caa a22 4500 467979790 CHVBK 20180323112516.0 cr unu---uuuuu 170328e19900601xx s 000 0 eng 10.1007/BF02726473 doi (NATIONALLICENCE)springer-10.1007/BF02726473 An application of the elaboration likelihood model [Elektronische Daten] [Jerry Gotlieb, John Swan] Little empirical evidence exists concerning the effect of price savings on the motivation to process a message. However, some literature suggests that price savings might increase the motivation to process the message. The Elaboration Likelihood Model suggests that identifying the impact of variables on the motivation to process is necessary, but not sufficient for predicting the effects of arguments presented in a message. Managers and researchers must identify both motivation and ability to process the message to predict the effects of a message on attitudes. This paper reports the results of an experiment which generally were consistent with the predictions of the Elaboration Likelihood Model. Academy of Marketing Science, 1990 Gotlieb Jerry University of Miami, USA aut Swan John University of Alabama at Birmingham, Birmingham, Alabama, USA aut Journal of the Academy of Marketing Science Springer-Verlag 18/3(1990-06-01), 221-228 0092-0703 18:3<221 1990 18 11747 https://doi.org/10.1007/BF02726473 text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.1007/BF02726473 text/html Onlinezugriff via DOI NATIONALLICENCE 700 1- Gotlieb Jerry University of Miami, USA aut NATIONALLICENCE 700 1- Swan John University of Alabama at Birmingham, Birmingham, Alabama, USA aut NATIONALLICENCE 773 0- Journal of the Academy of Marketing Science Springer-Verlag 18/3(1990-06-01), 221-228 0092-0703 18:3<221 1990 18 11747 Metadata rights reserved Springer special CC-BY-NC licence nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-springer