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

1 March 1985

journal article
Published by Oxford University Press (OUP) in Journal of Consumer Research

Vol. 11 (4) , 877-886
https://doi.org/10.1086/209023

Abstract

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.

Keywords

PERSUASION
RHETORICAL QUESTIONS
TARGET OF RECEIVERS
RHETORICAL QUESTION EFFECTS
RECEIVER ELABORATIONS
TESTING AND DEVELOPMENT
SOURCE PROCESSING

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