שכנוע
הערות שוליים

1 2 3  Myers, D. G., & Twenge, J. M. (2019). McGraw-Hill, Social psychology, McGraw-Hill, 2019, עמ' 173-200
↑  McGuire, W. J. ., An information-processing model of advertising effectiveness, Behavioral and management science in marketing 15, 1978, עמ' 156-180
1 2  John T. Cacioppo, Richard E. Petty, Chuan Feng Kao, Regina Rodriguez, Central and peripheral routes to persuasion: An individual difference perspective., Journal of Personality and Social Psychology 51, 1986-11, עמ' 1032–1043 doi: 10.1037/0022-3514.51.5.1032
↑  Petty, R. E., & Brinol, P. ., Persuasion: From single to multiple to metacognitive processes, Perspectives on Psychological Scienc 3(2), 2008, עמ' 137-147
↑  Kelly Saporta‐Sorozon, Michael Bar‐Eli, The effect of previous causal knowledge on the persuasive strength of confirming covariation data, Journal of Consumer Behaviour 17, 2018-01 doi: 10.1002/cb.1688
↑  ANTHONY G. Greenwald, Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change, Academic Press, 1968-01-01, עמ' 147–170, ISBN 978-1-4832-3071-9
↑  Kelly Saporta Sorozon, The Effect of Similarity Between a Product’s Shape Properties and the Benefit Offered on Judgments and Preferences, Business and Management Studies 5, 2019-04-28, עמ' 64–75 doi: 10.11114/bms.v5i2.4239
↑  Petty, R. E, Two routes to persuasion: State of the art. International perspectives on psychological science,, 2013, עמ' 229-247
↑  Kamel El Hedhli, Haithem Zourrig, Dual routes or a one-way to persuasion? The elaboration likelihood model versus the unimodel, Journal of Marketing Communications 29, 2023-07-04, עמ' 433–454 doi: 10.1080/13527266.2022.2034033
1 2  Saporta-Sorozon, K. ., God is in the Details: The effect of directional verbs in process explanations on text coherence., Global Journal of Management and Business Research: E Marketing (1)18, 2018, עמ' 1-13
↑  Clare R. Walsh, Steven A. Sloman, The Meaning of Cause and Prevent: The Role of Causal Mechanism, Mind & Language 26, 2011-02, עמ' 21–52 doi: 10.1111/j.1468-0017.2010.01409.x
↑  Deanna Kuhn, How do People Know?, Psychological Science 12, 2001-01, עמ' 1–8 doi: 10.1111/1467-9280.00302
↑  Tania Lombrozo, The structure and function of explanations, Trends in Cognitive Sciences 10, 2006-10, עמ' 464–470 doi: 10.1016/j.tics.2006.08.004
1 2 3  Philip M. Fernbach, Steven A. Sloman, Robert St. Louis, Julia N. Shube, Explanation Fiends and Foes: How Mechanistic Detail Determines Understanding and Preference, Journal of Consumer Research 39, 2013-02-01, עמ' 1115–1131 doi: 10.1086/667782
↑  Keli Saporta, Are Technological Terms Seductive? The Effect of Technological Terms on Persuasion, Business and Management Studies 6, 2020-02-18, עמ' 28–39 doi: 10.11114/bms.v6i1.4723
↑  John T. Cacioppo, Richard E. Petty, Katherine J. Morris, Effects of need for cognition on message evaluation, recall, and persuasion., Journal of Personality and Social Psychology 45, 1983-10, עמ' 805–818 doi: 10.1037/0022-3514.45.4.805
↑  Murray G. Millar, Karen U. Millar, Attitude change as a function of attitude type and argument type., Journal of Personality and Social Psychology 59, 1990-08, עמ' 217–228 doi: 10.1037/0022-3514.59.2.217
↑  Shelly Chaiken, Heuristic versus systematic information processing and the use of source versus message cues in persuasion., Journal of Personality and Social Psychology 39, 1980-11, עמ' 752–766 doi: 10.1037/0022-3514.39.5.752
↑  Richard E. Petty, John T. Cacioppo, Rachel Goldman, Personal involvement as a determinant of argument-based persuasion., Journal of Personality and Social Psychology 41, 1981-11, עמ' 847–855 doi: 10.1037/0022-3514.41.5.847
↑  Robert P. Abelson, Donald R. Kinder, Mark D. Peters, Susan T. Fiske, Affective and semantic components in political person perception., Journal of Personality and Social Psychology 42, 1982-04, עמ' 619–630 doi: 10.1037/0022-3514.42.4.619
↑  Leandre R. Fabrigar, Richard E. Petty, The Role of the Affective and Cognitive Bases of Attitudes in Susceptibility to Affectively and Cognitively Based Persuasion, Personality and Social Psychology Bulletin 25, 1999-03, עמ' 363–381 doi: 10.1177/0146167299025003008
↑  Irving L. Janis, Donald Kaye, Paul Kirschner, Facilitating effects of "eating-while-reading" on responsiveness to persuasive communications., Journal of Personality and Social Psychology 1, 1965-02, עמ' 181–186 doi: 10.1037/h0021644
↑  Mark Galizio, Clyde Hendrick, Effect of Musical Accompaniment on Attitude: The Guitar as a Prop for Persuasion, Journal of Applied Social Psychology 2, 1972-12, עמ' 350–359 doi: 10.1111/j.1559-1816.1972.tb01286.x
↑  Wesley G. Moons, Diane M. Mackie, Thinking Straight While Seeing Red: The Influence of Anger on Information Processing, Personality and Social Psychology Bulletin 33, 2007-05, עמ' 706–720 doi: 10.1177/0146167206298566
↑  Joseph P. Forgas, When sad is better than happy: Negative affect can improve the quality and effectiveness of persuasive messages and social influence strategies, Journal of Experimental Social Psychology 43, 2007-07-01, עמ' 513–528 doi: 10.1016/j.jesp.2006.05.006
↑  Natascha de Hoog, Wolfgang Stroebe, John B. F. de Wit, The Impact of Vulnerability to and Severity of a Health Risk on Processing and Acceptance of Fear-Arousing Communications: A Meta-Analysis, Review of General Psychology 11, 2007-09, עמ' 258–285 doi: 10.1037/1089-2680.11.3.258
↑  Emily Stark, Anita Kim, Chris Miller, Eugene Borgida, Effects of Including a Graphic Warning Label in Advertisements for Reduced‐Exposure Products: Implications for Persuasion and Policy 1, Journal of Applied Social Psychology 38, 2008-02, עמ' 281–293 doi: 10.1111/j.1559-1816.2007.00305.x
↑  Claude Lévy-Leboyer, Success and failure in applying psychology., American Psychologist 43, 1988-10, עמ' 779–785 doi: 10.1037/0003-066X.43.10.779
↑  Sara M. Banks, Peter Salovey, Susan Greener, Alexander J. Rothman, Anne Moyer, John Beauvais, Elissa Epel, The effects of message framing on mammography utilization., Health Psychology 14, 1995, עמ' 178–184 doi: 10.1037/0278-6133.14.2.178
↑  Angela Y. Lee, Jennifer L. Aaker, Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion., Journal of Personality and Social Psychology 86, 2004-02, עמ' 205–218 doi: 10.1037/0022-3514.86.2.205
↑  Ronald W. Rogers, C. Ronald Mewborn, Fear appeals and attitude change: Effects of a threat's noxiousness, probability of occurrence, and the efficacy of coping responses., Journal of Personality and Social Psychology 34, 1976, עמ' 54–61 doi: 10.1037/0022-3514.34.1.54
↑  Loraine Devos-Comby, Peter Salovey, Applying Persuasion Strategies to Alter HIV-Relevant Thoughts and Behavior, Review of General Psychology 6, 2002-09, עמ' 287–304 doi: 10.1037/1089-2680.6.3.287
↑  O. Wiegman, Two Politicians in a Realistic Experiment: Attraction, Discrepancy, Intensity of Delivery, and Attitude Change 1, Journal of Applied Social Psychology 15, 1985-06, עמ' 673–686 doi: 10.1111/j.1559-1816.1985.tb00908.x
1 2  Brian Sternthal, Lynn W. Phillips, Ruby Dholakia, The Persuasive Effect of Source Credibility: A Situational Analysis, Public Opinion Quarterly 42, 1978, עמ' 285 doi: 10.1086/268454
↑  Elaine Walster, Vera Aronson, Darcy Abrahams, Leon Rottman, Importance of physical attractiveness in dating behavior., Journal of Personality and Social Psychology 4, 1966, עמ' 508–516 doi: 10.1037/h0021188
↑  Chanthika Pornpitakpan, The Persuasiveness of Source Credibility: A Critical Review of Five Decades' Evidence, Journal of Applied Social Psychology 34, 2004-02, עמ' 243–281 doi: 10.1111/j.1559-1816.2004.tb02547.x
↑  James M. Olson, A. Victoria Cal, Source credibility, attitudes, and the recall of past behaviours, European Journal of Social Psychology 14, 1984-04, עמ' 203–210 doi: 10.1002/ejsp.2420140207
↑  Gordon D. Hemsley, Anthony N. Doob, The Effect of Looking Behavior on Perceptions of a Communicator's Credibility 1, Journal of Applied Social Psychology 8, 1978-06, עמ' 136–142 doi: 10.1111/j.1559-1816.1978.tb00772.x
↑  Bonnie Erickson, E. Allan Lind, Bruce C Johnson, William M O'Barr, Speech style and impression formation in a court setting: The effects of “powerful” and “powerless” speech, Journal of Experimental Social Psychology 14, 1978-05-01, עמ' 266–279 doi: 10.1016/0022-1031(78)90015-X
↑  Norman Miller, Geoffrey Maruyama, Rex J. Beaber, Keith Valone, Speed of speech and persuasion., Journal of Personality and Social Psychology 34, 1976-10, עמ' 615–624 doi: 10.1037/0022-3514.34.4.615
↑  Shelly Chaiken, Communicator physical attractiveness and persuasion., Journal of Personality and Social Psychology 37, 1979-08, עמ' 1387–1397 doi: 10.1037/0022-3514.37.8.1387
↑  Krisberg, K., & American Public Health Association. (2004)., Successful ‘Truth’Anti-Smoking Campaign in Funding Jeopardy: New Commission Works to Save Campaign, Nations Health (4)34, 2004
↑  Theodore M. Dembroski, Thomas M. Lasater, Albert Ramirez, Communicator Similarity, Fear Arousing Communications, and Compliance with Health Care Recommendations 1, Journal of Applied Social Psychology 8, 1978-09, עמ' 254–269 doi: 10.1111/j.1559-1816.1978.tb00781.x
↑  Shelly Chaiken, Alice H. Eagly, Communication modality as a determinant of message persuasiveness and message comprehensibility., Journal of Personality and Social Psychology 34, 1976-10, עמ' 605–614 doi: 10.1037/0022-3514.34.4.605
↑  Tania Lombrozo, Simplicity and probability in causal explanation, Cognitive Psychology 55, 2007-11-01, עמ' 232–257 doi: 10.1016/j.cogpsych.2006.09.006
↑  Joseph E. Grush, Impact of candidate expenditures, regionality, and prior outcomes on the 1976 Democratic presidential primaries., Journal of Personality and Social Psychology 38, 1980-02, עמ' 337–347 doi: 10.1037/0022-3514.38.2.337
↑  Wesley G. Moons, Diane M. Mackie, Teresa Garcia-Marques, The impact of repetition-induced familiarity on agreement with weak and strong arguments., Journal of Personality and Social Psychology 96, 2009, עמ' 32–44 doi: 10.1037/a0013461
↑  Daniel T. Gilbert, How mental systems believe., American Psychologist 46, 1991-02, עמ' 107–119 doi: 10.1037/0003-066X.46.2.107
↑  Ian Skurnik, Carolyn Yoon, Denise C. Park, Norbert Schwarz, How Warnings about False Claims Become Recommendations, Journal of Consumer Research 31, 2005-03, עמ' 713–724 doi: 10.1086/426605
↑  Nyhan & Reifler, When Corrections Fail: The Persistence of Political Misperceptions, Political Behavior volume 32, 2010, עמ' 303–330
↑  Elihu Katz, The Two-Step Flow of Communication: An Up-To-Date Report on an Hypothesis, Public Opinion Quarterly 21, 1957, עמ' 61 doi: 10.1086/266687
↑  .Keller, E. B., & Berry, B, The
influentials: One American in ten tells the
other nine how to vote, where to eat, and
what to buy., New York: Free Press.
1 2  Harikesh S. Nair, Puneet Manchanda, Tulikaa Bhatia, Asymmetric Social Interactions in Physician Prescription Behavior: The Role of Opinion Leaders, Journal of Marketing Research 47, 2010-10, עמ' 883–895 doi: 10.1509/jmkr.47.5.883
| --- | --- |
בקרת זהויות :  NLI: 987007538620505171  BNE: XX531985  BnF: cb13318753r (data)  LCCN: sh85100175  NARA: 10641212  NKC: ph124053