1) 송용섭/리대룡, 현대광고론(서울: 무역경영사, 1985), p.97.

2) Veron A. Musselman and Eugene H. Hughes(1964), Introduction to Modern Business, (4th ed), (Englewood Cliffs, N.J.: Prentice-Hall), p.501.

3) 차배근, 커뮤니케이션학 개론(하)(서울 : 세영사, 1976), pp.455-456.

4) Richard E. Petty and John T. Cacioppo(1981), Attitudes and Persuasion:Classic and Contemporary Approaches, (Dubuque, IA: Wm. C. Brown)

_______(1983), "Central and Peripheral Routes to Persuasion: Application to Advertising," In L. Percy and A. Woodsides(eds.), Advertising and Consumer Psychology,(Lexington, MA: D. C. Heath), pp.3-23.

5) Richard E. Petty and John T. Cacioppo(1979b), "Issue Involvement Can Increase or Decrease Persuasion by Enhancing Message-Relevant Cognitive Responses," Journal of Personality and Social Psychology, Vol. 5 (October), pp.1915-1926.

6) Richard E. Petty and John T. Cacioppo and D. Schumann(1983), "Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement," Journal of Consumer Research, Vol. 10(September), pp.134-148.

7) 곽원섭(1987), "상품에 대한 관여가 광고의 설득에 미치는 영향: 정보처리적인 관점," 석사학위논문(성균관대학교 대학원)

8) A. E. Eagly and R. Warren(1976), "Intelligence, Comprehension and Opinion Change", Journal of Personality, Vol. 44, pp.226-242.

J. E. Maddux and R. W. Rogers(1980), "Effects of Source Expertiness, Physical Attractiveness and Supporting Argument on Persuasion. A Case of Brains over Beauty," Journal of Personality and Social Psychology, Vol. 38, pp.235-244.

R. Norman(1976), "When What is said is important: A Comparison of Expert and Attractive Source," Journal of Experimental Social Psychology, Vol. 12, pp.294-300.

9) Richard E. Petty, John T. Cacioppo and D. Goldman(1981), "Personal Involvement as a Determinant of Argument-based Persuasion", Journal of Personality and Social Psychology, Vol.41, pp.847-855.

10) Richard E. Petty, John T. Cacioppo and D. Schumann(1983), op. cit., p.135.

11) Robert B. Cialdini, Richard E. Petty and John T. Cacioppo(1981), "Attitude and Attitude Change," Annual Review of Psychology, Vol. 32, pp.357-404.

Richard E. Petty and John T. Cacioppo(1983), "Effects of Issue Involvement on Attitudes in an Advertising Context," in Proceedings of the Division 23 Programes, Gerald G. Gorn and Marvin E. Goleberg(eds.), (Montreal, Canada: American Psychology Association), pp.75-79.

12) Richard E. Petty, John T. Cacioppo and Martin Heesacker(1981), "Effects of Rhetorical Question on Persuasion: A Cognitive Response Analysis," Journal of Personality and Social Psychology, Vol. 40, pp.432-440.

13) Charles S. Areni and Richard J. Lutz(1981), "The Role of Argument Quality in the Elaboration Likelihood Model," Advances in Consumer Research, Vol. 15, pp.197-203.

14) David A. Asker and John G. Myers(1988), Advertising Management, (Prentice-Hall International Editions), p.251.

15) M. Sherif and H. Cantril(1947), The Psychology of Ego Involvement, (New York: John Wiley)

16) J. L. Freedman(1964) "Involvement, Discrepancy and Change," Journal of Abnormal and Social Psychology, Vol. 60, pp.290-295.

17) J. A. Howard and J. A. Sheth(1969), The Theory of Buyer Behavior(New York: John Wilely)

18) C. E. Sherif, M. Sherif and R. E. Nebergall(1965), Attitude and Attitude Change : The Social Judgement Involvement Approach(New Haven, CT: Yale University Press)

19) Richard E. Petty and John T. Cacioppo and D. Schumann(1983), op. cit.

20) Richard E. Petty and John T. Cacioppo "Central and Perpheral Routes to Persuasion :Application to Advertising" in L. Percy and A.G. Woodside(eds), Advertising and Consumer Psychology(Lexington, MA:Lexington Book), pp.3-24.

21) John T. Cacioppo and Richard E. Petty(1985), "Central and Peripheral Routes to Persuasion : The Role of Message Repetition," In Alwitt, Linda F. and Andrew A. Mitchell(eds.), Psychological Processes and Advertising Effects (N.J. : Hillsdale), pp.91-111.

22) Ibid.

23) Aaker, David A and John G. Myers(1988), Advertising Management(Prentice-Hall International Editions), p.248.

24) Richard E. Petty, John T. Cacioppo and D. Schumann(1983), op. cit.

25) ibid.

26) Richard E. Petty and John T. Cacioppo(1984), "The Effects of Involvement on Responces to Argument Quantity and Quality: Central and Peripheral Routes to Persuasion," Journal of Personality and Social Psychology, Vol. 46 pp.69-81.

27) 차배근(1985), 태도변용이론 : 설득커뮤니케이션의 기본원리 (서울: 나남), p.31.