The DOI matches its Crossref record; 86 of the 86 references it cites were found in a registry or an index.
Persuasion by a Single Route: A View From the Unimodel
Abstract
Major current notions of persuasion depict it as attainable via 2 qualitatively distinct routes: (a) a central or a systematic route in which opinions and attitudes are based on carefully processed arguments in the persuasive message and (b) a peripheral or heuristic route in which they are based on briefly considered heuristics or cues, exogenous to the message. This article offers a single-route reconceptualization that treats these dual routes to persuasion as involving functionally equivalent types of evidence from which persuasive conclusions may be drawn. Previous findings in the dual-process literature are reconsidered in light of this "unimodel," and novel data are presented consistent with its assumptions. Beyond its parsimony and integrative potential, the unimodel offers conceptual, empirical, and practical advantages in the persuasion domain.
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Cited by
Political conservatism as motivated social cognition.
Jost, J. T., Glaser, J., Kruglanski, A. W., & Sulloway, F. J. (2003) · Psychological Bulletin · doi:10.1037/0033-2909.129.3.339 · Cited by 4,904
Self-citationReflective and Impulsive Determinants of Social Behavior
Strack, F., & Deutsch, R. (2004) · Personality and Social Psychology Review · doi:10.1207/s15327957pspr0803_1 · Cited by 3,984
Understanding and using the Implicit Association Test: III. Meta-analysis of predictive validity.
Greenwald, A. G., Poehlman, T. A., Uhlmann, E. L., & Banaji, M. R. (2009) · Journal of Personality and Social Psychology · doi:10.1037/a0015575 · Cited by 3,257
Kruglanski, A. W., Shah, J. Y., Fishbach, A., Friedman, R., Chun, W. Y., & Sleeth-Keppler, D. (2002) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(02)80008-9 · Cited by 1,386
Self-citationChen, X.-P., Yao, X., & Kotha, S. (2009) · Academy of Management Journal · doi:10.5465/amj.2009.36462018 · Cited by 1,017
Metadata
- Authors
- Kruglanski, A. W., & Thompson, E. P.
- Venue
- Psychological Inquiry
- Publisher
- Informa UK Limited
- Published
- 1999-04
- Volume
- 10
- Issue
- 2
- Pages
- 83-109
- ISSN
- 1047-840X (ISSN-L)
- 1532-7965
- OpenAlex
- W2124369469
- Cited by
- 508
- References
- 86
- FWCI
- 27.06
- Type
- journal article
- Language
- en
- Open access
- closed
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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.
