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Effects of rhetorical questions on persuasion: A cognitive response analysis.
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“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
In the citing paper
“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
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Metadata
- 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 › Psychology › Social Psychology › Psychology of Social Influence
- Social Sciences › Linguistics and Language › Linguistics and Discourse Analysis
- Social Sciences › Communication › Rhetoric and Communication Studies
- Keywords
- rhetorical questions, persuasion, cognitive responses, argumentation
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