Page 59 - The Handbook of Persuasion and Social Marketing

52 The Handbook of Persuasion and Social Marketing

References
Aaker, J., Vohs, K. D., & Mogilner, C. (2010). Nonprofits are seen as warm and
for-profits as competent: Firm stereotypes matter. Journal of Consumer Research,
37(2), 224–237. doi: 10.1086/651566
Abelson, R. P. (1995). Attitude extremity. In R. E. Petty & J. A. Krosnick (Eds.),
Attitude strength: Antecedents and consequences (pp. 25–42). Mahwah, NJ:
Lawrence Erlbaum Associates.
Ahearne, M., Gruen, T., & Saxton, M. K. (2000). When the product is complex,
does the advertisement’s conclusion matter? Journal of Business Research, 48(1),
55–62.
Aristotle. (1991). On rhetoric: A theory of civic discourse. (G. Kennedy, Trans.). New
York, NY: Oxford University Press.
Briñol, P., & Petty, R. E. (2006). Fundamental processes leading to attitude change:
Implications for cancer prevention communications. Journal of Communication,
56(s1), 81–104. doi: 10.1111/j.1460-2466.2006.00284
Briñol, P., & Petty, R. E. (2009a). Source factors in persuasion: A self-validation
approach. European Review of Social Psychology, 20(1), 49–96.
Briñol, P., & Petty, R. E. (2009b). Persuasion: Insights from the self-validation
hypothesis. In M. P. Zanna (Ed.), Advances in experimental social psychology, 41,
(pp. 69–118). New York: Academic Press.
Briñol, P., & Petty, R. E. (2012). The history of attitudes and persuasion research.
In A. Kruglanski & W. Stroebe (Eds.), Handbook of the history of social psychology
(pp. 285–320). New York, NY: Psychology Press.
Briñol, P., Petty, R. E., & Barden, J. (2007). Happiness versus sadness as a determi-
nant of thought confidence in persuasion: A self-validation analysis. Journal of
Personality and Social Psychology, 93(5), 711. doi: 10.1037/0022-3514.93.5.711
Briñol, P., Petty, R. E. & McCaslin, M. (2009). Changing attitudes on implicit ver-
sus explicit measures: What is the difference?. In R. E. Petty, R. H. Fazio, & P.
Briñol (Eds.), Attitudes: Insights from the new implicit measures (pp. 285–326).
New York, NY: Psychology Press.
Briñol, P., Petty, R. E., Valle, C., Rucker, D. D., & Becerra, A. (2007). The effects of
message recipients’ power before and after persuasion: A self-validation analy-
sis. Journal of Personality and Social Psychology, 93(6), 1040–1053. doi:
10.1037/0022-3514.93.6.1040
Briñol, P., Petty, R. E., & Wheeler, S. C. (2006). Discrepancies between explicit
and implicit self-concepts: Consequences for information processing. Journal
of Personality and Social Psychology, 91(1), 154–170.
Briñol, P., Rucker, D. D., Tormala, Z. L., & Petty, R. E. (2004). Individual differ-
ences in resistance to persuasion: The role of beliefs and meta-beliefs. In E. S.
Knowles & J. A. Linn (Eds.), Resistance and persuasion (pp. 83–104). Mahwah,
NJ: Erlbaum.
Cacioppo, J. T., & Petty, R. E. (1982). The need for cognition. Journal of Personality
and Social Psychology, 42(1), 116–131. doi: 10.1037/0022-3514.42.1.116