Communication and Persuasion

Intra-Campaign Changes in Voting Preferences: The Impact of Media and Party Communication

“…We were unable to identify an effect of the visibility or tone of party evaluations in the tabloid media on changes in voting preferences whatsoever, which previous studies also suggest (e.g., Banducci et al, 2017). Although our research design did not allow us to explicitly test for different levels of cognitive processing, our findings are in line with dual processing theories, such as the elaboration likelihood model (Petty & Cacioppo, 1986). The results of our large- N population study thus further support dual processing theory initially developed on the basis of experimental research: We were able to show that highly ambivalent voters are more likely to be more motivated to process information in (quality) media outlets thoroughly and are thus more susceptible to the tone of party evaluations when changing their party preferences (= systematic or central processing).…”

Motivations underlying attitudes: regulatory focus and majority versus minority support

“…The value of the functional approach to attitudes is widely acknowledged, and the motivations underlying attitudes are intrinsic to almost every domain of attitude research (e.g. Cialdini & Trost, 1998;Eagly & Chaiken, 1993;Kelman, 1958;Plant & Devine, 1998;Dunton & Fazio, 1997;Petty & Cacioppo, 1986). However, with only a few exceptions (e.g.…”

The Effects of Environmental Brand Attributes and Nature Imagery in Green Advertising

“…The ELM (Petty & Cacioppo, 1986) suggests that involvement is a crucial factor in individuals' motivation to process incoming information. Based on the amount of cognitive elaboration, attitude formation toward a brand or a product takes place through either central or peripheral persuasion processes.…”