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HandWiki. Elaboration Likelihood Model. Encyclopedia. Available online: https://encyclopedia.pub/entry/37587 (accessed on 15 September 2026).
HandWiki. Elaboration Likelihood Model. Encyclopedia. Available at: https://encyclopedia.pub/entry/37587. Accessed September 15, 2026.
HandWiki. "Elaboration Likelihood Model" Encyclopedia, https://encyclopedia.pub/entry/37587 (accessed September 15, 2026).
HandWiki. (2022, December 01). Elaboration Likelihood Model. In Encyclopedia. https://encyclopedia.pub/entry/37587
HandWiki. "Elaboration Likelihood Model." Encyclopedia. Web. 01 December, 2022.
Elaboration Likelihood Model
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The elaboration likelihood model (ELM) of persuasion is a dual process theory describing the change of attitudes. The ELM was developed by Richard E. Petty and John Cacioppo in 1980. The model aims to explain different ways of processing stimuli, why they are used, and their outcomes on attitude change. The ELM proposes two major routes to persuasion: the central route and the peripheral route.

dual process theory persuasion model

References

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  2. Allport, Gordon (1935). "Attitudes". A Handbook of Social Psychology: 789–844. 
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  4. Fazio, Russell H; Zanna, Mark P (1981). "Direct experience and attitude-behavior consistency". Advances in Experimental Social Psychology 14: 161–202. doi:10.1016/s0065-2601(08)60372-x.  https://dx.doi.org/10.1016%2Fs0065-2601%2808%2960372-x
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  6. Petty, Richard E; Cacioppo, John T (1986). "The elaboration likelihood model of persuasion". Advances in Experimental Social Psychology: 124–125. 
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  8. Morris, J. D.; Singh, A. J.; Woo, C.. "Elaboration likelihood model: A missing intrinsic emotional implication". Journal of Targeting, Measurement and Analysis for Marketing 14: 79–98. doi:10.1057/palgrave.jt.5740171.  https://dx.doi.org/10.1057%2Fpalgrave.jt.5740171
  9. Griffin, E. (2012). In addition, there are different variables that a persuader can use to affect an individual’s ability to process a message (commonly used factors are the presence or absence of distractions, background knowledge of the topic, and the comprehensibility of the message or how easy it is to understand) that can enhance or reduce the amount of critical thinking that one would use to create elaborations from the message being presented. A First Look at Communication Theory, 8th ed. McGraw-Hill: New York, 205-207.
  10. McNeill, Brian W. (1989). "Reconceptualizing social influence in counseling: The Elaboration Likelihood Model.". Journal of Counseling Psychology 36: 24–33. doi:10.1037/0022-0167.36.1.24. http://eds.b.ebscohost.com.gate.lib.buffalo.edu/ehost/detail/detail?sid=431af8ef-0d10-4e05-afd2-2c517701e4ba%40sessionmgr111&vid=0&hid=103&bdata=JnNpdGU9ZWhvc3QtbGl2ZSZzY29wZT1zaXRl#db=pdh&AN=1989-19793-001. 
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  19. Petty, Richard E; Cacioppo, John T (1984). "Source factors and the elaboration likelihood model of persuasion". Advances in Consumer Research: 668–672. 
  20. Rollins, B.; Bhutada, N. (2014). "Impact Of Celebrity Endorsements In Disease-Specific Direct-To-Consumer (DTC) Advertisements: An Elaboration Likelihood Model Approach". International Journal of Pharmaceutical and Healthcare Marketing 8 (2): 164–177. doi:10.1108/ijphm-05-2013-0024.  https://dx.doi.org/10.1108%2Fijphm-05-2013-0024
  21. Angst, Corey; Agarwal, Ritu (2009). "Adoption of electronic health records in the presence of privacy concerns: the elaboration likelihood model and individual persuasion". MIS Quarterly 33 (2): 339–370. 
  22. Angst, Corey; Agarwal, Ritu (2009). "Adoption of electronic health records in the presence of privacy concerns: the elaboration likelihood model and individual persuasion". MIS Quarterly 33 (2): 339. 
  23. Chen, S.; Lee, K. (2008). "The Role Of Personality Traits And Perceived Values In Persuasion: An Elaboration Likelihood Model Perspective On Online Shopping". Social Behavior & Personality: An International Journal 36 (10): 1379–1400. doi:10.2224/sbp.2008.36.10.1379.  https://dx.doi.org/10.2224%2Fsbp.2008.36.10.1379
  24. Sher, P. J.; Lee, S. (2009). "Consumer Skepticism And Online Reviews: An Elaboration Likelihood Model Perspective". Social Behavior & Personality: An International Journal 37 (1): 137–143. doi:10.2224/sbp.2009.37.1.137.  https://dx.doi.org/10.2224%2Fsbp.2009.37.1.137
  25. Ho, S.; Bodoff, D. (2014). "The Effects Of Web Personalization On User Attitude And Behavior: An Integration Of The Elaboration Likelihood Model And Consumer Search Theory". MIS Quarterly 38 (2): 497–A10. 
  26. Yang, S (2015). "An Eye-Tracking Study Of The Elaboration Likelihood Model In Online Shopping". Electronic Commerce Research and Applications 14 (4): 233–240. doi:10.1016/j.elerap.2014.11.007.  https://dx.doi.org/10.1016%2Fj.elerap.2014.11.007
  27. Benjamin Lowry, Paul; Moody, Gregory D.; Vance, Anthony; Jensen, Matthew L.; Jenkins, Jeffrey L.; Wells, Taylor (2012). "Using an elaboration likelihood approach to better understand the persuasiveness of website privacy assurance cues for online consumers". Journal of the Association for Information Science and Technology (JASIST) 63 (4): 755–766. doi:10.1002/asi.21705.  https://dx.doi.org/10.1002%2Fasi.21705
  28. Bezes, C (2015). "Identifying Central And Peripheral Dimensions Of Store And Website Image: Applying The Elaboration Likelihood Model To Multichannel Retailing". Journal of Applied Business Research 31 (4): 1453. 
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  43. Richard E. Petty; S. Christian Wheeler; George Y. Bizer (1999). Is There One Persuasion Process or More? Lumping Versus Splitting in Attitude Change Theories. http://www.psy.ohio-state.edu/petty/PDF%20Files/1999-PI-Petty,Wheeler,Bizer.pdf. 
  44. Petty, R. E.; Cacioppo, J. T. (1981). Attitudes and persuasion: Classic and contemporary approaches. 
  45. Petty, Richard E. (1997). The Evolution of Theory and Research in Social Psychology: From Single to Multiple Effect and Process Models of Persuasion. http://www.psy.ohio-state.edu/petty/documents/1997EVOLUTIONOFTHEORYPetty.pdf. 
  46. Petty, R.E.; Wegener, D.T. (1999). The Elaboration Likelihood Model: Current Status and Controversies. http://www.psy.ohio-state.edu/petty/PDF%20Files/1999-DUAL%20PROCESS-Petty,Wegener.pdf. 
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