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

Cited by (53)

1. The Elaboration Likelihood Model of Persuasion
   Petty, Richard E., Cacioppo, John T. · 1986 · Advances in Experimental Social Psychology
2. The case for motivated reasoning.
   Kunda, Ziva · 1990 · Psychological Bulletin
3. Measuring the involvement construct
   Zaichkowsky, Judith Lynne · 1985 · Journal of Consumer Research
4. Heuristic versus systematic information processing and the use of source versus message cues in persuasion.
   Chaiken, Shelly · 1980 · Journal of Personality and Social Psychology
5. “The Need for Cognition.”
   Cacioppo, John T., Petty, Richard E. · 1982 · Journal of Personality and Social Psychology
6. Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement
   Petty, Richard E., Cacioppo, John T., Schumann, David · 1983 · Journal of Consumer Research
7. The Elaboration Likelihood Model of Persuasion
   Petty, Richard E., Cacioppo, John T. · 1986 · Communication and Persuasion
8. Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition.
   Cacioppo, John T., Petty, Richard E., Feinstein, Jeffrey A., Jarvis, W. Blair G. · 1996 · Psychological Bulletin
9. ATTITUDES AND ATTITUDE CHANGE
   Petty, Richard E., Wegener, Duane T., Fabrigar, Leandre R. · 1997 · Annual Review of Psychology
10. Why do humans reason? Arguments for an argumentative theory
    Mercier, Hugo, Sperber, Dan · 2011 · Behavioral and Brain Sciences
11. The totalitarian ego: Fabrication and revision of personal history.
    Greenwald, Anthony G. · 1980 · American Psychologist
12. The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion.
    Petty, Richard E., Cacioppo, John T. · 1984 · Journal of Personality and Social Psychology
13. The role of anomalous data in knowledge acquisition: A theoretical framework and implications for science instruction.
    Chinn, Clark A., Brewer, William F. · 1993 · Review of Educational Research
14. Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer Judgments
    Sujan, Mita · 1985 · Journal of Consumer Research
15. Cross-cutting Social Networks: Testing Democratic Theory in Practice
    MUTZ, DIANA C. · 2002 · American Political Science Review
16. Forced Exposure and Psychological Reactance: Antecedents and Consequences of the Perceived Intrusiveness of Pop-Up Ads
    Edwards, Steven M., Li, Hairong, Lee, Joo-Hyun · 2002 · Journal of Advertising
17. Adoption of Electronic Health Records in the Presence of Privacy Concerns: The Elaboration Likelihood Model and Individual Persuasion1
    Angst, Corey M., Agarwal, Ritu · 2009 · MIS Quarterly
18. Value from hedonic experience and engagement
    Higgins, E. Tory · 2006 · Psychological Review
19. A meta-analysis of web-delivered tailored health behavior change interventions
    Lustria, Mia Liza A., Noar, Seth M., Cortese, Juliann, Van Stee, Stephanie K., Glueckauf, Robert L., Lee, Junga · 2013 · Journal of Health Communication
20. Political Parties, Motivated Reasoning, and Public Opinion Formation
    Leeper, Thomas J., Slothuus, Rune · 2014 · Political Psychology
21. Do messages about health risks threaten the self? Increasing the acceptance of threatening health messages via self‐ affirmation
    Sherman, David A. K., Nelson, Leif D., Steele, Claude M. · 2000 · Personality and Social Psychology Bulletin
22. Information Processing from Advertisements: Toward an Integrative Framework
    MacInnis, Deborah J., Jaworski, Bernard J. · 1989 · Journal of Marketing
23. Defensive processing of personally relevant health messages
    liberman, Akiva, Chaiken, Shelly · 1992 · Personality and Social Psychology Bulletin
24. TIME, TEAMS, AND TASK PERFORMANCE: CHANGING EFFECTS OF SURFACE- AND DEEP-LEVEL DIVERSITY ON GROUP FUNCTIONING.
    Price, K. H., Harrison, D. A., Gavin, J. H., Florey, A. T. · 2002 · Academy of Management Journal
25. Cognitive and Interpersonal Features of Intellectual Humility
    Leary, Mark R., Diebels, Kate J., Davisson, Erin K., Jongman-Sereno, Katrina P., Isherwood, Jennifer C., Raimi, Kaitlin T., Deffler, Samantha A., Hoyle, Rick H. · 2017 · Personality and Social Psychology Bulletin
26. A Meta-Analysis of Research on Inoculation Theory
    Banas, John A., Rains, Stephen A. · 2010 · Communication Monographs
27. Factors affecting YouTube influencer marketing credibility: a heuristic-systematic model
    Xiao, Min, Wang, Rang, Chan-Olmsted, Sylvia · 2018 · Journal of Media Business Studies
28. The Effects of Over Head Movements on Persuasion: Compatibility and Incompatibility of Responses
    Wells, Gary L., Petty, Richard E. · 1980 · Basic and Applied Social Psychology
29. The Flexible Correction Model: The Role of Naive Theories of Bias in Bias Correction
    Wegener, Duane T., Petty, Richard E. · 1997 · Advances in Experimental Social Psychology
30. Motivated Heuristic and Systematic Processing
    Chen, Serena, Duckworth, Kimberly, Chaiken, Shelly · 1999 · Psychological Inquiry
31. Emotion and persuasion: Cognitive and meta-cognitive processes impact attitudes
    Petty, Richard E., Briñol, Pablo · 2015 · Cognition and Emotion
32. Field dependence and attitude change: Source credibility can alter persuasion by affecting message‐relevant thinking
    Heesacker, Martin, Petty, Richard E., Cacioppo, John T. · 1983 · Journal of Personality
33. Effects of rhetorical questions on persuasion: A cognitive response analysis.
    Petty, Richard E., Cacioppo, John T., Heesacker, Martin · 1981 · Journal of Personality and Social Psychology
34. Source factors in persuasion: A self-validation approach
    Briñol, Pablo, Petty, Richard E. · 2009 · European Review of Social Psychology
35. Can Disclosures Lead Consumers to Resist Covert Persuasion? The Important Roles of Disclosure Timing and Type of Response
    Campbell, Margaret C., Mohr, Gina S., Verlegh, Peeter W.J. · 2013 · Journal of Consumer Psychology
36. Trust-Assuring Arguments in B2C E-commerce: Impact of Content, Source, and Price on Trust
    Kim, Dongmin, Benbasat, Izak · 2009 · Journal of Management Information Systems
37. Uncertainty orientation and persuasion: Individual differences in the effects of personal relevance on social judgments.
    Sorrentino, Richard M., Bobocel, D. Ramona, Gitta, Maria Z., Olson, James M., Hewitt, Erin C. · 1988 · Journal of Personality and Social Psychology
38. Who or What to Believe: Trust and the Differential Persuasiveness of Human and Anthropomorphized Messengers
    Touré-Tillery, Maferima, McGill, Ann L. · 2015 · Journal of Marketing
39. A brief, web-based personalized feedback selective intervention for college student marijuana use: A randomized clinical trial.
    Lee, Christine M., Neighbors, Clayton, Kilmer, Jason R., Larimer, Mary E. · 2010 · Psychology of Addictive Behaviors
40. The influence of motor processes on attitudes toward novel versus familiar semantic stimuli
    Priester, Joseph R., Cacioppo, John T., Petty, Richard E. · 1996 · Personality and Social Psychology Bulletin
41. A Metacognitive Perspective on the Cognitive Deficits Experienced in Intellectually Threatening Environments
    Schmader, Toni, Forbes, Chad E., Shen Zhang, Berry Mendes, Wendy · 2009 · Personality and Social Psychology Bulletin
42. The Influence of Decision Aids on User Behavior: Implications for Knowledge Acquisition and Inappropriate Reliance
    Glover, Steven M, Prawitt, Douglas F, Spilker, Brian C · 1997 · Organizational Behavior and Human Decision Processes
43. Debiasing the framing effect: The effect of warning and involvement
    Cheng, Fei-Fei, Wu, Chin-Shan · 2010 · Decision Support Systems
44. The Effect of Self-Affirmation in Nonthreatening Persuasion Domains: Timing Affects the Process
    Briñol, Pablo, Petty, Richard E., Gallardo, Ismael, DeMarree, Kenneth G. · 2007 · Personality and Social Psychology Bulletin
45. Motivational and cultural variations in mortality salience effects: Contemplations on terror management theory and consumer behavior
    Maheswaran, Durairaj, Agrawal, Nidhi · 2004 · Journal of Consumer Psychology
46. The role of perceived e-health literacy in users’ continuance intention to use mobile healthcare applications: an exploratory empirical study in China
    Zhang, Xi, Yan, Xiangda, Cao, Xiongfei, Sun, Yongqiang, Chen, Hui, She, Jinghuai · 2018 · Information Technology for Development
47. The influence of need for closure on consumer’s choice behaviour
    Vermeir, Iris, Van Kenhove, Patrick, Hendrickx, Hendrik · 2002 · Journal of Economic Psychology
48. The impact of the social context on resistance to persuasion: Effortful versus effortless responses to counter-attitudinal information
    Levitan, Lindsey Clark, Visser, Penny S. · 2008 · Journal of Experimental Social Psychology
49. Processes of Social Influence: The Elaboration Likelihood Model of Persuasion
    CACIOPPO, JOHN T., PETTY, RICHARD E., STOLTENBERG, CAL D. · 1985 · Advances in Cognitive–Behavioral Research and Therapy
50. Personal Relevance in Story Reading
    Kuzmičová, Anežka, Bálint, Katalin · 2019 · Poetics Today
51. Ambivalent Attitudes in a Communication Process: An Integrated Model
    Chang, Chingching · 2012 · Human Communication Research
52. Be Friendly, Not Friends: How LLM Sycophancy Shapes User Trust
    Sun, Yuan, Wang, Ting · 2026 · Proceedings of the 2026 CHI Conference on Human Factors in Computing Systems
53. Republicans and Climate Change: An Audience Analysis of Predictors for Belief and Policy Preferences
    Rolfe-Redding, Justin, Maibach, Edward W., Feldman, Lauren, Leiserowitz, Anthony · 2012