Examining the Target of Receiver Elaborations: Rhetorical Question Effects on Source Processing and Persuasion

A replication and extension of the Petty, Cacioppo, and Heesacker (1981) study on the effects of rhetorical questions is used to demonstrate the importance of considering the target of receivers' elaborations in theory testing and development. An examination of source-related elaborations provides new insight into how rhetorical questions influence persuasion. Implications for the Elaboration Likelihood Model are discussed.

[1]  R. E. Burnkrant,et al.  Effects of the use of introductory rhetorical questions versus statements on information processing. , 1984 .

[2]  Rebecca Elmore-Yalch,et al.  The Effect of Numbers on the Route to Persuasion , 1984 .

[3]  J. Cacioppo,et al.  Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement , 1983 .

[4]  S. Chaiken,et al.  Communication modality as a determinant of persuasion: The role of communicator salience. , 1983 .

[5]  James M. Munch,et al.  A Conceptual View of Questions and Questioning in Marketing Communications , 1983 .

[6]  Rhetorical Requests for Help , 1982 .

[7]  M. Heesacker,et al.  Effects of rhetorical questions on persuasion: A cognitive response analysis. , 1981 .

[8]  Peter Wright.  Message-Evoked Thoughts: Persuasion Research Using Thought Verbalizations , 1980 .

[9]  K. Williams,et al.  The Effects of Group Diffusion of Cognitive Effort on Attitudes: An Information-Processing View. , 1980 .

[10]  J. Cantor.  Grammatical variations in persuasion: Effectiveness of four forms of request in door‐to‐door solicitations for funds , 1979 .

[11]  L. Phillips,et al.  The persuasive effect of source credibility: a situational analysis. , 1978, Public opinion quarterly.

[12]  John M. McCann,et al.  Assessing Communication Effects on Energy Conservation , 1978 .

[13]  Alice M. Tybout.  Relative Effectiveness of Three Behavioral Influence Strategies as Supplements to Persuasion in a Marketing Context , 1978 .

[14]  Clark Leavitt,et al.  The Persuasive Effect of Source Credibility: Tests of Cognitive Response , 1978 .

[15]  Jurgen Schmidt-Radefeldt.  On so-called ‘rhetorical’ questions☆ , 1977 .

[16]  Joanne Cantor,et al.  Rhetorical Elicitation of Concession in Persuasion , 1974 .

[17]  Dolf Zillmann,et al.  Rhetorical Elicitation of Agreement in Persuasion. , 1972 .