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

Heuristic versus systematic information processing and the use of source versus message cues in persuasion.

Shelly Chaiken · Journal of Personality and Social Psychology · 1980 · 5.2K citations

Social Sciences, Psychology, Social Psychology +12

Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement

Richard E. Petty, John T. Cacioppo, David W. Schumann · Journal of Consumer Research · 1983 · 4.6K citations

Business, Marketing, Marketing Management +14

Processes of Opinion Change

Herbert C. Kelman · Public Opinion Quarterly · 1961 · 2.1K citations

Social Sciences, Psychology, Social Psychology +13

Impression Management: The Self-Concept, Social Identity, and Interpersonal Relations.

Marvin B. Scott, Barry R. Schlenker · Contemporary Sociology A Journal of Reviews · 1981 · 2.1K citations

Social Sciences, Social Psychology, Interpersonal Relationships +11

Communication and Persuasion: Psychological Studies of Opinion Change.

Matilda White Riley, Carl I. Hovland, Irving L. Janis et al. · American Sociological Review · 1954 · 2.1K citations

Social Sciences, Communication, Psychology +10