For a brief history of social influence research, see William D. Crano, “Milestones in the Psychological Analysis of Social Influence,” Group Dynamics, Vol. 4, 2000, pp. 68-80.

Applied contexts of ELM

Chen Chi-Ying, Mike Kearney, and Shao-Liang Chang. “Belief in or Identification of False News According to the Elaboration Likelihood Model,” International Journal of Communication, Vol. 15 (January), 2021, pp. 1263–85.

Allison Lazard and Lucy Atkinson, “Putting Environmental Infographics Center Stage: The Role of Visuals at the Elaboration Likelihood Model’s Critical Point of Persuasion,” Science Communication, Vol. 37, 2015, pp. 6-33.

Edith MacDonald, Taciano Milfont, and Michael Gavin, “Applying the Elaboration Likelihood Model to Increase Recall of Conservation Messages and Elaboration by Zoo Visitors,” Journal of Sustainable Tourism, Vol. 24, 2016, pp. 866-881.

Anna R. McAlister and Danielle Bargh, “Dissuasion: The Elaboration Likelihood Model and Young Children,” Young Consumers, Vol. 17, 2016, pp. 210-225.

Zachary D. Miller, Wayne Freimund, Elizabeth Covelli Metcalf, Norma Nickerson, and Robert B. Powell. “Merging Elaboration and the Theory of Planned Behavior to Understand Bear Spray Behavior of Day Hikers in Yellowstone National Park,” Environmental Management, Vol. 63 (3), 2019, pp. 366–78.

Mark Susmann, Mengran Xu, Jason K. Clark, Laura E. Wallace, Kevin L. Blankenship, Aviva Z. Philipp-Muller, Andrew Luttrell, Duane T. Wegener, and Richard E. Petty. “Persuasion amidst a Pandemic: Insights from the Elaboration Likelihood Model,” European Review of Social Psychology, 2021.

Organizational and health communication applications

Thomas H. Allison, Blakley C. Davis, Justin W. Webb, Jeremy C. Short, “Persuasion in crowdfunding: An elaboration likelihood model of crowdfunding performance,” Journal of Business Venturing, Vol. 32, 2017, pp. 707-725.

Nilesh S. Bhutada, Brent L. Rollins, and Matthew Perri III, “Impact of Animated Spokes-Characters in Print Direct-to-Consumer Prescription Drug Advertising: An Elaboration Likelihood Model Approach,” Health Communication, Vol. 32, 2017, pp. 391-400.

Amy Bleakley, Amy B. Jordan, Michael Hennessy, Karen Glanz, Andrew Strasser, and Sarah Vaala, “Do Emotional Appeals in Public Service Advertisements Influence Adolescents’ Intention to Reduce Consumption of Sugar-Sweetened Beverages?,” Journal of Health Communication, Vol. 20, 2015, pp. 938-948.

John A. Fortunato, “How the Citi Olympic Sponsorship Strategy Uses the Jnowledge of the Elaboration Likelihood Model,” Journal Of Financial Services Marketing, Vol. 21, 2016, pp. 76-85.

John Fortunato, “Sponsorship and the Elaboration Likelihood Model: BMW's 2014 Winter Olympic Brand Strategy,” Journal Of Brand Strategy, Vol. 4, 2015, pp. 83-95.

Jing-Ti Han, Qun Chen, Jian-Guo Liu, Xiao-Lan Luo, and Weiguo Fan, “The Persuasion of Borrowers’ Voluntary Information in Peer to Peer Lending: An Empirical Study Based on Elaboration Likelihood Model,” Computers In Human Behavior, Vol. 78, 2018, pp. 200-214.

Eric Van Steenburg, and Nancy Spears. “How Preexisting Beliefs and Message Involvement Drive Charitable Donations: An Integrated Model,” European Journal of Marketing, Vol. 56 (1), 2022, pp. 209–51.

Jacob S. Turner, Andrew C. Tollison, Birgid Hopkins, Leah Poloskey, and Dennis Fontaine. “Sport-Related Concussion Education and the Elaboration Likelihood Model: Need for Cognition as Mediator Between Health Literacy and Concussion Education Efficacy,” Communication & Sport, Vol. 9 (4), 2021, pp. 527–49.

Computer-mediated and hashtag activism

Lanier Frush Holt, “Using the Elaboration Likelihood Model to Explain to Whom ‘#Black Lives Matter’...and to Whom it Does Not,” Journalism Practice, Vol. 12, 2018, pp. 146-161.

Hyang-Sook Kim and Mun-Young Chung, “It Matters Who Shares and Who Reads: Persuasive Outcomes of Location Check-ins on Facebook,” International Journal of Mobile Communications, Vol. 16, 2018, pp. 135-152.

Gayle Kerr, Don E. Schultz, Philip J. Kitchen, Frank J. Mulhern, and Park Beede, “Does Traditional Advertising Theory Apply to the Digital World? A Replication Analysis Questions the Relevance of the Elaboration Likelihood Model,” Journal of Advertising Research, Vol. 55, 2015, pp. 390-400.

Yoon-Joo Lee and Hoyoung Ahn, “The Interaction Effects of Social Norms and Dissatisfaction Toward Drinking on Willingness to Visit and Comment on Binge Drinking Prevention Facebook,” Journal of Promotion Management, Vol. 23, 2017, pp. 813-833.

Theoretical concerns and comparisons

Jaehwan Kwon and Dhananjay Nayakankuppam, “Strength without Elaboration: The Role of Implicit Self-Theories in Forming and Accessing Attitudes,” Journal of Consumer Research, Vol. 42, 2015, pp. 316-339.

Alfred Kobsa, Hichang Cho, and Bart P. Knijnenburg, “The Effect of Personalization Provider Characteristics on Privacy Attitudes and Behaviors: An Elaboration Likelihood Model Approach,” Journal of the Association for Information Science and Technology, Vol. 67, 2016, pp. 2587-2606.

Other relevant articles by Petty and Cacioppo

Pablo Briñol, Richard E. Petty, Geoffrey R. O. Durso, and Derek D. Rucker, “Power and Persuasion: Processes by Which Perceived Power Can Influence Evaluative Judgments,” Review of General Psychology, Vol. 21, 2017, 223-241.

John T. Cacioppo, Stephanie Cacioppo, and Richard E. Petty, “The Neuroscience of Persuasion: A Review with an Emphasis on Issues and Opportunities,” Social Neuroscience, Vol. 13, 2018, pp. 129-172.

Beatriz Gandarillas, Pablo Briñol, Richard E. Petty, Darío Díaz, “Attitude Change as a Function of the Number of Words in Which Thoughts are Expressed,” Journal of Experimental Social Psychology, Vol. 74, 2018, pp. 196-211.

Javier Horcajo, Pablo Briñol, and Richard E. Petty, “Majority Versus Minority Source Status and Persuasion: Processes of Primary and Secondary Cognition,” in Majority and Minority Influence: Societal Meaning and Cognitive Elaboration, Stamos Papastamou, Antonis Gardikiotis, and Gerasimos Prodromitis (eds.), Routledge/Taylor & Francis, New York, 2017, pp. 98-116.

Richard E. Petty, “Two Routes to Persuasion,” in Scientists Making a Difference: One Hundred Eminent Behavioral and Brain Scientists Talk About Their Most Important Contributions, Robert J. Sternberg, Susan T. Fiske, and Donald J. Foss (eds.), Cambridge University Press, New York, 2016, pp. 373-376.

S. Christian Wheeler, Richard E. Petty, and George Y. Bizer, “Self-Schema Matching and Attitude Change: Situational and Dispositional Determinants of Message Elaboration,” Journal of Consumer Research, Vol. 31, 2005, pp. 787-797.

Emotions in persuasion

David DeSteno, Richard E. Petty, Derek D. Rucker, Duane T. Wegener, and Julia Braverman, “Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies,” Journal of Personality and Social Psychology. Vol. 86, 2004, pp. 43-56.

Jonathan Hasford, David M. Hardesty, and Blair Kidwell, “More Than a Feeling: Emotional Contagion Effects in Persuasive Communication,” Journal of Marketing Research, Vol. 52, 2015, pp. 836-847.

Fang-Chi Lu and Jayati Sinha, “Speaking to the Heart: Social Exclusion and Reliance on Feelings Versus Reasons in Persuasion,” Journal of Consumer Psychology, Vol. 27, 2017, pp. 409-421.

Gerben A. VanKleef, Helma van den Berg, and Marc W. Heerdink, “The Persuasive Power of Emotions: Effects of Emotional Expressions on Attitude Formation and Change,” Journal of Applied Psychology, 100, 2015, pp. 1124-1142.

Ethical reflections

For the classical source for the analogy between the lover and the persuader, see Plato’s Phaedrus. 

For a discussion that parallels the chapter’s discussion of  “topology of false (unethical) lovers”, see Wayne Brockriede, “Arguers as Lovers,” Philosophy & Rhetoric, Vol. 5, 1972, pp. 1-11.