“…The study demonstrated that message elaboration occurred during central processing, and attention to persuasive cues, such as source credibility, occurred during peripheral processing. Since the original test of the theory, the ELM has been applied successfully to a variety of contexts including counseling (e.g., Heesacker, 1986), politics (e.g., Hoekstra & Segal, 1996), health (e.g., Penner & Fritzsche, 1993), sexual stimuli (Bauserman, 1998), and employment interviews (Harris, 1989). Johnson and Eagly (1989) refer to the motivation manipulation in many ELM studies as outcome-relevant involvement.…”