Ambivalence and Persuasion: The Processing of Messages about Immigrant Groups

The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.

Reuben M. Baron, David A. Kenny · Journal of Personality and Social Psychology · 1986 · 71.8K citations

Mediator Variables, Effective Use, Personality Psychology +14

The Psychology of Attitudes

Dipankar Chakravarti, Alice H. Eagly, Shelly Chaiken · Journal of Marketing Research · 1997 · 7.2K citations

Modern Research, Behavioral Decision Making, Unconscious Bias +15

The Efficient Assessment of Need for Cognition

John T. Cacioppo, Richard E. Petty, Chuan Feng Kao · Journal of Personality Assessment · 1984 · 2.9K citations

Efficient Assessment, Cognitive Science, Cognitive Study +12

The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion.

Richard E. Petty, John T. Cacioppo · Journal of Personality and Social Psychology · 1984 · 1.7K citations

Behavioral Decision Making, Argumentation Analysis, Consumer Research +18

Racial ambivalence and American value conflict: Correlational and priming studies of dual cognitive structures.

Irwin Katz, R. Glen Hass · Journal of Personality and Social Psychology · 1988 · 1.2K citations

Ethnicity, Discrimination, Racial Prejudice +22