“…Some of these variables are found in more than one category. The categories and variables are drawn from the work of the following authors: Miller and Burgoon (1973), O'Keefe (1990), Brown (1963, Lerbinger (1972), Hovland (1957), Hovland, et al (1953), Miller (1946, Conklin (1979), Graves and Bowman (1938), Smith (1970), Burgoon (1995), Cialdini (1984) and summaries found in Gordon (1971), Lerbinger (1972), O'Keefe (1990, Fiske and Taylor (1984), Brehm, Kassin and Fein (2002), Boster, Mitchell, Lapinski, Cooper, Orrego and Reinke (1999), Miller et al (1987, Reinard (1998), Geller (2003), Freimuth, Linnan and Potter (2000, and Allen and Preiss (1998).…”