The DOI matches its Crossref record; 20 of the 21 references it cites were found in a registry or an index.
Effects of rhetorical questions on persuasion: A cognitive response analysis.
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Claims other papers make about this one
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In the citing paper
“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
Citations
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
Chaiken, S. (1980) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.39.5.752 · Cited by 5,516
Attitudes and Persuasion: Classic and Contemporary Approaches
Petty, R. E., & Cacioppo, J. T. (1981) · Medical Entomology and Zoology · Cited by 3,368
Self-citation(2017) · doi:10.5040/9798400682018.ch-003 · Cited by 2,248
Petty, R., & Cacioppo, J. (1979) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.37.10.1915 · Cited by 1,677
Self-citationLanguage and context: The acquisition of pragmatics
Bates, E. A. (1976) · Medical Entomology and Zoology · Cited by 1,313
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
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 1,022
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
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
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
Self-citationOn resistance to persuasive communications.
Festinger, L., & Maccoby, N. (1964) · Journal of Abnormal & Social Psychology · doi:10.1037/h0049073 · Cited by 460
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 281
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
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
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
Rhetorical elicitation of agreement in persuasion.
Zillmann, D. (1972) · Journal of Personality and Social Psychology · doi:10.1037/h0032316 · Cited by 52
Sex Differences in Influenceability
Cacioppo, J., & Petty, R. (1980) · Personality and Social Psychology Bulletin · doi:10.1177/014616728064016 · Cited by 33
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
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
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
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
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
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
Self-citationAttitude change: Multiple roles for persuasion variables.
Petty, R. E., & Wegener, D. T. (1998) · Cited by 993
Self-citation
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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