Abstract
In the late 1970s, Richard Petty and John Cacioppo studied how motivation affects persuasion. Their work resulted in their “elaboration likelihood model” (ELM). We use the ELM in all sorts of decision making, from choosing a spouse to tapping a buy button.
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- 1.
Petty, Richard E. , and John T. Cacioppo . “The Elaboration Likelihood Model of Persuasion.” SpringerLink. January 01, 1986. Accessed June 08, 2018. https://link.springer.com/chapter/10.1007/978-1-4612-4964-1_1 .
- 2.
Hot Sauce Mystery Box - Hand Selected Favorites. Digital image. Hot Sauce Market. Accessed June 7, 2018. https://hotsauce.market/collections/most-popular/products/hot-sauce-mystery-box .
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© 2018 Edward Stull
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Stull, E. (2018). Motivation. In: UX Fundamentals for Non-UX Professionals. Apress, Berkeley, CA. https://doi.org/10.1007/978-1-4842-3811-0_23
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DOI: https://doi.org/10.1007/978-1-4842-3811-0_23
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Publisher Name: Apress, Berkeley, CA
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