The DOI matches its Crossref record.
Attitude and Attitude Change
Abstract
INTRODUCTION 358 THREE AREAS OF SPECIAL EMPHASIS ....... 359 Cognitive Response Analysis of Attitude Effects 359 Role-playing and the effects of mere thought 359 Cognitive responses to persuasive messages 360 Central and peripheral routes to persuasion 365 The Attitude-Behavior Relationship ........ ...... 366 Predicting overt behaviors from attitudes ......... 366 Attitudes and covert behaviors 372 The Consistency Model 375 Balance 376 Cognitive dissonance theory 377 Impression management 380 Consistency-based compliance .... 383
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cited by
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-citationCacioppo, J. T., & Petty, R. E. (1982) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.42.1.116 · Cited by 5,359
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-citationPetty, R. E., Wegener, D. T., & Fabrigar, L. R. (1997) · Annual Review of Psychology · doi:10.1146/annurev.psych.48.1.609 · Cited by 2,290
Self-citationRecent Developments in Role Theory
Biddle, B. J. (1986) · Annual Review of Sociology · doi:10.1146/annurev.so.12.080186.000435 · Cited by 2,358
Multiple Processes by which Attitudes Guide Behavior: The Mode Model as an Integrative Framework
Fazio, R. H. (1990) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60318-4 · Cited by 2,002
Petty, R. E., & Cacioppo, J. T. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.46.1.69 · Cited by 1,727
Self-citationPersuasive Systems Design: Key Issues, Process Model, and System Features
Oinas-Kukkonen, H., & Harjumaa, M. (2009) · Communications of the Association for Information Systems · doi:10.17705/1cais.02428 · Cited by 1,663
Attitudes and the Prediction of Behavior: A Meta-Analysis of the Empirical Literature
Kraus, S. J. (1995) · Personality and Social Psychology Bulletin · doi:10.1177/0146167295211007 · Cited by 1,613
Gaze and eye contact: a research review
Kleinke, C. L. (1986) · Psychological Bulletin · doi:10.1037/0033-2909.100.1.78 · Cited by 1,455
On the motivational nature of cognitive dissonance: Dissonance as psychological discomfort.
Elliot, A. J., & Devine, P. G. (1994) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.67.3.382 · Cited by 1,289
A New Look at Dissonance Theory
Cooper, J., & Fazio, R. H. (1984) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60121-5 · Cited by 928
The Impact of Accountability on Judgment and Choice: Toward A Social Contingency Model
Tetlock, P. E. (1992) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60287-7 · Cited by 926
Chaiken, S., & Stangor, C. (1987) · Annual Review of Psychology · doi:10.1146/annurev.ps.38.020187.003043 · Cited by 518
Schumann, J. H., von Wangenheim, F., & Groene, N. (2014) · Journal of Marketing · doi:10.1509/jm.11.0316 · Cited by 287
Heesacker, M., Petty, R. E., & Cacioppo, J. T. (1983) · Journal of Personality · doi:10.1111/j.1467-6494.1983.tb00872.x · Cited by 284
Self-citationTurner-McGrievy, G., & Tate, D. (2011) · Journal of Medical Internet Research · doi:10.2196/jmir.1841 · Cited by 263
A management communication strategy for change
Klein, S. M. (1996) · Journal of Organizational Change Management · doi:10.1108/09534819610113720 · Cited by 240
Turner-McGrievy, G. M., Campbell, M. K., Tate, D. F., Truesdale, K. P., Bowling, J. M., & Crosby, L. (2009) · American Journal of Preventive Medicine · doi:10.1016/j.amepre.2009.06.010 · Cited by 112
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
Self-citationTwo Routes to Trust Calibration: Effects of Reliability and Brand Information on Trust in Automation
Kraus, J. M., Forster, Y., Hergeth, S., & Baumann, M. (2019) · International Journal of Mobile Human Computer Interaction · doi:10.4018/ijmhci.2019070101 · Cited by 42
Emotional states vs. emotional words in social media
Beasley, A., & Mason, W. (2015) · Proceedings of the ACM Web Science Conference · doi:10.1145/2786451.2786473 · Cited by 38
Memories for Public Events in the Internet Age: Fake News, False Memories, and Filter Bubbles
Murphy, G., Egan, R., & Greene, C. M. (2025) · The Remaking of Memory in the Age of the Internet and Social Media · doi:10.1093/oso/9780197661260.003.0008 · Cited by 12
Metadata
- Authors
- Cialdini, R. B., Petty, R. E., & Cacioppo, J. T.
- Venue
- Annual Review of Psychology
- Publisher
- Annual Reviews
- Published
- 1981-01
- Volume
- 32
- Issue
- 1
- Pages
- 357-404
- ISSN
- 0066-4308 (ISSN-L)
- 1545-2085
- OpenAlex
- W1997260947
- Cited by
- 470
- References
- 0
- FWCI
- 100.03
- Type
- journal article
- Language
- en
- Open access
- closed
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
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
