Batra, R,. & Ray, M.L. (1986). Affective responses mediating acceptance of advertising. Journal of Consumer Behavior, 13, 234-249.
Benoit, W., Klyukovski, A., McHale. J., & Airne, D. (2001). A fantasy theme analysis of political cartoons on the Clinton-Lewinsky-Starr affair. Critical Studies in Media Communication, 18, 377-394.
Booth-Butterfield, S., & Gutowski, C. (1994). Message modality and source credibility can
interact to affect argument processing. Communication Quarterly, 41, 77-90. Retrieved
February 2, 2004 from http://ejournals.ebsco.com.
Booth-Butterfield, S., & Welbourne, J. (2002). The elaboration likelihood model: Its impact on
persuasion theory and research. In Dillard J. D., & Pfau, M. (Eds.), The Persuasion
Handbook, (pp. 155-173). Thousand Oaks, CA: Sage Publications, Inc.
Bormann, E. (1972). Fantasies and rhetorical vision: the rhetorical criticism of social reality. Quarterly Journal of Speech, 58, 396-407.
Bormann, E. (1977). Fetching good out of evil: a rhetorical use of calamity. Quarterly Journal of Speech, 63, 130-139.
Bormann, E. (1982). Fantasy and rhetorical vision: ten years later. Quarterly Journal of Speech, 68, 288-305.
Bormann, E. (1985). Symbolic convergence theory: a communication formulation. Journal of Communication, 35, 128-138.
Bormann, E., Cragan, J., & Shields, D. (2000). Three decades of developing, grounding, and using symbolic convergence theory (SCT). Communication yearbook, (Vol. 25, pp. 271-313.) Thousand Oaks, CA: Sage Publications, Inc.
Bower, G.H., & Forgas, J.P. (2001). Mood and social memory. In J.P. Forgas (Ed.), Handbook of affect and social cognition (pp. 95-120). Mahwah, New Jersey: Lawrence Erlbaum Associates, Inc.
Cacioppo, J. R., & Petty, R. E. (1989). Effects of message repetition on argument processing,
recall, and persuasion. Basic and Applied Psychology, 10(1) 3-12. Hillsdale, NJ:
Lawrence Erlbaum Associates, Publishers.
Cameron, K. A., Zuwerink-Jacks, J., & O’Brien, M. E. (2002). An experimental examination of
strategies for resisting persuasion. Retrieved February 6, 2004, from www.dogpile.com.
Chaiken, S. (1980). Heuristic versus systematic information processing and the use of source
versus message cues in persuasion. Journal of personality and social psychology, 39,
752-766.
Chaiken, S. (1987). The Heuristic Model of persuasion. In M. P. Zanna, J. M. Olson, & C. P.
Herman (Eds.), Social influence: The Ontario symposium (Vol. 5, pp. 3-39). Hillsdale,
New Jersey: Lawrence Erlbaum.
Chaiken, S., Giner-Sorolla, R., & Eagly, A. H. (1989). Heuristic and systematic processing
within and beyond the persuasion context. In J. S. Uleman & J. A. Bargh (Eds.),
Unintended thought (pp. 212-252). New York: Guilford Press.
Chaiken, S., & Maheswaran, D. (1994). Heuristic processing can bias systematic processing:
Effects of source credibility, argument ambiguity and task importance on attitude
judgment. Journal of personality and social psychology, 66, 460-473.
Chaiken, S., & Tope, Y. (Eds.). (1999). Dual process theories in social psychology. New York:
Guilford Press.
Chaiken, S., Wood, W., & Eagly, A. H. (1996). Principles of persuasion. In E. T. Higgins & A.
Kruglanski (Eds.), Social psychology: Handbook of basic principles (pp. 702-744). New
York: Guilford Press.
Chebat, J., & Lavallee, C. (1985). Effects of involvement, arguments, strength and product, prior knowledge on advertising information processing. Retrieved February 6, 2004,
from www.dogpile.com.
Clore, G.L., Gasper, K., & Garvin, E. (2001). Affect as information. In J.P. Forgas (Ed.), Handbook of affect and social cognition (pp. 121-144). Mahwah, New Jersey: Lawrence Erlbaum Associates, Inc.
Cohen J.B. (1990). Attitude, affect, and consumer behavior. In B.S. Moore & A.M. Isen (Eds.), Affect and social behavior (pp. 152-206). New York: Cambridge University Press.
Cohen, J.B., & Areni, C.S. (1992). Affect and consumer behavior. Handbook of Consumer Behavior (pp. 188-240). Englewood Cliffs, NJ: Prentice-Hall.
Cragan, J., & Shields, D. (1992). The use of the symbolic convergence theory in corporate strategic planning: a case study. Journal of Applied Communication Research, 20, 199-218.
Cragan, J., & Shields, D. (1998). Understanding communication theory: the communicative forces for human action. Boston: Allyn and Bacon.
Dillard, J.P., & Peck, E. (2000). Affect and persuasion: Emotional responses to public service announcements. Communication Research, 27 (4), 461-495.
Doyle, M. (1985). The rhetoric of romance: A fantasy them analysis of Barbara Cartland novels. Southern Speech Communication Journal, 51, 24-48.
Farrell, T. (1980). Critical models in the analysis of discourse. The Western Journal of Speech Communication, 44, (pp. 300-314).
Forgas, J.P. (2000). Affect and information processing strategies. In P.F. Forgas (Ed.). Feeling and thinking: The role of affect in social cognition. (pp. 410-431). United Kingdom: Cambridge University Press.
Forgas, J.P. (2001). Handbook of affect and social cognition. Mahwah, New Jersey: Lawrence Erlbaum Associates, Inc.
Foss, K.(1996). Rhetorical criticism: exploration & practice: Second edition. Prospect Heights, IL: Waveland press.
Gilbert, D. T. (1999). What the mind’s not? In S. Chaiken and Y. Trope (Eds.), Dual-process
theories in social psychology (pp. 3-11). New York: Gulford Press.
Griffin, E. (1997). A first look at communication theory: Fifth edition. New York: McGraw-Hill.
Guerrero, L.K., Anderson P.A., & Trost, M.R. (1998). Communication and emotion: Basic concepts and approaches. In P.A. Anderson & L.K. Guerrero (Eds.), Handbook of communication and emotion: Research theory applications and context (pp. 5-24). San Diego: Academic Press.
Hamilton, M. A., Hunter, J. E., & Boster, F. J. (1993). Specifying the ELM: The elaboration
likelihood model as a theory of attitude formation: A mathematical analysis.
Communication Theory, 3, 50-65, New York: Guilford Publications, Inc.
Haugtvedt, C. P., & Petty, R. E. (1992). Personality and persuasion: Need for Cognition
moderates the persistence and resistance of attitude changes. Journal of Personality and
Social Psychology, 63(2), 308-319.
Heath, R. (2001). The hidden power of advertising: How low involvement processing influences
the way we choose brands. Admap Monograph. Retrieved February 19, 2004, from
www.ciadvertising.org.
Hovland, C. I., Janic, I. L. , & Kelley, H. H. (1953). Communication and persuasion:
Psychological studies of opinion change. New Haven, Connecticut: Yale University
Press.
Infante, D. A., Rancer, A. S., & Womack, D. F. (1997). Building communication theory (3rd
ed.). Prospect Heights, IL: Waveland Press, Inc.
Izard, C. (1998). Organizational and motivational functions of discrete emotions. In L. Lewis & J.M. Haviland (Eds.), Handbook of Emotions (pp. 631-641). New York: Guilford Press.
Jorgensen, P.F. (1998). Affect, persuasion and communication processes. In P.A. Anderson & L.K. Guerrero (Eds.), Handbook of communication and emotion: Research theory applications and context (pp. 5-24). San Diego: Academic Press.
Larsen, D. A., & Phillips, J. I. (2002). Effect of recruiter on attraction to the firm: Implications of
the elaboration likelihood model. Journal of Business and Psychology, 16, 347-364.
Retrieved February 2, 2004 from http://ejournals.ebsco.com.
Littlejohn, S. (1996). Theories of human communication Fifth edition. San Francisco: Wadsworth Publishing
Merriam-Webster’s collegiate dictionary (9th ed.). (1984). Springfield, Massachusetts:
Merriam-Webster.
Miller, K. (2002). Communication theories. Boston: McGraw-Hill.
Neely, J. H. (1977). The effects of visual and verbal satiation on a lexical decision task.
American journal of psychology, 90, 447-459.
Petty, R. E., & Cacioppo, J. R. (1979). Issue-Involvement can increase or decrease persuasion by
enhancing message-relevant cognitive responses. Journal of Personality and Social
Psychology, 37, 1915-1926. Retrieved February 9, 2004 from Bizzell Microfiche.
Petty, R. E., & Cacioppo, J. R. (1981). Attitudes and persuasion: Classic and contemporary
approaches. Dubuque, IA: W. C. Brown.
Petty, R. E., Cacioppo, J.T. & Schumann, D. (1983). Central and peripheral routes to advertising effectiveness: The moderating role of involvement. Journal of Consumer Research, 12, 135-146.
Petty, R. E., & Cacioppo, J. T.. (1984). Source factors and the elaboration likelihood model of
persuasion. In editors, Advances in Consumer Research, XI , (668-675). Provo, UT:
Association for Consumer Research.
Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In
editors, Advances in Experimental Social Psychology (Vol. 19, pp. 123-205). Provo, UT:
Association for Consumer Research.
Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and peripheral
routes to attitude change. New York: Springer-Verlag.
Petty, R. E., Kasmer, J. A., Haugtveldt, C. P. & Cacioppo, J. T. (1987). Source and message to
stiff’s critique to the elaboration likelihood model. Communication Monographs, 54,
233-249. Retrieved February 2, 2004 from http://ejournals.ebsco.com.
Petty, R. E., Gleicher, F. & Baker, S.M. (1991). Multiple roles for affect in persuasion. In J.P. Forgas (Ed.), Emotion and social judgment (pp. 181-200). New York: Pergamon Press.
Petty, R. E., Schumann, D. W., Richman, S. A., & Strathman, A. J. (1993). Positive mood and
persuasion: Different roles for affect under high- and low-elaboration conditions. Journal
of Personality and Social Psychology, 64(1), 5-20. Washington, DC: American
Psychological Association, Inc.
Petty, R. E., DeSteno D., & Rucker, D.D. (2001). The role of affect in attitude change. In J.P. Forgas (Ed.), Handbook of affect and social cognition (pp. 212-233). Mahwah, New Jersey: Lawrence Erlbaum Associates, Inc.
Pfau, M., & Parrott, R. (1993). Persuasive communication campaigns. Needham Heights, MS:
Allyn and Bacon.
Slater, M. D. (2002). The elaboration likelihood model: Its impact on persuasion theory and
research. In Dillard J. D., & Pfau, M. (Eds.), The Persuasion Handbook (pp. 155-173).
Thousand Oaks, CA: Sage Publications, Inc.
Stiff. J. B. (1994). Persuasive communication. New York: Guilford Press.
Todorov, A., Chaiken, S., & Henderson, M. D. (2002) In Dillard, J. D. & Pfau, M. (Eds.). The
persuasion handbook (pp.195-211). Thousand Oaks, California: Sage Publications, Inc.
Turban, D. B., & Dougherty, T. W. (1992). Influences of campus recruiting on applicant
attraction to firms. Academy of Management Journal, 35, 739-765.
Zajonc, R.B. (1980). Feeling and thinking: Preferences need no inferences. American Psychologist, 35, 151-175.

top