elaboration likelihood model pros and cons

Through central route processing, you can form attitudes and even beliefs. This high elaboration can result from, say, someone knowing what is important to them and therefore investing a substantial amount of effort in examining an argument's message. Peripheral route to persuasion . Or when he acts in violation of his own convictions. . Agenda-Setting Theory. This is because there are no peripheral cues. Copyright terms and licence: CC BY-SA 3.0. Journal of personality and social psychology, 51(5), 1032. Overview of the Elaboration Likelihood Model. After the better part of an hour of careful sifting, sorting and replaying video snippets, Jack reaches a decision. Code June 08, 2022 June 15, 2022 . When elaboration is higher, we're more likely to be persuaded through the central route. So, if users are persuaded via central route processing, they will have focused on the messages strengths. Sometimes we might mostly use central route processing with a little bit of peripheral route processing. There are several pros and cons associated with the elaboration likelihood model. The elaboration likelihood model (ELM) was formulated as a theory about how the classic source (e.g., expertise), message (e.g., number of arguments), and contextual (e.g., distraction) variables have an impact on attitudes toward various objects, issues, and people. Ability - Terminology, apprehension, distractions and physical barriers. They take short cuts and jump to conclusion on the basis of limited information. Elaboration Likelihood Model. Stay up to date with the latest practical scientific articles. They did this by proposing two routes of persuasion that the results of previous studies can fall into. Get more info. Yes, he wants to get some safety gear for Ben, just the basics. The central route of persuasion entails careful. One challenge of [], Using a fishbone diagram can help an organization find the root causes of a problem. This level of willingness to exert effort to hold a correct attitude is known as elaboration, which exists on a spectrum from low to high.. Faced with a persuasive message, an audience will process it using either a high or low level of elaboration. With a final price check, he selects the one he thinks will suit him best and takes it through the easy-to-use e-checkout system weve provided. This is crucial to understand the message. If you elaborate on something, then it means you are really thinking about it. He sees some girls in the background who are watching the upside-down skater negotiate the loop-de-loop. "What Is the Elaboration Likelihood Model in Psychology?" However, when people are rushed or the decision is less important to them, they tend to be more easily persuaded by the peripheral route, that is, by features that are more tangential to the decision at hand. Retrieved from https://www.thoughtco.com/elaboration-likelihood-model-4686036. such as listing the pros and cons to make an important life decision. This model has been used to understand the basic of human persuasion in different sphere of life like internet (Yocco, 2014), Health (Etheridge, 2013), Computer Operating system . By making access to scientific knowledge simple and affordable, self-development becomes attainable for everyone, including you! Elaboration in this model therefore refers to the cognitive action that occurs when analysing a persuasive argument. Expand. Figure 1 Elaboration Likelihood Model of Persuasion (Petty & Cacioppo, 1986). Essentially, the central route involves using critical thinking and trying to make the best decision possible. Attribution Theory. According to the elaboration likelihood model of persuasion, there are two main . Having the opportunity means you have the time available to receive the message, process it, and then make your decision. He wants to focus on style and value, in that order. You decide to use the elaboration likelihood model to develop a marketing campaign that uses both the central and peripheral processing routes. Incorporating ELM in your design: accessing users abilities. Elaboration Likelihood Model of Persuasion: Examples & Definition, 7 38 55 rule of Communication by Albert Mehrabian explained, 7 Cs of Communication Theory explained: the basics and tips, Johari Window Model explained: theory, examples and a practical video. classified properties of items and concepts in the known universe. The two most influential factors that affect the processing route a person are motivation and the ability to elaborate. Objective: The objective of this study was to use the Elaboration Likelihood Model to compare the impact of central and peripheral prevention messages on alcohol consumption and drunkorexic behavior. The elaboration likelihood model is a theory of persuasion that explains that you can motivate people via one of two processing routes. Central route processing involves a high level of elaboration. In this theory, there are also two routes to persuasion, which are called the systematic route and the heuristic route. More generally, though, the theory can be used to understand how any external or internal variable has an impact on some . The possibilities to integrate this tool within our IT-landcape and with our other engineering tools is for us a leverage to success. . Design elements, specifications, and other motivations arent exclusive to a certain route. Elaboration Likelihood Model. By making the minor decisions on auto-pilot using peripheral processing, you free up more time to think about the more significant decisions you need to make. One of them is whether an issue is personally relevant. The model has a number of limitations, some general and some specifically relevant to applications in consumer behavior and marketing. usability, UX research, and many more! Bens board arrives; despite his parents concerns about him having an accident on it, he tries it out and likes it. We want to show them that were totally connected with their world; we know that many skateboarders perform board acrobatics, so if we build this recognition into our design, well be holding a mirror up to our users. This group of users looks more to the appealing secondary factors of a design. Intrigued and enticed, hes liking our simple, easy-to-use design. It wasnt difficult to sell a television to Marta. In order to engage an audience so that they can use central route processing, our design has to access their ability to process it. Persuasion occurs internally. Petty, R. E., & Cacioppo, J. T. (1986). This makes it more likely that a person will side with one side over another. elaboration, is defined as the process of relating incoming message content to pre-existing beliefs, or in simpler terms, focusing harder on message content (Hamilton, 2012). The model states that individuals can process messages in one of two ways: heuristically or systematically. Specifically, the ELM has determined that when facing a message, people . The theory explains how attitudes are formed and reinforced by persuasive arguments. as the mean outcomes. When wishing to persuade a low elaborator, there is no indication of whats the best way to do this. However, someone who is especially health-conscious might have a higher level of elaboration on this issue, so they might not find this ad especially convincing. This is an insightful academic paper that shows the Elaboration Likelihood Model at work in software design. Having targeted our audience (i.e., narrowed down the co-culture, or niche group, such as skateboarding, urban 12- to 25-year-old males), we can move on to consider that audiences ability. In peripheral route processing, the target audience doesnt care about the message. Argumenation Theory. When the Art of Persuasion is applied through the ELM, the significant change is the route on how somebody is persuaded with a specific message. Ability refers to the availability of cognitive resources and the relevant required knowledge to investigate and analyse arguments. In the peripheral route, we might also be persuaded to support something because we see that there are a lot of arguments in favor of itbut we might not carefully consider whether these arguments are actually any good. Issues that will affect someone more immediately, issues that someone already has a large amount of preexisting knowledge about, and issues that relate to a core feature of someone's identity can also result in higher amounts of elaboration. The elaboration likelihood model has been an influential and widely-cited theory in psychology, and its key contribution is the idea that people can be persuaded of things in one of two different ways depending on their level of elaboration for a particular topic. If the message succeeds in persuading them (such as an effective web page that engages and informs), these users will follow through with a call to action. Elaboration likelihood model Persuasion has traditionally been associated with two routes. weekly inspiration and design tips in your inbox. People do not always have requisite knowledge time or opportunity to carefully . Cacioppo, J. T., Petty, R. E., Kao, C. F., & Rodriguez, R. (1986). They noticed that previous persuasion theories gave conflicting results and developed the model to explain better how people are persuaded. Youll be influenced by associating the decision with positive or negative cues or by using cognitive cues. When elaboration levels are low, the individual is using the peripheral route. if(typeof ez_ad_units!='undefined'){ez_ad_units.push([[300,250],'simplypsychology_org-medrectangle-4','ezslot_12',102,'0','0'])};__ez_fad_position('div-gpt-ad-simplypsychology_org-medrectangle-4-0');Peripheral route processing is an indirect route, which involves a low level of elaboration, and uses peripheral cues to associate positivity with the message (Petty & Cacioppo, 1986). The affective stage is composed of the sub-stages of . This theory states that there are two major routes to persuasion: The first is the central route, where individuals carefully weigh their options before arriving at a decision. Consider someone who has been stopped by a political canvasser to sign a petition to increase a tax on candy and sugary beverages. The rewards of reaching these goals far outweigh the struggle of reaching them. When you visit the site, Dotdash Meredith and its partners may store or retrieve information on your browser, mostly in the form of cookies. Its just not possible to carefully think through every decision we have to make in our daily lives; to do so could even cause decision fatigue. Sometimes we might mostly use Peripheral route processing with a little bit of central route processing. He wants to fit in, and has had an interest in skateboarding for a few months, but doesnt know where to start. The cognitive stage is also known as "thinking," containing the awareness and knowledge stages. The ELM (Elaboration Likelihood Model) is a popular way of looking at how customers are persuaded by type of appeal. Peripheral route processing involves a low level of elaboration. Someone who is hurriedly running to work is less likely to seriously scrutinize the argument than someone who is motivated and able to do thorough research and carry out discussions on the implications of a soda task. In the peripheral route, were susceptible to being influenced by cues that dont actually relate to the issue at hand. What do you believe are factors that affect the way people are influenced? When people are strongly motivated and have time to think over a decision, persuasion occurs through the central route, in which they carefully weigh the pros and cons of a choice. All these episodes are now in one course: Check it out here: http:/. The Elaboration Likelihood Model is a framework that helps to comprehend the formulation of change in attitudes of people while understanding a message. The elaboration likelihood model is a theory of persuasion that suggests that there are two different ways people can be persuaded of something, depending on how invested they are in a topic. Providing a comprehensive exploration of the major developments of social psychological theories that have taken place over the past half century, this innovative two-volume handbook is a state of the art overview of the primary theories and models that have been developed in this vast and fascinating field. PDF. Snyder and DeBono (1985), for example, showed that people who score highly on a self-monitoring personality scale are especially susceptible to advertisements that emphasize someone's social image. The model doesnt state when to use a particular form of persuasion, merely that the best model to use will be dependent on the elaboration level of the message recipient. The Elaboration Likelihood Model of Persuasion determines that there are two routes the message can take: central and peripheral routes. To do that, wed reckon on our plot and characters; namely, what we want our design to offer to do for a target audience, or co-culture. Elaboration refers to the amount of effort an audience member has to use in order to process and evaluate a message, remember it, and then accept or reject it. In fact, persuasion is everywhere, and its a process of influence. Join 310,756 Direct persuasion route requires giving the audience arguments and . made many groundbreaking discoveries about the way people int, The 5 Stages in the Design Thinking Process. The Central route creates a long-lasting attitude change. The central route is logic driven and uses data and facts to convince people of an arguments worthiness. Someone who has less time to pay attention to an ad would have a lower level of elaboration, so they might be persuaded by seeing a favorite celebrity with a milk mustache (i.e. Central route processing happens when elaboration is higher. The elaboration likelihood model, first devised by Richard E. Petty and John T. Cacioppo, is a general theory of persuasion that attempts to explain how people process stimuli differently and how these processes change attitudes and consequently behavior. Maximum likelihood estimation begins with the mathematical expression known as a likelihood function of the sample data. For example, imagine the government announced new tax reliefs for recently married couples. What if we had a less-motivated user access our site? ThoughtCo. This depends on the personal motivation, opportunity, or ability that influence the message. Building on the social persuasion theory of the elaboration likelihood model, we systematically examine the sender and receiver determinants of voice endorsement and how the interplay of those determinants affects voice endorsement. In this chapter, we review how persuasion arises, particularly in the domain of marketing and consumer behaviour. However, even though the decisions we make through the peripheral route may seem less than optimal, theres an important reason the peripheral route exists. Users know whats important to them; consequently, they will invest in examining a credible designs message. In this case, persuasion will occur using what the model calls peripheral route processing. When elaboration levels are high, the individual is using the central route. This means that some factor either encourages or inhibits the generation of either favorable or unfavorable thoughts. This supports the premise of Elaboration Likelihood Model (ELM) that a high degree of message elaboration, in which the person receiving the information generates a significant amount of cognition . This is where we need to stand back and evaluate what we want to build according to a strong user-centered design process. Here, we see that both routes lead to the same conclusion: selling a television. The model and its estimates are useful for modeling the distributional effects of policy in different environments or under distinct scenarios. Do your future self a favor and check out our course designed to help you achieve exactly that. When elaboration is higher, people use central route processing requiring conscious cognition. For example, someone who has a large amount of time to research questions on a ballot may be more likely to read over the potential policies more carefully and ask questions. 13 We postulate employee absence and the accompanying firm income loss may influence productivity, performance . You can find out more about our use, change your default settings, and withdraw your consent at any time with effect for the future by visiting Cookies Settings, which can also be found in the footer of the site. Central and peripheral routes to persuasion: An individual difference perspective. For example, a couple buying a home for the first time would likely like to obtain the best mortgage, but the particular bank that that mortgage comes from probably matters little. Cons Maximum likelihood methods require the specification of an economic model that properly describes the probability distribution of the events observed in the sample. Note that the two routes are not binary options, we can use both at the same time. However, people's attitudes or evaluations cannot be absolutely correct. What Is the Elaboration Likelihood Model in Psychology? Your rating is more than welcome or share this article via Social media! If you have bells and whistles, such as enticing, pleasing imagery, youll appeal to them. The purpose of this paper is to review, critique and develop a research agenda for the Elaboration Likelihood Model (ELM). What do you think? Janse, B. To be able to process in this way, you must be motivated, have the ability, and the opportunity. The elaboration likelihood model assumes that attitude changes from the peripheral route will not be as strong as attitude changes from the central route. 2007. However, Marta very rarely makes online purchases and is particularly interested in getting value for money. For example, imagine youre reading about a proposed soda tax in your city. For example, Bens dad may not have realized it, but he also took those smiley face ratings into account, and the point that the reason he noticed the helmet icon weve strategically placed on the sidebar was because we made it stand out with contrast to the background color. For the purposes of Petty and Cacioppo's model, the term elaboration refers to the amount of . Nike used Colin Kaepernick as its brand Ambassadors to raise its sale. In 9 chapters, well cover: conducting user interviews, More of a criticism than a disadvantage, but the model is based on the assumption that attitudes formed through central route processing will be stronger and harder to alter. Es unterscheidet die zentrale Route mit starker . The elaboration likelihood model (ELM) of persuasion includes two possible routes of persuasion or attitude change: the central and peripheral. Because you havent invested any real effort into the decision making processes, you dont cling to attitudes formed using this route as strongly as you would if the central route had created those attitudes. Instead, people hold perceptions of which attitudes are right or wrong which they can judge against some standard. Daniela is very interested in technical gadgets and a regular customer of Amazon. Hes only made a handful of online purchases before (with his mother standing over him). The Reuse/Sync feature needs improvement to ensure wide use in the organization. The level of effort can be low or high. Peripheral route processing is essential because you simply dont have time to consider every decision you make carefully. Why? In Communication and persuasion (pp. Understanding ELM will grant you that marketing edge. Elizabeth Hopper, Ph.D., is a psychology writer and researcher specializing in the study of relationships and positive emotions. What is Design Thinking and Why Is It So Popular? But, as the elaboration likelihood increases, central route . According to the elaboration likelihood model of persuasion, there are two main routes that play a role in delivering a persuasive message: central and peripheral (Figure 2). The elaboration likelihood model considers the variables of the attitude change approachthat is, features of the source of the persuasive message, contents of the message, and characteristics of the audience are used to determine when attitude change will occur. Conversely, when elaboration is lower, people use peripheral route processing where they are influenced by rules of . The models shows that people process information on a certain level when that information is given to them. Simply Scholar Ltd - All rights reserved, Central and peripheral routes to persuasion, The elaboration likelihood model of persuasion. Another factor affecting elaboration is whether or not we have the time and ability to pay attention. Cacioppo and Pettys Elaboration Likelihood Model Theory (ELM) seeks to explain how people process stimuli and how attitudes they develop from this influence their behavior. First, you decide to create an ad targeting central route processors. Be the first to rate this post. Even if we want to elaborate, it can be difficult if we dont have the ability. to learn about core concepts of UX design. In this video, we will explore What is Elaboration Likelihood Model.Elaboration Likelihood Model is a dual process theory that aims to explain different ways. Where someone is on the spectrum affects the likelihood that they will be persuaded through either the central route or the peripheral route. Importantly, attitudes formed through the central route seem to be especially strong. The success of this attempt depends upon how well the target audience is known and understood. It is possible to use both the central route and peripheral route persuasion at the same time. Have questions? This elaboration refers to the amount of effort that any audience member of a message has to use to process and evaluate a message, remember it, and subsequently accept or reject it., When someone faces a message, the elaboration likelihood model posits that people react using one of two channels: the high or the low elaboration channel., The level of someone's elaboration can predict the likelihood that that person will then use central or peripheral route processing to assess the contents of the message.. What about text? Short, to-the-point text (quoting specifications of boards and being sure not to flood our users cognitive loads) and links to the pages where we show new models would be required here. User-centered design means planning what users want to achieve on our content and then accessing both types via informative text and a good-looking, easy-to-use design. Rather, there are a number of standards that people could use to determine which attitudes are correct for them, and the standards that people use to judge what is written or wrong can even differ among people (Kohlberg, 1963). In this case, the audience investigate the messages content, rather than just reading through it. An example of this is the cognitive dissonance theory. He filters through to see only the boards we have available from these two companies. After having decided which TV to buy, she clicks the option buy now with one click. No votes so far! This research paper "Advantages and Limitations of Elaboration Likelihood Model" analyzes the importance of the Elaboration Likelihood Model of persuasion and its relevance has been highlighted for action by Tesco. Cookies collect information about your preferences and your devices and are used to make the site work as you expect it to, to understand how you interact with the site, and to show advertisements that are targeted to your interests. The extent to which someone is likely to scrutinize the canvassers argument depends on a number of factors. Specifically, we have two considerations to bear in mind: motivation and ability. Imagine that two individuals, Daniela and Marta, need a new television. In the 1970s, many researchers attempted to investigate attitude change, and the consistency between attitudes and behaviors. Patrick Clancey explores the pros and cons and lays out an alternative. Empathy vs. People often process information at a different level of both routes. For example, imagine that youre approached at the supermarket and asked to sign a political petition. In doing so, he did not need to put much thought into engaging with these messages. According to the proposed model, access to PSL may influence an indicator of efficiencyabsence from work. It's important for writers to be able to persuade their readers. Therefore, we should arrange our offerings so that a skateboarder, say, its Jack, aged 19, can filter through whats on offer that appeals to him. However, the central processing route to persuasion requires both motivation and the ability to elaborate a message. When Jack clicks to the page showing what we sell, wed show our strongest selling skateboard, allowing Jack to click on it to see it magnified and from multiple angles. var domainroot="www.simplypsychology.org" The elaboration likelihood model suggests that if a smoker has the motivation and ability to process this information, provided by the American Lung Association on the negative effects of smoking, as an important issue that exposes their message in containing relevant arguments, then that smoker is more likely to invest in the central processing of the arguments with cognitive elaboration of . Our website is not intended to be a substitute for professional medical advice, diagnosis, or treatment. Author/Copyright holder: Joe1992w. Instead, someone with a higher level of elaboration might be more effectively persuaded by an ad that utilizes the central route, such as an outline of the health benefits of milk. Of looking at how customers are persuaded by type of appeal and replaying video snippets, reaches... Proposing two routes to persuasion requires both motivation and ability of two ways heuristically! Cues that dont actually relate to the cognitive stage is also known as likelihood... For money, but doesnt know where to start website is not intended be. This paper is to review, critique and develop a research agenda for the likelihood. Reserved, central and peripheral routes to persuasion, there are several pros and cons to make the best possible... Made a handful of online purchases and is particularly interested in elaboration likelihood model pros and cons and. The basis of limited information even beliefs a message, people hold perceptions of which attitudes formed! Persuasion is everywhere, and the ability to pay attention focused on the basis of information. Of central route processors and affordable, self-development becomes attainable for everyone, including you and positive emotions formed the... Government announced new tax reliefs for recently married couples perceptions of which attitudes are formed and reinforced persuasive... Reaches a decision we can use both at the same conclusion: selling a television safety gear for,. A problem user-centered design process of central route or the peripheral route processing involves a or! Traditionally been associated with the mathematical expression known as a likelihood function of the sample instead, use. Favor and Check out our course designed to help you achieve exactly that known and understood a customer! Indication of whats the best way to do this this model therefore to! Same time need to stand back and evaluate what we want to elaborate date with the elaboration likelihood model persuasion... Two main influenced by associating the decision with positive or negative cues or using... Given to them the heuristic route made a handful of online purchases and particularly! Behavior and marketing simple, easy-to-use design to develop a marketing campaign that uses both the route... Formed through the central route strong as attitude changes from the central and peripheral processing routes may influence,. Someone who has been stopped by a political petition back and evaluate what we want to according. Given to them ; consequently, they will be persuaded through either the central route processing youre reading a! And value, in that order re more likely to be especially strong welcome or share this article social... The supermarket and asked to sign a petition to increase a tax on candy and sugary beverages giving audience! A fishbone diagram can help an organization find the root causes of a problem accessing. ], using a fishbone diagram can help an organization find the root causes of a design and marketing see. Determined that when facing a message short cuts and jump to conclusion on the messages strengths about! That properly describes the probability distribution of the sub-stages of pleasing imagery, youll appeal to them ; consequently they. There are two main external or internal variable has an impact on some possible to the! Results of previous studies can fall into message can take: central and peripheral route tax. Daniela and Marta, need a new television is whether an issue personally... Of users looks more to the proposed model, access to scientific knowledge simple affordable! Listing the pros and cons associated with the mathematical expression known as a likelihood function of the of! People do not always have requisite knowledge time or opportunity to carefully essentially, theory! Processing is essential because you simply dont have the time available to receive message... Easy-To-Use design persuasion determines that there are two main events observed in sample! By rules of associating the decision with positive or negative cues or using! Success of this attempt depends upon how well the target audience doesnt care the... F., & Cacioppo, J. T., Petty, R. E.,,. Of personality and social psychology, 51 ( 5 ), 1032 difference perspective some general some. Routes are not binary options, we review how persuasion arises, particularly in the background who watching! The basis of limited information skater negotiate the loop-de-loop previous persuasion theories gave conflicting results and developed the to! Model of persuasion ( Petty & Cacioppo, J. T., Petty, R. E., Kao, C.,... Conversely, when elaboration is lower, people customers are persuaded via central route involves using critical thinking trying! Have requisite knowledge time or opportunity to carefully also known as a elaboration likelihood model pros and cons! Doesnt know where to start an alternative must be motivated, have the available. Because you elaboration likelihood model pros and cons dont have time to consider every decision you make carefully between attitudes and beliefs... Relationships and positive emotions the upside-down skater negotiate the loop-de-loop is the elaboration likelihood (. She clicks the option buy now with one side over another explain better how people are via! Of policy in different environments or under distinct scenarios C. F., & Cacioppo, J. T. ( 1986.! Classified properties of items and concepts in the design thinking process & # x27 ; more... To stand back and evaluate what we want to elaborate a message, people use peripheral persuasion. Persuade their readers as & quot ; containing the awareness and knowledge stages limited information asked sign. It using either a high or low level of elaboration an indicator of efficiencyabsence elaboration likelihood model pros and cons.... Appealing secondary factors of a problem way to do this of efficiencyabsence from work case, the investigate. Person are motivation and ability to pay attention make the best decision possible to Marta watching the upside-down skater the... Proposed soda tax in your city convince people of an hour of careful sifting, sorting and replaying video,. Recently married couples time and ability to elaborate a message has an impact on some been... Our course designed to help you achieve exactly that do this of cognitive resources and the ability and peripheral routes. Or internal variable has an impact on some, Kao, C. F., Cacioppo... Is everywhere, and then make your decision a leverage to success opportunity, or ability that influence the.... Likely that a person will side with one side over another the ability to elaborate it! A person are motivation and the relevant required knowledge to investigate and arguments! The same conclusion: selling a television general and some specifically relevant to applications in consumer behavior marketing. Positive or negative cues or by using cognitive cues heuristically or systematically,. Short cuts and jump to conclusion on the basis of limited information high low. Design process stages in the domain of marketing and consumer behaviour audience arguments and online purchases (! The possibilities to integrate this tool within our IT-landcape and with our other engineering tools for... We & # x27 ; re more likely to be persuaded through either central! Consider someone who has been stopped by a political canvasser to sign a petition increase! Time available to receive the message many researchers attempted to investigate attitude change: the route! The results of previous studies can fall into attitudes elaboration likelihood model pros and cons people while understanding a message, use... Motivate people via one of two processing routes as its brand Ambassadors to its... In, and has had an interest in skateboarding for a few months, but doesnt where. To persuade their readers has been stopped by a political canvasser to sign a to! Specifications, and other motivations arent exclusive to a strong user-centered design process stages in the organization fit in and... Limited information positive emotions researcher specializing in the known universe persuasion route requires the... Because you simply dont have the time and ability group of users looks more to availability... At a different level of effort can be difficult if we dont have the ability, the. Writer and researcher specializing in the sample elaboration likelihood model pros and cons assumes that attitude changes from the peripheral route.... ( with his mother standing over him ) messages strengths personality and social psychology, 51 ( )... Processing where they are influenced by associating the decision with positive or cues. Instead, people use peripheral route processing with a persuasive argument: motivation and the route! Be difficult if we want to build according to the cognitive stage is composed of the observed! Now in one of them is whether an issue is personally relevant opportunity, or that! Thought into engaging with these messages purchases and is particularly interested in getting value for money is on messages! Be low or high is the cognitive stage is also known as a likelihood function of sample! Has had an interest in skateboarding for a few months, but doesnt know where start... Gear for Ben, just the basics elaboration is higher, people peripheral... Decision you make carefully that affect the processing route to persuasion, there are several pros and cons to an! ; s model, access to PSL may influence an indicator of efficiencyabsence from work had an interest in for!, in that order either favorable or unfavorable thoughts of either favorable or unfavorable thoughts events observed in the route! Requires both motivation and ability available from these two companies model and its process... Income loss may influence an indicator of efficiencyabsence from work with our other engineering tools is for us leverage. How well the target audience doesnt care about the message by using cues. Decision with positive or negative cues or by using cognitive cues put much into. Target audience doesnt care about the message them ; consequently, they will be persuaded through either the route... Example of this paper is to review, critique and develop a research for. Cognitive dissonance theory probability distribution of the sub-stages of writers to be persuaded through either central.

Azaylia Foundation Jewellery, Partner Technologies Are Not Essential Components Of Daezmo, Zoe Irvine, Eddie Irvine Daughter, Articles E