influence. Argumentation, 26, 19-32.  doi:10.1007/s10503-011-9242-7]
Copyright owner and publisher: Classiques Garnier.

Jensen, J. D., & O’Keefe, D. J. (2014). Preventive health behavior and health education. In W. Cockerham, R. Dingwall, & S. Quah (Eds.), The Wiley Blackwell encyclopedia of health, illness, behavior, and society (pp. 1871-1875). Oxford, UK, and Malden, MA : Wiley-Blackwell. doi:10.1002/9781118410868.wbehibs222
Copyright owner and publisher: Blackwell Publishing.

O’Keefe, D. J. (2013). The relative persuasiveness of different message types does not vary as a function of the persuasive outcome assessed: Evidence from 29 meta-analyses of 2,062 effect sizes for 13 message variations. Annals of the International Communication Association, 37, 221-249.  doi:10.1080/23808985.2013.11679151 [also cited as: Communication Yearbook, 37, 221-249.] [also cited as a book chapter: In E. L. Cohen (Ed.), Communication Yearbook 37 (pp. 221-249). New York: Routledge.] [pdf]
Copyright owner: International Communication Association.  Publisher: Routledge (Taylor & Francis)
 
O’Keefe, D. J. (2013). Mean effect sizes and correlations between outcomes: A letter to the editor regarding Rhodes and Dickau (2012). Health Psychology.  [pdf] Also available at http://www.apa.org/pubs/journals/features/hea-letter-to-editor-rhodes-dickau-2012.pdf or http://www.apa.org/pubs/journals/hea/letters-to-editor.aspx
Copyright owner and publisher: American Psychological Association.

O’Keefe, D. J. (2013). The relative persuasiveness of different forms of arguments-from-consequences: A review and integration. Annals of the International Communication Association, 36, 109-135.  doi:10.1080/23808985.2013.11679128 [also cited as: Communication Yearbook, 36, 109-135.] [also cited as a book chapter: In C. T. Salmon (Ed.), Communication Yearbook 36 (pp. 109-135). New York: Routledge.]  [pdf]
Copyright owner: International Communication Association.  Publisher: Routledge (Taylor & Francis)

O’Keefe, D. J. (2013). The elaboration likelihood model. In J. P. Dillard & L. Shen (Eds.), The Sage handbook of persuasion: Developments in theory and practice (2nd ed., pp. 137-149). Los Angeles, CA: Sage Publications.
Copyright owner and publisher: Sage Publications.

Rubinelli, S., Labrie, N., & O’Keefe, D. J. (2013). “What matters to Andrew”: The problem of premissary relevance in automated health advisors: Insights from pragma-dialectics. Patient Education and Counseling, 92, 218-222.  doi:10.1016/j.pec.2013.04.013   [pdf]
Copyright owner and publisher: Elsevier.

O’Keefe, D. J. (2013). Elaboration likelihood model. In W. Donsbach (Ed.), International encyclopedia of communication. Oxford, UK, and Malden, MA: Wiley-Blackwell. doi:10.1111/b.9781405131995.2008.x  [revision of original 2008 entry]

Copyright owner and publisher: Blackwell Publishing.

O’Keefe, D. J., & Nan, X. (2012). The relative persuasiveness of gain- and loss-framed messages for promoting vaccination: A meta-analytic review. Health Communication, 27, 776-783. doi:10.1080/10410236.2011.640974
[pdf]
Copyright owner and publisher: Taylor & Francis.

O’Keefe, D. J., & Wu, D. (2012). Gain-framed appeals do not motivate sun protection: A meta-analytic review of randomized trials comparing gain-framed and loss-framed appeals for promoting skin cancer prevention. International Journal of Environmental Research and Public Health, 9, 2121-2133. doi:10.3390/ijerph9062121 [pdf]
Copyright owner: the authors (open access). Publisher: MDPI.

O’Keefe, D. J. (2012). From psychological theory to message design: Lessons from the story of gain-framed and loss-framed persuasive appeals. In H. Cho (Ed.), Health communication message design: Theory, research, and practice (pp. 3-20). Thousand Oaks, CA: Sage Publications.  [preprint Word document]
Copyright owner and publisher: Sage Publications.

O’Keefe, D. J. (2012). Conviction, persuasion, and argumentation: Untangling the ends and means of influence. Argumentation, 26, 19-32.  doi:10.1007/s10503-011-9242-7 [preprint Word document]
Copyright owner and publisher: Springer.

O’Keefe, D. J. (2012). Persuasion. In W. Donsbach (Ed.), International encyclopedia of communication (Vol. 8, pp. 3590-3592).Oxford, UK, and Malden, MA: Wiley-Blackwell. doi:10.1111/b.9781405131995.2008.x  [revision of 2008 entry]
Copyright owner and publisher: Blackwell Publishing.

O’Keefe, D. J. (2012). Increasing the success of requests: Get them to say “no”—at first. In A. K. Goodboy & K. Shultz (Eds.), Introduction to communication studies: Translating scholarship into meaningful practice (pp. 341-346). Dubuque, IA: Kendall/Hunt.
Copyright owner: Alan K. Goodboy & Kara Schultz.  Publisher: Kendall Hunt.

O’Keefe, D. J. (2012). The argumentative structure of some persuasive appeal variations. In F. H. van Eemeren & B. Garssen (Eds.), Topical themes in argumentation: Twenty exploratory studies (pp. 291-306). Berlin: Springer. [Reprinting of:  O’Keefe, D. J. (2011). The argumentative structure of some persuasive appeal variations. In F. H. van Eemeren, B. Garssen, D. Godden, & G. Mitchell (Eds.), Proceedings of the seventh conference of the International Society for the Study of Argumentation (pp. 1381-1395). Amsterdam: Rozenberg/Sic Sat.]
Copyright owner and publisher: Springer.

O’Keefe, D. J. (2011). The asymmetry of predictive and descriptive capabilities in quantitative communication research: Implications for hypothesis development and testing. Communication Methods and Measures, 5, 113-125. doi:10.1080/19312458.2011.568375 [pdf]
Copyright owner and publisher: Taylor & Francis.

O’Keefe, D. J. (2011). Generalizing about the persuasive effects of message variations: The case of gain-framed and loss-framed appeals. In T. van Haaften, H. Jansen, J. de Jong, & W. Koetsenruijter (Eds.), Bending opinion: Essays on persuasion in the public domain (pp. 117-131). Leiden, The Netherlands: Leiden University Press. [preprint Word document]
Copyright owner and publisher: Leiden University Press.

O’Keefe, D. J., & Jensen, J. D. (2011). The relative effectiveness of gain-framed and loss-framed persuasive appeals concerning obesity-related behaviors: Meta-analytic evidence and implications. In R. Batra, P. A. Keller, & V. J. Strecher (Eds.), Leveraging consumer psychology for effective health communications: The obesity challenge (pp. 171-185). Armonk, NY: M. E. Sharpe.  [preprint Word document]
Copyright owner: Society for Consumer Psychology. Publisher: M. E. Sharpe.


Hornikx, J., & O’Keefe, D. J. (2011). Conducting research on international advertising: The roles of cultural knowledge and international research teams. Journal of Global Marketing, 24, 152-166. doi:10.1080/08911762.2011.558813  [preprint Word document]
Copyright owner and publisher: Taylor & Francis.

O’Keefe, D. J., & Amjarso, B. (2011). Handling counterarguments: The intersection of pragma-dialectical normative concerns and practical persuasive success. In E. Feteris, B. Garssen, & F. Snoeck Henkemans (Eds.), Keeping in touch with pragma-dialectics: In honor of Frans van Eemeren (pp. 221-229). Amsterdam: John Benjamins.
Copyright owner and publisher: Johns Benjamin.

Guerini, M., Stock, O., Zancanaro, M., O’Keefe, D. J., Mazzotta, I., de Rosis, F., Poggi, I., Lim, M. Y., & Aylett, R. (2011). Approaches to verbal persuasion in intelligent user interfaces. In P. Petta, C. Pelachaud, & R. Cowie (Eds.), Emotion-oriented systems: The Humaine handbook (pp. 559-584). Berlin: Springer. doi:10.1007/978-3-642-15184-2_29
Copyright owner and publisher: Springer.

O’Keefe, D. J. (2011). The argumentative structure of some persuasive appeal variations. In F. H. van Eemeren, B. Garssen, D. Godden, & G. Mitchell (Eds.), Proceedings of the seventh conference of the International Society for the Study of Argumentation (pp. 1381-1395). Amsterdam: Rozenberg/Sic Sat. [pdf]
Copyright owner: D. J. O’Keefe.  Publisher: Rozenberg/Sic Sat.

O’Keefe, D. J., & Jensen, J. D. (2009). The relative persuasiveness of gain-framed and loss-framed messages for encouraging disease detection behaviors: A meta-analytic review. Journal of Communication, 59, 296-316. doi:10.1111/j.1460-2466.2009.01417.x  [pdf]
Copyright owner: International Communication Association.  Publisher: Blackwell Publishing.

Hornikx, J., & O’Keefe, D. J. (2009). Adapting consumer advertising appeals to cultural values: A meta-analytic review of effects on persuasiveness and ad liking. Annals of the International Communication Association, 33, 39-71. doi:10.1080/23808985.2009.11679084  [also cited as: Communication Yearbook, 33, 39-71.] [also cited as a book chapter: In C. S. Beck (Ed.), Communication yearbook 33 (pp. 39-71). New York: Routledge.] [pdf]
Copyright owner: International Communication Association.  Publisher: Routledge (Taylor & Francis)

O’Keefe, D. J. (2009). Theories of persuasion. In R. Nabi & M. B. Oliver (Eds.), Handbook of media effects (pp. 269-282). Thousand Oaks, CA: Sage.  [preprint Word document]
Copyright owner and publisher: Sage Publications.

O’Keefe, D. J. (2009). Persuasive effects of strategic maneuvering: Some findings from meta-analyses of experimental persuasion effects research. In F. H. van Eemeren (Ed.), Examining argumentation in context: Fifteen studies on strategic maneuvering (pp. 285-296). Amsterdam: Johns Benjamin.  [pdf]
Copyright owner and publisher: Johns Benjamin.

O’Keefe, D. J. (2009). Normatively responsible advocacy: Some provocations from persuasion effects research. In F. H. van Eemeren & B. Garssen (Eds.), Pondering on problems of argumentation. Twenty essays on theoretical issues (pp. 79-90). Berlin, Germany: Springer.  [pdf]
Copyright owner and publisher: Springer.

O’Keefe, D. J., & Jensen, J. D. (2008). Do loss-framed persuasive messages engender greater message processing than do gain-framed messages? A meta-analytic review. Communication Studies, 59, 51-67. doi:10.1080/10510970701849388  [pdf] Reprinted in: G. L. Kreps (Ed.). (2010). Health communication, vol. 2: Health communication and health promotion. Thousand Oaks, CA: Sage.
Copyright owner and publisher: Central States Communication Association.

O’Keefe, D. J. (2008). Elaboration likelihood model. In W. Donsbach (Ed.), International encyclopedia of communication (Vol. 4, pp. 1475-1480).Oxford, UK, and Malden, MA: Wiley-Blackwell.  [pdf]
Copyright owner and publisher: Blackwell Publishing.

O’Keefe, D. J. (2008). Persuasion. In W. Donsbach (Ed.), International encyclopedia of communication (Vol. 8, pp. 3590-3592).Oxford, UK, and Malden, MA: Wiley-Blackwell.  [pdf]
Copyright owner and publisher: Blackwell Publishing.

Goldsmith, D. J., Brashers, D. E., Kosenko, K. A., & O’Keefe, D. J. (2008). Social support and living with HIV: Findings from qualitative studies. In T. Edgar, S. M. Noar, & V. S. Freimuth (Eds.), Communication perspectives on HIV/AIDS for the 21st century (pp. 101-136). New York: Lawrence Erlbaum.
Copyright owner and publisher: Lawrence Erlbaum Associates.

O’Keefe, D. J., & Jensen, J. D. (2007). The relative persuasiveness of gain-framed and loss-framed messages for encouraging disease prevention behaviors: A meta-analytic review. Journal of Health Communication, 12, 623-644. doi:10.1080/10810730701615198  [pdf] (Received the Article of the Year Award, Health Communication Division, National Communication Association, 2008.)
Copyright owner and publisher: Taylor & Francis.

O’Keefe, D. J. (2007). Potential conflicts between normatively-responsible advocacy and successful social influence: Evidence from persuasion effects research. Argumentation, 21, 151-163. doi: 10.1007/s10503-007-9046-y  [pdf]
Copyright owner and publisher: Springer.

O’Keefe, D. J. (2007). It takes a family—a well-defined family—to underwrite familywise corrections. Communication Methods and Measures, 1, 267-273. doi:10.1080/19312450701641383  [pdf]
Copyright owner and publisher: Taylor & Francis.

O’Keefe, D. J. (2007). Post hoc power, observed power, a priori power, retrospective power, prospective power, achieved power: Sorting out appropriate uses of statistical power analyses. Communication Methods and Measures, 1, 291-299.
doi:10.1080/19312450701641375 [pdf]
Copyright owner and publisher: Taylor & Francis.

Kreuter, M. W., Green, M. C., Cappella, J. N., Slater, M. D., Wise, M. E., Storey, D., Clark, E. M., O’Keefe, D. J., Erwin, D. O., Holmes, K., Hinyard, L. J., Houston, T.,  & Wooley, S. (2007). Narrative communication in cancer prevention and control: A framework to guide research and application. Annals of Behavioral Medicine, 33, 221-235.  doi:10.1007/BF02879904
 [pdf]
Copyright owner: Society of Behavioral Medicine.  Publisher: Lawrence Erlbaum Associates.

Hornikx, J., & O’Keefe, D. J. (2007). Reclame in Europa: Reclame wel of niet cultureel aanpassen? [Advertising in Europe: To adapt or not adapt culturally?] Tekst[blad], 13(3), 12-15.

O’Keefe, D. J. (2007). Normatively responsible advocacy: Some provocations from persuasion effects research. In F. H. van Eemeren, J. A. Blair, C. A. Willard, & B. Garssen (Eds.), Proceedings of the sixth conference of the International Society for the Study of Argumentation (pp. 997-1002). Amsterdam: Sic Sat.  [pdf]
Copyright owner and publisher: Sic Sat.

O’Keefe, D. J. (2007). Persuasieve effecten van strategische manoeuvres: Bevindingen naar aanleiding van meta-analyses van empirisch onderzoek naar persuasieve effecten [Persuasive effects of strategic maneuvering: Some findings from meta-analyses of experimental persuasion effects research]. Tijdschrift voor Taalbeheersing, 29, 196-206.

Copyright owner and publisher: Van Gorcum.

O’Keefe, D. J., & Jensen, J. D. (2006). The advantages of compliance or the disadvantages of noncompliance? A meta-analytic review of the relative persuasive effectiveness of gain-framed and loss-framed messages. Annals of the International Communication Association, 30, 1-43. doi:10.1080/23808985.2006.11679054  [also cited as: Communication Yearbook, 30, 1-43.] [also cited as a book chapter: In C. S. Beck (Ed.), Communication yearbook 30 (pp. 1-43). Mahwah, NJ: Erlbaum.]  [pdf]
Copyright owner: International Communication Association.  Publisher: Lawrence Erlbaum Associates.

O’Keefe, D. J. (2006). Pragma-dialectics and persuasion effects research. In P. Houtlosser & A. van Rees (Eds.), Considering pragma-dialectics: A festschrift for Frans H. van Eemeren on the occasion of his 60th birthday (pp. 235-243). Mahwah, NJ: Lawrence Erlbaum.
Copyright owner and publisher: Lawrence Erlbaum Associates.

O’Keefe, D. J. (2006). Persuasion. In O. D. W. Hargie (Ed.), Handbook of communication skills (3rd ed., pp. 323-341). London, UK: Routledge.

O’Keefe, D. J. (2005). News for argumentation from persuasion effects research: Two cheers for reasoned discourse. In C. A. Willard (Ed.), Selected papers from the thirteenth NCA/AFA conference on argumentation (pp. 215-221). Washington, DC: National Communication Association.  [pdf]
Copyright owner and publisher: National Communication Association.

O’Keefe, D. J. (2004). Trends and prospects in persuasion theory and research. In J. S. Seiter & R. H. Gass (Eds.), Perspectives on persuasion, social influence, and compliance gaining (pp. 31-43). Boston, MA: Pearson/Allyn and Bacon. [pdf]
Copyright owner and publisher: Pearson/Allyn & Bacon.

O’Keefe, D. J. (2003). Against familywise alpha adjustment. Human Communication Research, 29, 431-447.  doi:10.1111/j.1468-2958.2003.tb00846.x   [pdf] 
Copyright owner: International Communication Association.  Publisher: Oxford Journals.

O’Keefe, D. J. (2003). Searching for a defensible application of alpha-adjustment tools. Human Communication Research, 29, 464-468.  doi:10.1111/j.1468-2958.2003.tb00849.x   [pdf] 
Copyright owner: International Communication Association.  Publisher: Oxford Journals.

O’Keefe, D. J. (2003). Message properties, mediating states, and manipulation checks: Claims, evidence, and data analysis in experimental persuasive message effects research. Communication Theory, 13, 251-274.  doi:10.1111/j.1468-2885.2003.tb00292.x   [pdf] (Received the International Communication Association Best Article Award, 2004.)
Copyright owner: International Communication Association.  Publisher: Oxford Journals.

O’Keefe, D. J. (2003). Persuasive success and normatively-desirable argumentative conduct: Is it (persuasively) bad to be (normatively) good? In F. H. van Eemeren, J. A. Blair, C. A. Willard, & A. F. Snoeck Henkemans (Eds.), Proceedings of the fifth international conference of the International Society for the Study of Argumentation (pp. 799-802). Amsterdam: Sic Sat.
Copyright owner and publisher: Sic Sat.

O’Keefe, D. J. (2003). The potential conflict between normatively-good argumentative practice and persuasive success: Evidence from persuasion effects research. In F. H. van Eemeren, J. A. Blair, C. A. Willard, & A. F. Snoeck Henkemans (Eds.), Anyone who has a view: Theoretical contributions to the study of argumentation (pp. 309-318). Amsterdam: Kluwer.

O’Keefe, D. J. (2002). Persuasion: Theory and research (2nd ed.). Thousand Oaks, CA: Sage.

O’Keefe, D. J. (2002). Guilt as a mechanism of persuasion. In J. P. Dillard & M. Pfau (Eds.), The persuasion handbook: Developments in theory and practice (pp. 329-344). Thousand Oaks, CA: Sage. doi:10.4135/9781412976046.n17  [pdf] 
Copyright owner and publisher: Sage Publications.

O’Keefe, D. J. (2002). The persuasive effects of variation in standpoint articulation. In F. H. van Eemeren (Ed.), Advances in pragma-dialectics (pp. 65-82). Amsterdam: Sic Sat.  [pdf]
Copyright owners and publishers: Sic Sat and Vale Press.

O’Keefe, D. J. (2002). Response to M. Agnes Van Rees: Exploring argumentative dissociation. In H. V. Hansen, C. W. Tindale, J. A. Blair, R. H. Johnson, & R. C. Pinto (Eds.), Argumentation and its applications. Windsor, Ontario, Canada: Ontario Society for the Study of Argumentation.

O’Keefe, D. J. (2001). Persuasion. In T. O. Sloane, S. Bartsch, T. B. Farrell, & H. F. Plett (Eds.), Encyclopedia of rhetoric (pp. 575-583). Oxford: Oxford University Press.  [available at Oxford Reference]
Copyright owner and publisher: Oxford University Press.

O’Keefe, D. J., & Hale, S. L. (2001). An odds-ratio-based meta-analysis of research on the door-in-the-face influence strategy. Communication Reports, 14, 31-38.  doi:10.1080/08934210109367734  [pdf]
Copyright owner and publisher: Western States Communication Association.

O’Keefe, D. J. (2000). Guilt and social influence. Annals of the International Communication Association, 23, 67-101. doi:10.1080/23808985.2000.11678970  [also cited as: Communication Yearbook, 23, 67-101.] [also cited as a book chapter: In M. E. Roloff (Ed.), Communication yearbook 23 (pp. 67-101). Thousand Oaks, CA: Sage.]  [pdf]
Copyright owner: International Communication Association.  Publisher: Sage Publications.

O’Keefe, D. J. (1999). Argumentation explicitness and persuasive effect: A meta-analytic review of the effects of citing information sources in persuasive messages. In F. H. van Eemeren, R. Grootendorst, J. A. Blair, & C. A. Willard (Eds.), Proceedings of the fourth international conference of the International Society for the Study of Argumentation (pp. 611-617). Amsterdam: Sic Sat.
Copyright owner and publisher: Sic Sat.

O’Keefe, D. J. (1999). How to handle opposing arguments in persuasive messages: A meta-analytic review of the effects of one-sided and two-sided messages. Annals of the International Communication Association, 22, 209-249. doi:10.1080/23808985.1999.11678963  [also cited as: Communication Yearbook, 22, 209-249.] [also cited as a book chapter: In M. E. Roloff (Ed.), Communication yearbook 22 (pp. 209-249). Thousand Oaks, CA: Sage.] [pdf]
Copyright owner: International Communication Association.  Publisher: Sage Publications.

O’Keefe, D. J. (1999). Three reasons for doubting the adequacy of the reciprocal-concessions explanation of door-in-the-face effects. Communication Studies, 50, 211-220.  doi:10.1080/10510979909388488  [pdf]
Copyright owner and publisher: Central States Communication Association.

O’Keefe, D. J. (1999). Variability of persuasive message effects: Meta-analytic evidence and implications. Document Design, 1, 87-97. doi:10.1075/dd.1.2.02oke  [pdf]
Copyright owner and publisher: John Benjamins.

O’Keefe, D. J., & Figgé, M. (1999). Guilt and expected guilt in the door-in-the-face technique. Communication Monographs, 66, 312-324.  doi:10.1080/03637759909376482  [pdf]
Copyright owner and publisher: National Communication Association.

O’Keefe, D. J. (1998). Justification explicitness and persuasive effect: A meta-analytic review of the effects of varying support articulation in persuasive messages. Argumentation and Advocacy, 35, 61-75.  [pdf]
Copyright owner and publisher: American Forensic Association.

O’Keefe, D. J., & Hale, S. L. (1998). The door-in-the-face influence strategy: A random-effects meta-analytic review. Annals of the International Communication Association,  21, 1-33. doi:10.1080/23808985.1998.11678947  [also cited as: Communication Yearbook, 21, 1-33.] [also cited as a book chapter: In M. E. Roloff (Ed.), Communication yearbook 21 (pp. 1-33). Thousand Oaks, CA: Sage.]  [pdf]  (Received the International Communication Association Division 1 John E. Hunter Meta-Analysis Award, 2000.)
Copyright owner and publisher: Sage Publications.

O’Keefe, D. J. (1997). Argumentative candor and persuasive success: A meta-analysis of the persuasive effects of implicit and explicit message conclusions. In J. F. Klumpp (Ed.), Argument in a time of change: Definitions, frameworks, and critiques (proceedings of the tenth NCA/AFA conference on argumentation) (pp. 63-69). Annandale, VA: National Communication Association.
Copyright owner and publisher: National Communication Association.

O’Keefe, D. J. (1997). Standpoint explicitness and persuasive effect: A meta-analytic review of the effects of varying conclusion articulation in persuasive messages. Argumentation and Advocacy, 34, 1-12.  [pdf]
Copyright owner and publisher: American Forensic Association.

O’Keefe, D. J. & Figgé, M. (1997). A guilt-based explanation of the door-in-the-face influence strategy. Human Communication Research, 24, 64-81.  doi:10.1111/j.1468-2958.1997.tb00587.x  [pdf]
Copyright owner: International Communication Association.  Publisher: Sage Publications.

O’Keefe, D. J., & Medway, F. J. (1997). The application of persuasion research to the school psychology context. Journal of School Psychology, 35, 173-193.  doi:10.1016/S0022-4405(97)00004-6  [pdf]
Copyright owner: Society for the Study of School Psychology.  Publisher: Pergamon.

O’Keefe, D. J. (1995). Argumentation studies and dual-process models of persuasion. In F. H. van Eemeren, R. Grootendorst, J. A. Blair, & C. A. Willard (Eds.), Proceedings of the third ISSA conference on argumentation, vol. 1: Perspectives and approaches (pp. 3-17). Amsterdam: Sic Sat.  [pdf]   Reprinted in: van Bentham, J., van Eemeren, F. H., Grootendorst, R., & Veltman, F. (Eds.) (1996). Logic and argumentation (pp. 61-76). Amsterdam: North-Holland.

O’Keefe, D. J., & Jackson, S. (1995). Argument quality and persuasive effects: A review of current approaches. In S. Jackson (Ed.), Argumentation and values: Proceedings of the ninth Alta conference on argumentation (pp. 88-92). Annandale, VA: Speech Communication Association.  [pdf]
Copyright owner and publisher: National Communication Association.

Jackson, S., O’Keefe, D. J., & Brashers, D. E. (1994). The messages replication factor: Methods tailored to messages as objects of study. Journalism Quarterly, 71, 984-996.  [pdf]
Copyright owner and publisher: Association for Education in Journalism and Mass Communication.

O’Keefe, D. J. (1994). From strategy-based to feature-based analyses of compliance-gaining message classification and production. Communication Theory, 4, 61-69.  doi:10.1111/j.1468-2885.1994.tb00082.x    [pdf]
Copyright owner: International Communication Association.  Publisher: Wiley.

O’Keefe, D. J. (1993). The persuasive effects of message sidedness variations: A cautionary note concerning Allen’s (1991) meta-analysis. Western Journal of Communication, 57, 87-97.  [pdf]
Copyright owner and publisher: Western States Communication Association.

O’Keefe, D. J. (1993). Understanding social influence: Relations between lay and technical perspectives. Communication Studies, 44, 228-238. doi:10.1080/10510979309368397  [pdf]
Copyright owner and publisher: Central States Communication Association.

O’Keefe, D. J. (1991). Extracting dependable generalizations from the persuasion effects literature: Some issues in meta-analytic reviews. Communication Monographs, 58, 472-481. doi:10.1080/03637759109376243  [pdf]
Copyright owner and publisher: National Communication Association.

O’Keefe, D. J. (1990). Persuasion: Theory and research. Newbury Park, CA: Sage.

Jackson, S., O’Keefe, D. J., Jacobs, S., & Brashers, D. E. (1989). Messages as replications: Toward a message-centered design strategy. Communication Monographs, 56, 364-384. doi:10.1080/03637758909390270 [pdf]
Copyright owner and publisher: National Communication Association.

O’Keefe, D. J. (1989). Communication theory and practical knowledge: What communicators don’t know can help them. In B. Dervin, L. Grossberg, B. O’Keefe, & E. Wartella (Eds.), Rethinking communication (vol. 1, pp. 197-199). Newbury Park, CA: Sage.

Jackson, S., O’Keefe, D. J., & Jacobs, S. (1988). The search for reliable generalizations about messages: A comparison of research strategies. Human Communication Research, 15, 127-142. doi:10.1111/j.1468-2958.1988.tb00174.x

O’Keefe, D. J., Jackson, S., & Jacobs, S. (1988). Reply to Morley. Human Communication Research, 15, 148-151. doi:10.1111/j.1468-2958.1988.tb00176.x

O’Keefe, D. J. (1987). The persuasive effects of delaying identification of high- and low-credibility communicators: A meta-analytic review. Central States Speech Journal, 38, 63-72. doi:10.1080/10510978709368231 [pdf]
Copyright owner and publisher: Central States Communication Association.

O’Keefe, D. J. (1985). Argument criticism and Willardian skepticism. Journal of the American Forensic Association, 21, 196-205.

Babrow, A. S., & O’Keefe, D. J. (1984). Construct differentiation as a moderator of attitude-behavior consistency: A failure to confirm. Central States Speech Journal, 35, 160-165. doi:10.1080/10510978409368183

Shepherd, G. J., & O’Keefe, D. J. (1984). Separability of attitudinal and normative influences on behavioral intentions in the Fishbein-Ajzen model. Journal of Social Psychology, 122, 289-290. doi:10.1080/00224545.1984.9713496  [pdf]

Delia, J. G., O’Keefe, B. J., & O’Keefe, D. J. (1982). The constructivist approach to communication. In F. E. X. Dance (Ed.), Human communication theory: Comparative essays (pp. 147-191). New York: Harper and Row. [pdf]
Copyright owner: Frank E. X. Dance.


O’Keefe, D. J. (1982). The concepts of argument and arguing. In J. R. Cox & C. A. Willard (Eds.), Advances in argumentation theory and research (pp. 3-23). Carbondale: Southern Illinois University Press.

O’Keefe, D. J., & Shepherd, G. J. (1982). Interpersonal construct differentiation, attitudinal confidence, and the attitude-behavior relationship. Central States Speech Journal, 33, 416-423. doi:10.1080/10510978209388446

O’Keefe, D. J., Shepherd, G. J., & Streeter, T. (1982). Role Category Questionnaire measures of cognitive complexity: Reliability and comparability of alternative forms. Central States Speech Journal, 33, 333-338. doi: 10.1080/10510978209388436  [pdf]
Copyright owner and publisher: Central States Communication Association.

O’Keefe, D. J., & Delia, J. G. (1981). Construct differentiation and the relationship of attitudes and behavioral intentions. Communication Monographs, 48, 146-157. doi:10.1080/03637758109376054 [pdf]
Copyright owner and publisher: National Communication Association.

O’Keefe, D. J., & Sypher, H. E. (1981). Cognitive complexity measures and the relationship of cognitive complexity to communication. Human Communication Research, 8, 72-92. doi:10.1111/j.1468-2958.1981.tb00657.x (Received the National Communication Association Golden Anniversary Monograph Award, 1982.) [pdf]
Copyright owner: International Communication Association.  Publisher: Wiley.

O’Keefe, B. J., Delia, J. G., & O’Keefe, D. J. (1980). Interaction analysis and the analysis of interactional organization. In N. K. Denzin (Ed.), Studies in symbolic interaction (vol. 3, pp. 25-57). Greenwich, CT: JAI Press.

O’Keefe, D. J. (1980). The relationship of attitudes and behavior: A constructivist analysis. In D. P. Cushman and R. D. McPhee (Eds.), The message-attitude-behavior relationship: Theory, methodology, and application (pp. 117-148). New York: Academic Press.

O’Keefe, D. J., & Brady, R, M. (1980). Cognitive complexity and the effects of thought on attitude change. Social Behavior and Personality, 8, 49-56. [pdf]
Copyright owner and publisher: Society for Personality Research.

O’Keefe, D. J. (1979). Ethnomethodology. Journal for the Theory of Social Behavior, 9, 187-219. doi:10.1111/j.1468-5914.1979.tb00423.x  [pdf]

O’Keefe, D. J. (1978). Burke’s dramatism and action theory. Rhetoric Society Quarterly, 8, 8-15. doi:10.1080/02773947809390484 [pdf]
Copyright owner: Rhetoric Society of America  Publisher: Taylor & Francis

Delia, J. G., & O’Keefe, D. J. (1977). The relation of theory and analysis in explanations of belief salience: Conditioning, displacement, and constructivist accounts. Communication Monographs, 44, 166-169. doi:10.1080/03637757709390126 [pdf]
Copyright owner and publisher: National Communication Association.

O’Keefe, B. J., Delia, J. G., & O’Keefe, D. J. (1977). Construct individuality, cognitive complexity, and the formation and remembering of interpersonal impressions. Social Behavior and Personality, 5, 229-240.

O’Keefe, D. J. (1977). Two concepts of argument. Journal of the American Forensic Association, 13, 121-128. [pdf] (Received the American Forensic Association Daniel Rohrer Memorial Research Award, 1977.) Reprinted in: Benoit, W. L., Hample, D., & Benoit, P. J. (Eds.). (1992). Readings in argumentation (pp. 79-90). Berlin: Foris Publications. Reprinted in: Aguayo, A. J., & Steffensmeier, T. R. (Eds.). (2008). Readings on argumentation (pp. 70-77). State College, PA: Strata Publishing.
Copyright owner and publisher: American Forensic Association.

Delia, J. G., Crockett, W. H., Press, A. N., & O’Keefe, D. J. (1975). The dependency of interpersonal evaluations on context-relevant beliefs about the other. Speech Monographs, 42, 10-19. doi:10.1080/03637757509375872

Grossberg, L., & O’Keefe, D. J. (1975). Presuppositions, conceptual foundations, and communication theory: On Hawes’ approach to communication. Quarterly Journal of Speech, 61, 195-208. doi:10.1080/00335637509383284 [pdf]
Copyright owner and publisher: National Communication Association.

O’Keefe, D. J. (1975). Logical empiricism and the study of human communication. Speech Monographs, 42, 169-183. doi:10.1080/03637757509375892 [pdf] (Received the National Communication Association Charles H. Woolbert Research Award, 1986.)
Copyright owner and publisher: National Communication Association.

O’Keefe, D. J., & Grossberg, L. (1975). Theoretical clarity and interpretive social science. Quarterly Journal of Speech, 61, 320-322. doi:10.1080/00335637509383296 [pdf]
Copyright owner and publisher: National Communication Association.



CONFERENCE PAPERS AND BOOK REVIEWS

O’Keefe, D. J. (2016, November). Two cheers for the ELM: Strengths and shortcomings after three decades. Paper presented at the annual conference of the Midwest Association for Public Opinion Research, Chicago, IL. [pdf] 


O’Keefe, D. J. (2014, April). Evidence-based persuasive message design: Specifying the evidentiary requirements. Paper presented at the University of Kentucky Conference on Health Communication, Louisville, KY. [Word document] 

O’Keefe, D. J. (2011, May). Handling counterarguments. Paper presented at the Van Eemeren Conference on Argumentation, University of Amsterdam, Amsterdam, The Netherlands.

Rubinelli, S., Wierda, R., Labrie, N., & O’Keefe, D. J. (2011, March). The problem of premissary relevance. Paper presented at the Association for the Advancement of Artificial Intelligence (AAAI) symposium on artificial intelligence and health communication, Stanford University. [pdf] 

O’Keefe, D. J. (2010, September). Argumentation and persuasion: Sorting out the relationships. Paper presented at the Persuasion and Argumentation symposium, Centre de Recherches sur les Arts et le Langage, École des Hautes Études en Sciences Sociales, Paris.

O’Keefe, D. J. (2010, June). The argumentative structure of some persuasive appeal variations. Paper presented at the 7th conference of the International Society for the Study of Argumentation, Amsterdam. [Word document]

Hornikx, J., & O’Keefe, D. J. (2009, November). Effects of researchers’ cultural backgrounds on the relative success of culturally adapted and unadapted advertisements. Paper presented at the annual conference of the National Communication Association, Chicago.

O’Keefe, D. J. (2009, June). Do gain-loss message frames influence message persuasiveness? Paper presented at the Symposium on Psychological and Computational Issues in Modeling Persuasion and Negotiation, Computational Cognition for Social Systems (CCSS) group, Institute of High Performance Computing (IHPC), Science and Engineering Research Council (SERC), Agency for Science, Technology and Research (A*STAR), Singapore.

O’Keefe, D. J., & Jensen, J. D. (2009, May). The relative effectiveness of gain-framed and loss-framed appeals concerning obesity-related behaviors: Meta-analytic evidence and implications. Paper presented at the Society for Consumer Psychology Advertising and Consumer Psychology Conference: Leveraging Consumer Psychology for Effective Health Communications, Ann Arbor, MI. [Word document]

O’Keefe, D. J. (2009, January). Generalizing about the persuasive effects of message variations: The case of gain-framed and loss-framed appeals. Keynote address, second annual Rhetoric in Society conference, University of Leiden, The Netherlands. [PowerPoint with narration part 1] [PowerPoint with narration part 2] [Word document]

O’Keefe, D. J., & Jensen, J. D. (2008, May). The persuasiveness of gain- and loss-framed messages for encouraging disease detection: A meta-analytic review. Paper presented at the annual conference of the International Communication Association, Montreal, Quebec, Canada. (Received Top-Four Paper Award, Health Communication Division.) 

O’Keefe, D. J. (2007, May). Persuasive effects of strategic maneuvering: Some findings from meta-analyses of experimental persuasion effects research. Paper presented at the Tropenmuseum Conference: Persuasive Effects of Strategic Maneuvering, Amsterdam, The Netherlands. (Sponsored by the Netherlands Organization for Scientific Research and the University of Amsterdam.)  [Word document]

Goldsmith, D. J., Brashers, D. E., Kosenko, K. A., & O’Keefe, D. J. (2007, May). Social support and living with HIV: Findings from qualitative studies. Paper presented at the annual conference of the International Communication Association, San Francisco, CA.

Hornikx, J., & O’Keefe, D. J. (2007, February). Het effect van aanpassing van waardeappels in reclame aan culturele waarden: Een meta-analyse [The effect of adapting value appeals in advertising to cultural values: A meta-analysis]. Paper presented at the Annual Twenty-Four Hours of Communication Science, University of Antwerp, Antwerp, Belgium.

O’Keefe, D. J. (2006, June). Normatively responsible advocacy: Some provocations from persuasion effects research. Paper presented at the Sixth International Conference on Argumentation, International Society for the Study of Argumentation, Amsterdam, The Netherlands.  [Word document]

O’Keefe, D. J., & Jensen, J. D. (2005, November). Do loss-framed persuasive messages engender greater message processing than do gain-framed messages? A meta-analytic review. Paper presented at the National Communication Association annual convention, Boston, MA.

O’Keefe, D. J. (2004, May). The unity of argument across methodological divides. Paper presented at the International Communication Association annual conference, New Orleans, LA.  [Word document]

O’Keefe, D. J. (2003, August). News for argumentation from persuasion effects research: Two cheers for reasoned discourse. Paper presented at the Thirteenth National Communication Association/American Forensic Association Alta Conference on Argumentation, Alta, UT. [Word document]

O’Keefe, D. J. (2002, June). Persuasive success and normatively-desirable argumentative conduct: Is it (persuasively) bad to be (normatively) good? Paper presented at the Fifth International Conference on Argumentation, International Society for the Study of Argumentation, Amsterdam.

O’Keefe, D. J. (2000, November). Anticipated emotions and effect-independent message properties: Two foci for research on emotion and persuasion. Paper presented at the National Communication Association annual convention, Seattle, WA.

O’Keefe, D. J. (1999, November). Two and a half arguments against the reciprocal concessions explanation of door-in-the-face effects. Paper presented at the National Communication Association annual convention, Chicago, IL.

Figge, M., & O’Keefe, D. J. (1998, November). Exploring the role of guilt in the door-in-the-face technique. Paper presented at the National Communication Association annual convention, New York, NY. (Received Top-Three Paper Award, Rhetorical and Communication Theory Division.)

O’Keefe, D. J. (1998, November). Normative and instrumental considerations in argument study. Respondent’s remarks presented at the National Communication Association annual convention, New York, NY.

O’Keefe, D. J. (1998, June). Argumentation explicitness and persuasive effect: A meta-analytic review of the effects of citing information sources in persuasive messages. Paper presented at the Fourth International Conference on Argumentation, International Society for the Study of Argumentation, Amsterdam.

O’Keefe, D. J. (1997, November). How to handle opposing arguments in persuasive messages: A meta-analytic review of the effects of one-sided and two-sided messages. Paper presented at the National Communication Association annual convention, Chicago, IL. (Received Top-Three Paper Award, Rhetorical and Communication Theory Division.)

O’Keefe, D. J. (1997, August). Argumentative candor and persuasive success: A meta-analysis of the persuasive effects of implicit and explicit message conclusions. Paper presented at the Tenth National Communication Association/American Forensic Association Alta Conference on Argumentation, Alta, UT.

O’Keefe, D. J. (1996, November). Methodological innovation in communication research. Paper presented at the Speech Communication Association annual convention, San Diego, CA.  [Word document]

O’Keefe, D. J., & Figge, M. (1996, May). A guilt-based explanation of the door-in-the-face influence strategy. Paper presented at the International Communication Association annual convention, Chicago, IL.

O’Keefe, D. J., & Jackson, S. (1995, August). Argument quality and persuasive effects: A review of current approaches. Paper presented at the Ninth Speech Communication Association/American Forensic Association Alta Conference on Argumentation, Alta, UT.

O’Keefe, D. J. (1994, June). Argumentation studies and dual-process models of persuasion. Keynote address, Third International Conference on Argumentation, International Society for the Study of Argumentation, Amsterdam.

O’Keefe, D. J. (1991, November). The application of meta-analysis to the persuasion effects literature. Paper presented at the Speech Communication Association annual convention, Atlanta, GA.

O’Keefe, D. J. (1988, November). Some methodological and meta-theoretical implications of message design logic. Paper presented at the Speech Communication Association annual convention, New Orleans, LA.

O’Keefe, D. J. (1987, November). Message description. Paper presented at the Speech Communication Association annual convention, Boston, MA. [pdf]

O’Keefe, D. J. (1983, September). Construct differentiation and the relationship of attitudes and behaviors. Paper presented at the University of Kansas Conference on Social Cognition and Interpersonal Behavior, Lawrence, KS.

O’Keefe, D. J. (1983, November). Two concepts of argument revisited. Critic-respondent’s remarks presented at the Speech Communication Association annual convention, Washington, DC.

O’Keefe, D. J. (1982, November). Alternative approaches to the study of argument. Critic-respondent’s remarks presented at the Speech Communication Association annual convention, Louisville, KY.

O’Keefe, D. J., & Shepherd, G. J. (1981, May). Interpersonal construct differentiation, attitudinal confidence, and the relationship of religious attitudes and behaviors. Paper presented at the International Communication Association annual convention, Minneapolis, MN.

O’Keefe, D. J., Shepherd, G. J., & Streeter, T. (1981, May). Role Category Questionnaire measures of construct differentiation: Reliability and comparability of alternative forms. Paper presented at the International Communication Association annual convention, Minneapolis, MN.

O’Keefe, D. J. (1981, November). Rhetoric and constructivism. Critic-respondent’s remarks presented at the Speech Communication Association annual convention, Anaheim, CA.

O’Keefe, D. J., & Sypher, H. E. (1981, August). Alternative measures of cognitive complexity: A critical assessment. Paper presented at the Fourth International Congress on Personal Construct Psychology, St. Catherines, Ontario, Canada.

O’Keefe, D. J. (1981, April). The status of recent ethnomethodological investigations of communication. Critic-respondent’s remarks presented at the Central States Speech Association annual convention, Chicago, IL.

O’Keefe, D. J. (1980, April). Constructivist approaches to persuasion: Research strategies and methodological choices. Paper presented at the Eastern Communication Association annual convention, Ocean City, MD.

Sypher, H. E., & O’Keefe, D. J. (1980, May). The comparative validity of several cognitive complexity measures as predictors of communication-relevant abilities. Paper presented at the International Communication Association annual convention, Acapulco, Mexico.

Brady, R. M., & O’Keefe, D. J. (1980, November). Attitude change as a function of schema development. Paper presented at the Speech Communication Association annual convention, New York, NY.

O’Keefe, D. J. (1980, November). Is argument1 a speech act? Paper presented at the Speech Communication Association annual convention, New York, NY.

O’Keefe, D. J. (1979). Review of Toulmin, Rieke, and Janik’s An introduction to reasoning. Journal of the American Forensic Association, 16, 143-145. [pdf]

O’Keefe, D. J. (1978, November). Constructivism and its philosophical foundations. Paper presented at the Speech Communication Association annual convention, Minneapolis, MN.

O’Keefe, D. J. (1977). Review of Berlinski’s On system analysis and Phillips’ Holistic thought in social science. Quarterly Journal of Speech, 63, 469-470.
 

Daniel J. O’Keefe home page
Department of Communication Studies
School of Communication
Northwestern University