Abstract
The Elaboration Likelihood Model (ELM) of persuasion has been offered by Petty and Cacioppo (1981, 1986) as a framework with which to conceptualize the process of persuasion. This chapter will not attempt a comprehensive review of the evidence supporting the ELM, but rather will briefly describe the model and indicate how its concepts may be applied to the counseling process. More detailed presentations of the model are available elsewhere (e.g., Cacioppo, Petty, & Stoltenberg, 1985; Petty & Cacioppo, 1981, 1986; Petty, Cacioppo, & Heesacker, 1984). At present, few empirical studies have attempted to test the applicability of the ELM for conceptualizing the counseling and psychotherapy process. What evidence is currently available will be presented as the model is described. Where investigations from counseling are lacking, the model will be extrapolated to provide suggestions for future research and practice.
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Stoltenberg, C.D., McNeill, B.W. (1987). Counseling and Persuasion: Extrapolating the Elaboration Likelihood Model. In: Maddux, J.E., Stoltenberg, C.D., Rosenwein, R. (eds) Social Processes in Clinical and Counseling Psychology. Springer, New York, NY. https://doi.org/10.1007/978-1-4613-8728-2_5
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DOI: https://doi.org/10.1007/978-1-4613-8728-2_5
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