Effects of rhetorical questions on persuasion: A cognitive response analysis.
Integrity signals
Registry
Cites
Statistics
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
When users pay less attention to advertising, they put less mental effort into evaluating the message, and they rely more on heuristics, signals, and cues.
“When users pay less attention to advertising, they put less mental effort into evaluating the message, and they rely more on heuristics, signals, and cues (Petty, Cacioppo, and Heesacker 1981;Tellis 2003).”
From Influencer Marketing on Instagram: Empirical Research on Social Media Engagement with Sponsored Posts (2022) · cites this paper as Petty, Cacioppo, and Heesacker 1981
When users pay more attention to advertising, they put more mental effort into evaluating the message, and they do so more carefully.
“When users pay more attention to advertising, they put more mental effort into evaluating the message, and they do so more carefully (Cacioppo and Petty 1979;Petty, Cacioppo, and Heesacker 1981;Petty, Cacioppo, and Schumann 1983).”
From Influencer Marketing on Instagram: Empirical Research on Social Media Engagement with Sponsored Posts (2022) · cites this paper as Petty, Cacioppo, and Heesacker 1981
Cites
Levels of processing: A framework for memory research
Craik, F. I. M., & Lockhart, R. S. (1972) · Journal of Verbal Learning and Verbal Behavior · doi:10.1016/s0022-5371(72)80001-x · Cited by 9,566 · see citing works
Chaiken, S. (1980) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.39.5.752 · Cited by 5,516 · see citing works
Attitudes and Persuasion: Classic and Contemporary Approaches
Petty, R. E., & Cacioppo, J. T. (1981) · Medical Entomology and Zoology · Cited by 3,368 · see citing works
Self-citation(2017) · doi:10.5040/9798400682018.ch-003 · Cited by 2,247 · see citing works
Petty, R., & Cacioppo, J. (1979) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.37.10.1915 · Cited by 1,677 · see citing works
Self-citationLanguage and context: The acquisition of pragmatics
Bates, E. A. (1976) · Medical Entomology and Zoology · Cited by 1,313 · see citing works
Cognitive Responses in Persuasion
Petty, R. E., Ostrom, T. M., & Brock, T. C. (2014) · Psychology Press eBooks · doi:10.4324/9781315803012 · Cited by 1,223 · see citing works
Self-citationCognitive Learning, Cognitive Response to Persuasion, and Attitude Change
Greenwald, A. G. (1968) · Elsevier eBooks · doi:10.1016/b978-1-4832-3071-9.50012-x · Cited by 1,010 · see citing works
Psychological Foundations of Attitudes
Greenwald, A. G., Brock, T. C., & Ostrom, T. M. (1968) · Elsevier eBooks · doi:10.1016/c2013-0-12318-5 · Cited by 840 · see citing works
Effects of message repetition and position on cognitive response, recall, and persuasion.
Cacioppo, J. T., & Petty, R. E. (1979) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.37.1.97 · Cited by 813 · see citing works
Self-citationPetty, R. E., Wells, G. L., & Brock, T. C. (1976) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.34.5.874 · Cited by 611 · see citing works
Self-citationOn resistance to persuasive communications.
Festinger, L., & Maccoby, N. (1964) · Journal of Abnormal & Social Psychology · doi:10.1037/h0049073 · Cited by 460 · see citing works
Forewarning, cognitive responding, and resistance to persuasion.
Petty, R. E., & Cacioppo, J. T. (1977) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.35.9.645 · Cited by 270 · see citing works
Self-citationWarning, personal involvement, and attitude change.
Apsler, R., & Sears, D. O. (1968) · Journal of Personality and Social Psychology · doi:10.1037/h0021248 · Cited by 159 · see citing works
Effects of ego-involvement conditions on attitude change to high and low credibility communicators.
Johnson, H. H., & Scileppi, J. A. (1969) · Journal of Personality and Social Psychology · doi:10.1037/h0027992 · Cited by 91 · see citing works
Effects of speech style and sex of speaker on person perception.
Newcombe, N. S., & Arnkoff, D. B. (1979) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.37.8.1293 · Cited by 80 · see citing works
Rhetorical elicitation of agreement in persuasion.
Zillmann, D. (1972) · Journal of Personality and Social Psychology · doi:10.1037/h0032316 · Cited by 52 · see citing works
Sex Differences in Influenceability
Cacioppo, J., & Petty, R. (1980) · Personality and Social Psychology Bulletin · doi:10.1177/014616728064016 · Cited by 33 · see citing works
Self-citationRhetorical Elicitation of Concession in Persuasion
Zillmann, D., & Cantor, J. R. (1974) · The Journal of Social Psychology · doi:10.1080/00224545.1974.9923209 · Cited by 22 · see citing works
INDUCTION OF CURIOSITY VIA RHETORICAL QUESTIONS AND ITS EFFECT ON THE LEARNING OF FACTUAL MATERIALS
Zillmann, D., & Cantor, J. R. (1973) · British Journal of Educational Psychology · doi:10.1111/j.2044-8279.1973.tb00753.x · Cited by 20 · see citing works
Flagged first, then by citations
1 of the 21 references couldn’t be matched to a known paper.
Cited by
Sorted by citations
The Elaboration Likelihood Model of Persuasion
Petty, R. E., & Cacioppo, J. T. (1986) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60214-2 · Cited by 8,822 · see citing works
Self-citationCentral and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement
Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983) · Journal of Consumer Research · doi:10.1086/208954 · Cited by 4,610 · see citing works
Self-citationThe Elaboration Likelihood Model of Persuasion
Petty, R. E., & Cacioppo, J. T. (1986) · Communication and Persuasion · doi:10.1007/978-1-4612-4964-1_1 · Cited by 3,202 · see citing works
Self-citationPersonal involvement as a determinant of argument based persuasion
Petty, R., Cacioppo, J., & Goldman, R. (1981) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.41.5.847 · Cited by 2,061 · see citing works
Self-citationAttitude change: Multiple roles for persuasion variables.
Petty, R. E., & Wegener, D. T. (1998) · Cited by 993 · see citing works
Self-citationEffects of involvement on persuasion: A meta-analysis.
Johnson, B. T., & Eagly, A. H. (1989) · Psychological Bulletin · doi:10.1037/0033-2909.106.2.290 · Cited by 986 · see citing works
The Influence of Avatars on Online Consumer Shopping Behavior
Holzwarth, M., Janiszewski, C. A., & Neumann, M. M. (2006) · Journal of Marketing · doi:10.1509/jmkg.70.4.19 · Cited by 814 · see citing works
Angst, C. M., & Agarwal, R. (2009) · MIS Quarterly · doi:10.2307/20650295 · Cited by 1,043 · see citing works
Kyle, G. T., Graefe, A. R., Manning, R. E., & Bacon, J. (2004) · Journal of Environmental Psychology · doi:10.1016/j.jenvp.2003.12.006 · Cited by 629 · see citing works
Rethinking the Concept of User Involvement
Barki, H., & Hartwick, J. (1989) · MIS Quarterly · doi:10.2307/248700 · Cited by 613 · see citing works
Creating Effective Online Customer Experiences
Bleier, A., Harmeling, C. M., & Palmatier, R. W. (2018) · Journal of Marketing · doi:10.1177/0022242918809930 · Cited by 546 · see citing works
Involvement and persuasion: Tradition versus integration.
Petty, R. E., & Cacioppo, J. T. (1990) · Psychological Bulletin · doi:10.1037/0033-2909.107.3.367 · Cited by 459 · see citing works
Self-citationAssessing Three Sources of Misresponse to Reversed Likert Items
Swain, S. D., Weathers, D., & Niedrich, R. W. (2008) · Journal of Marketing Research · doi:10.1509/jmkr.45.1.116 · Cited by 386 · see citing works
Effects of Self-Referencing on Persuasion
Burnkrant, R. E., & Unnava, H. R. (1995) · Journal of Consumer Research · doi:10.1086/209432 · Cited by 415 · see citing works
Source Attributions and Persuasion: Perceived Honesty as a Determinant of Message Scrutiny
Priester, J. R., & Petty, R. E. (1995) · Personality and Social Psychology Bulletin · doi:10.1177/0146167295216010 · Cited by 347 · see citing works
Self-citationWanzer, M. B., Frymier, A. B., & Irwin, J. (2009) · Communication Education · doi:10.1080/03634520903367238 · Cited by 333 · see citing works
Kyle, G. T., Absher, J. D., & Graefe, A. R. (2003) · Leisure Sciences · doi:10.1080/01490400306552 · Cited by 311 · see citing works
Heesacker, M., Petty, R. E., & Cacioppo, J. T. (1983) · Journal of Personality · doi:10.1111/j.1467-6494.1983.tb00872.x · Cited by 284 · see citing works
Self-citationCognitive Theories of Persuasion
Eagly, A. H., & Chaiken, S. (1984) · Advances in experimental social psychology · doi:10.1016/s0065-2601(08)60122-7 · Cited by 268 · see citing works
Argumentation Mining in User-Generated Web Discourse
Habernal, I., & Gurevych, I. (2016) · Computational Linguistics · doi:10.1162/coli_a_00276 · Cited by 255 · see citing works
Media Transportation and Advertising
Wang, J., & Calder, B. J. (2006) · Journal of Consumer Research · doi:10.1086/506296 · Cited by 245 · see citing works
Attitude Importance and the Accumulation of Attitude-Relevant Knowledge in Memory.
Holbrook, A. L., Berent, M. K., Krosnick, J. A., Visser, P. S., & Boninger, D. S. (2005) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.88.5.749 · Cited by 229 · see citing works
The Persuasive Power of Data Visualization
Pandey, A. V., Manivannan, A., Nov, O., Satterthwaite, M., & Bertini, E. (2014) · IEEE Transactions on Visualization and Computer Graphics · doi:10.1109/tvcg.2014.2346419 · Cited by 217 · see citing works
The Elaboration Likelihood Model of Persuasion
Wagner, B. C., & Petty, R. E. (2022) · Wiley eBooks · doi:10.1002/9781394266616.ch5 · Cited by 208 · see citing works
Self-citationBurnkrant, R. E., & Unnava, H. R. (1989) · Personality and Social Psychology Bulletin · doi:10.1177/0146167289154015 · Cited by 201 · see citing works
Wentzel, D., Tomczak, T., & Herrmann, A. P. (2010) · Psychology and Marketing · doi:10.1002/mar.20341 · Cited by 200 · see citing works
INVOLVEMENT AND THE CONSISTENCY OF KNOWLEDGE, ATTITUDES, AND BEHAVIORS
Chaffee, S. H., & Roser, C. (1986) · Communication Research · doi:10.1177/009365086013003006 · Cited by 186 · see citing works
Persuasion: From Single to Multiple to Metacognitive Processes
Petty, R., & Briñol, P. (2008) · Perspectives on Psychological Science · doi:10.1111/j.1745-6916.2008.00071.x · Cited by 211 · see citing works
Self-citationWhen motives clash: Issue involvement and response involvement as determinants of persuasion.
Leippe, M. R., & Elkin, R. A. (1987) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.52.2.269 · Cited by 179 · see citing works
Persuasion and Attitude Change
Petty, R. E., Wheeler, S., & Ma, Z. L. T. (2003) · Wiley eBooks · doi:10.1002/0471264385.wei0515 · Cited by 141 · see citing works
Self-citationAttitude change as a function of attitude type and argument type.
Millar, M., & Millar, K. U. (1990) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.59.2.217 · Cited by 200 · see citing works
The Role of Different Markers of Linguistic Powerlessness in Persuasion
Blankenship, K. L., & Holtgraves, T. (2005) · Journal of Language and Social Psychology · doi:10.1177/0261927x04273034 · Cited by 172 · see citing works
Effects of mood on high elaboration attitude change: The mediating role of likelihood judgments
Wegener, D. T., Petty, R. E., & Klein, D. J. (1994) · European Journal of Social Psychology · doi:10.1002/ejsp.2420240103 · Cited by 168 · see citing works
Self-citationItem context effects on personality scales: Measuring changes the measure.
Knowles, E. S. (1988) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.55.2.312 · Cited by 163 · see citing works
Mothersbaugh, D. L., Huhmann, B. A., & Franke, G. R. (2002) · Journal of Consumer Research · doi:10.1086/338211 · Cited by 158 · see citing works
You call that a rhetorical question?
Frank, J. (1990) · Journal of Pragmatics · doi:10.1016/0378-2166(90)90003-v · Cited by 154 · see citing works
Colston, H. L. (2015) · Cambridge University Press eBooks · doi:10.1017/cbo9781316226414 · Cited by 155 · see citing works
Assessing When Increased Media Weight of Real-World Advertisements Helps Sales
MacInnis, D. J., Rao, A. G., & Weiss, A. M. (2002) · Journal of Marketing Research · doi:10.1509/jmkr.39.4.391.19118 · Cited by 149 · see citing works
Cameron, K. A. (2009) · Patient Education and Counseling · doi:10.1016/j.pec.2008.12.003 · Cited by 140 · see citing works
SARS Wars: An Examination of the Quantity and Construction of Health Information in the News Media
Berry, T. R., Higgins, J., & Naylor, P. (2007) · Health Communication · doi:10.1080/10410230701283322 · Cited by 136 · see citing works
Fundamental Processes Leading to Attitude Change: Implications for Cancer Prevention Communications
Briñol, P., & Petty, R. E. (2006) · Journal of Communication · doi:10.1111/j.1460-2466.2006.00284.x · Cited by 135 · see citing works
Self-citationThe Effects of Syntactic Complexity on Advertising Persuasiveness
Lowrey, T. M. (1998) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp0702_04 · Cited by 134 · see citing works
Ahluwalia, R., & Burnkrant, R. E. (2004) · Journal of Consumer Research · doi:10.1086/383421 · Cited by 161 · see citing works
Question-response argumentation in talk shows
Ilie, C. (1999) · Journal of Pragmatics · doi:10.1016/s0378-2166(99)00056-9 · Cited by 126 · see citing works
Effects of the use of introductory rhetorical questions versus statements on information processing.
Burnkrant, R. E., & Howard, D. J. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.47.6.1218 · Cited by 124 · see citing works
Smith, R. E. (1993) · Journal of Marketing Research · doi:10.1177/002224379303000206 · Cited by 124 · see citing works
A Meta-Analysis of the ELM's Argument Quality × Processing Type Predictions
Carpenter, C. J. (2014) · Human Communication Research · doi:10.1111/hcre.12054 · Cited by 121 · see citing works
The Role of Argument Quality in the Elaboration Likelihood Model
Areni, C. S., & Lutz, R. J. (1988) · Research Online (University of Wollongong) · Cited by 116 · see citing works
Cosenza, T. R., Solomon, M. R., & Kwon, W. (2014) · Journal of Consumer Behaviour · doi:10.1002/cb.1496 · Cited by 108 · see citing works
Undemocratic Discourse: A Review of Theory and Research on Political Discourse
Gastil, J. (1992) · Discourse & Society · doi:10.1177/0957926592003004003 · Cited by 107 · see citing works
Involvement, Attention, and Perceptions of Message Relevance in the Response to Persuasive Appeals
Roser, C. (1990) · Communication Research · doi:10.1177/009365090017005001 · Cited by 107 · see citing works
Pogacar, R., Shrum, L. J., & Lowrey, T. M. (2018) · Journal of Consumer Psychology · doi:10.1002/jcpy.1052 · Cited by 101 · see citing works
Chang, C. (2007) · Journal of Advertising · doi:10.2753/joa0091-3367360102 · Cited by 101 · see citing works
From Interpretation to Protection: Is There a Theoretical Basis?
Ham, S. H. (2009) · Journal of Interpretation Research · doi:10.1177/109258720901400204 · Cited by 101 · see citing works
Race of source effects in the Elaboration Likelihood Model.
White, P. H., & Harkins, S. G. (1994) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.67.5.790 · Cited by 96 · see citing works
Kim, J., Baek, Y., & Choi, Y. H. (2012) · Journal of Advertising · doi:10.2753/joa0091-3367410206 · Cited by 95 · see citing works
Guyer, J. J., Fabrigar, L., & Vaughan-Johnston, T. (2018) · Personality and Social Psychology Bulletin · doi:10.1177/0146167218787805 · Cited by 92 · see citing works
Rhetorical features facilitate prosodic processing while handicapping ease of semantic comprehension
Menninghaus, W., Bohrn, I. C., Knoop, C. A., Kotz, S. A., Schlotz, W., & Jacobs, A. M. (2015) · Cognition · doi:10.1016/j.cognition.2015.05.026 · Cited by 92 · see citing works
Kahl, S. J., & Grodal, S. (2016) · Strategic Management Journal · doi:10.1002/smj.2453 · Cited by 76 · see citing works
Components of Vested Interest and Attitude-Behavior Consistency
Crano, W. D., & Prišlin, R. (1995) · Basic and Applied Social Psychology · doi:10.1080/01973533.1995.9646129 · Cited by 91 · see citing works
Swasy, J. L., & Munch, J. M. (1985) · Journal of Consumer Research · doi:10.1086/209023 · Cited by 90 · see citing works
Communication and attitude change: causes, processes, and effects
Johnson, B. T., Maio, G. R., & Smith–McLallen, A. (2005) · Lawrence Erlbaum Associates eBooks · doi:10.4324/9781410612823.ch15 · Cited by 89 · see citing works
Gross, J., & von Wangenheim, F. (2022) · Journal of Interactive Advertising · doi:10.1080/15252019.2022.2123724 · Cited by 88 · see citing works
“When users pay more attention to advertising, they put more mental effort into evaluating the message, and they do so more carefully (Cacioppo and Petty 1979; Petty, Cacioppo, and Heesacker 1981; Petty, Cacioppo, and Schumann 1983).”
BackgroundA model for assessing the effects of communication on recreationists.
Manfredo, M., & Bright, A. (1991) · Journal of Leisure Research · doi:10.1080/00222216.1991.11969840 · Cited by 100 · see citing works
Maass, A., & Clark, R. D. (1983) · European Journal of Social Psychology · doi:10.1002/ejsp.2420130302 · Cited by 86 · see citing works
Rhetorical Question Use and Resistance to Persuasion: An Attitude Strength Analysis
Blankenship, K. L., & Craig, T. Y. (2006) · Journal of Language and Social Psychology · doi:10.1177/0261927x06286380 · Cited by 81 · see citing works
Hedhli, K. E., Zourrig, H., & Becheur, I. (2020) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2020.102260 · Cited by 87 · see citing works
Rhetorical Question, Summarization Frequency, and Argument Strength Effects on Recall
Munch, J. M., & Swasy, J. L. (1988) · Journal of Consumer Research · doi:10.1086/209146 · Cited by 81 · see citing works
Rosen, C. S. (2000) · Health Psychology · doi:10.1037//0278-6133.19.2.172 · Cited by 81 · see citing works
The complex triad of congruence issues in influencer marketing
von Mettenheim, W., & Wiedmann, K. (2021) · Journal of Consumer Behaviour · doi:10.1002/cb.1935 · Cited by 79 · see citing works
Tell me more: The effects of expressed interest on receptiveness during dialog
Chen, F. S., Minson, J. A., & Tormala, Z. L. (2010) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2010.04.012 · Cited by 76 · see citing works
Processes of Social Influence: The Elaboration Likelihood Model of Persuasion
CACIOPPO, J. T., PETTY, R. E., & STOLTENBERG, C. D. (1985) · Advances in Cognitive–Behavioral Research and Therapy · doi:10.1016/b978-0-12-010604-2.50012-4 · Cited by 69 · see citing works
Self-citationChen, K., Kim, J., & Lin, J.-S. (2015) · Journal of Consumer Behaviour · doi:10.1002/cb.1515 · Cited by 67 · see citing works
Elaboration Likelihood Model in Consumer Research: A Review
Lien, N. (2001) · Cited by 65 · see citing works
The empirical study of figurative language in literature
Kreuz, R. J., & Roberts, R. M. (1993) · Poetics · doi:10.1016/0304-422x(93)90026-d · Cited by 63 · see citing works
Intervention improves restaurant employees' food safety compliance rates
York, V. K., Brannon, L. A., Shanklin, C. W., Roberts, K. R., Barrett, B. B., & Howells, A. D. (2009) · International Journal of Contemporary Hospitality Management · doi:10.1108/09596110910955703 · Cited by 60 · see citing works
The influence of consumer involvement on quality signals perception
Espejel, J., Herrera, C. F., & Flavián, C. (2009) · British Food Journal · doi:10.1108/00070700911001040 · Cited by 58 · see citing works
Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion
Kupor, D. M., & Tormala, Z. L. (2015) · Journal of Consumer Research · doi:10.1093/jcr/ucv018 · Cited by 56 · see citing works
Are you serious?: Rhetorical Questions and Sarcasm in Social Media Dialog
Oraby, S., Harrison, V., Misra, A., Riloff, E., & Walker, M. A. (2017) · Annual Meeting of the Special Interest Group on Discourse and Dialogue · doi:10.18653/v1/w17-5537 · Cited by 55 · see citing works
Foodservice Employees Benefit from Interventions Targeting Barriers to Food Safety
York, V. K., Brannon, L. A., Shanklin, C. W., Roberts, K. R., Howells, A. D., & Barrett, E. B. (2009) · Journal of the American Dietetic Association · doi:10.1016/j.jada.2009.06.370 · Cited by 55 · see citing works
Howard, D. J., Kerin, R. A., & Gengler, C. E. (2000) · Journal of Public Policy & Marketing · doi:10.1509/jppm.19.2.250.17131 · Cited by 55 · see citing works
Social cognition and discourse processing goals in the analysis of `ex-gay' rhetoric
Stewart, C. O. (2008) · Discourse & Society · doi:10.1177/0957926507083689 · Cited by 54 · see citing works
Talk to me personally: Personalization of language style in computer-based learning
Reichelt, M., Kämmerer, F., Niegemann, H. M., & Zander, S. (2014) · Computers in Human Behavior · doi:10.1016/j.chb.2014.03.005 · Cited by 54 · see citing works
Elaboration and Validation Processes: Implications for Media Attitude Change
Briñol, P., & Petty, R. E. (2015) · Media Psychology · doi:10.1080/15213269.2015.1008103 · Cited by 51 · see citing works
Self-citationMessage modality and source credibility can interact to affect argument processing
Booth‐Butterfield, S., & Gutowski, C. (1993) · Communication Quarterly · doi:10.1080/01463379309369869 · Cited by 52 · see citing works
The Effects of Argument Structure and Affective Tagging on Product Attitude Formation
Munch, J. M., Boller, G. W., & Swasy, J. L. (1993) · Journal of Consumer Research · doi:10.1086/209350 · Cited by 52 · see citing works
Negotiation as a form of persuasion: arguments in first offers.
Maaravi, Y., Ganzach, Y., & Pazy, A. (2011) · Journal of Personality and Social Psychology · doi:10.1037/a0023331 · Cited by 60 · see citing works
Johar, G. V. (1996) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp0503_01 · Cited by 51 · see citing works
Petty, R. E., Wegener, D. T., Fabrigar, L. R., Priester, J. R., & Cacioppo, J. T. (1993) · Communication Theory · doi:10.1111/j.1468-2885.1993.tb00078.x · Cited by 51 · see citing works
Self-citationPower and Persuasion: Processes by Which Perceived Power Can Influence Evaluative Judgments
Briñol, P., Petty, R. E., Durso, G. R. O., & Rucker, D. D. (2017) · Review of General Psychology · doi:10.1037/gpr0000119 · Cited by 51 · see citing works
Self-citationCraig, T. Y., & Blankenship, K. L. (2011) · Journal of Language and Social Psychology · doi:10.1177/0261927x11407167 · Cited by 49 · see citing works
The Effects of Virtual Reality News on Learning about Climate Change
Barnidge, M., Sherrill, L. A., Kim, B., Cooks, E., Deavours, D. F., Viehouser, M., Broussard, R., & Zhang, J. (2021) · Mass Communication & Society · doi:10.1080/15205436.2021.1925300 · Cited by 49 · see citing works
Language Use and Persuasion: Multiple Roles for Linguistic Styles
Blankenship, K. L., & Craig, T. Y. (2011) · Social and Personality Psychology Compass · doi:10.1111/j.1751-9004.2011.00344.x · Cited by 47 · see citing works
Nonverbal Behavior of Persuasive Sources: A Multiple Process Analysis
Guyer, J. J., Briñol, P., Petty, R. E., & Horcajo, J. (2019) · Journal of Nonverbal Behavior · doi:10.1007/s10919-018-00291-x · Cited by 47 · see citing works
Self-citationHoward, D. J. (1990) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(90)90036-l · Cited by 45 · see citing works
Evaluation of the efficacy of simulation games in traffic safety education of kindergarten children.
Rénaud, L., & Suissa, S. (1989) · American Journal of Public Health · doi:10.2105/ajph.79.3.307 · Cited by 45 · see citing works
Legal blame: how jurors think and talk about accidents
(2000) · Choice Reviews Online · doi:10.5860/choice.38-2417 · Cited by 46 · see citing works
Hussein, M. A., & Tormala, Z. L. (2021) · Personality and Social Psychology Review · doi:10.1177/10888683211001269 · Cited by 44 · see citing works
Kearney, L. K., Rochlen, A. B., & King, E. B. (2004) · Psychology of Men & Masculinity · doi:10.1037/1524-9220.5.1.72 · Cited by 45 · see citing works
Enhancing Self‐Referencing to Health Messages
Chang, C. (2011) · Journal of Consumer Affairs · doi:10.1111/j.1745-6606.2010.01196.x · Cited by 44 · see citing works
- Authors
- Petty, R. E., Cacioppo, J. T., & Heesacker, M.
- Affiliations
- University of Missouri (US)
- Venue
- Journal of Personality and Social Psychology
- Published
- 1981-03
- Volume
- 40
- Issue
- 3
- Pages
- 432-440
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2088131499
- Cited by
- 272
- References
- 21
- Citations by year
- 2026: 4 · 2025: 4 · 2024: 10 · 2023: 6 · 2022: 10 · 2021: 10 · 2020: 5 · 2019: 7 · 2018: 18 · 2017: 8 · 2016: 7 · 2015: 14 · 2014: 10 · 2013: 10 · 2012: 3
- FWCI
- 24.46
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Personality and Social Psychology (publishedVersion)
- Topics
- Social Sciences › Sociology and Political Science › Psychology of Social Influence
- Social Sciences › Arts and Humanities › Philosophy › Linguistics and Discourse Analysis
- Social Sciences › Arts and Humanities › Philosophy › Rhetoric and Communication Studies
- Keywords
- rhetorical questions, persuasion, cognitive responses, argumentation
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
