This paper reviews recent social psychology studies on the influence of message characteristics, issue involvement, and the subject's cognitive response on perceptions of the communicator. The Elaboration Likelihood Model (ELM) is used as a framework to discuss various approaches to persuasion, particularly central and peripheral routes to attitude change. Effects associated with the ELM on cognitive responses and subsequent attitude change are described. The counseling literature is reviewed concerning the expertness component of counselor credibility, and its influence on client attitudes and behavior change. The role of verbal and nonverbal behavior cues and issue involvement in predicting the effectiveness of expert or nonexpert counselors is also discussed. Recipient factors, such as need for cognition, cognitive style, and field dependence/independence are considered. The need for an integration of research from social psychology and counseling in the area of interpersonal influence is discussed. Future directions for additional counseling research and practice are suggested, and the importance of being aware of message quality and client factors in counseling interventions is stressed. (JAC)