Forewarning of content and involvement: consequences for persuasion and resistance to persuasion
Article Abstract:
The effects of forewarning on persuasion were examined in two experiments. Subjects' personal involvement, warning of message content and subject distraction were manipulated in Experiment 1, while in Experiment 2, message strength was manipulated together with the three variables. Results suggested that unwarned subjects with high personal involvement and zero distraction were highly influenced with the persuasive message, while warned subjects with high personal involvement and zero distraction were resistant to the persuasion.
Publication Name: Journal of Experimental Social Psychology
Subject: Sociology and social work
ISSN: 0022-1031
Year: 1992
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Cognitive processing and the functional matching effect in persuasion: the mediating role of subjective perceptions of message quality
Article Abstract:
Social-adjustive messages for high self-monitors and value-expressive messages for low self-monitors improve message quality and persuasiveness perception, and lead to more functionally relevant behavior. The recipients of the message cognitively process the functionally relevant messages more thoroughly than functionally irrelevant messages. The subjective perceptions of the message quality mediate the affect of the functional relevance of the message on persuasion.
Publication Name: Journal of Experimental Social Psychology
Subject: Sociology and social work
ISSN: 0022-1031
Year: 1996
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Familiar phrases as peripheral persuasion cues
Article Abstract:
The elaboration likelihood model (ELM) assumes that there are two relatively distinct routes to persuasion: persuasion via the 'central' route and persuasion via 'peripheral' cues. Three experiments conducted to compare the effects on attitudes of familiar phrases or cliche vs. its literal meaning proved that familiar phrases were effective peripheral persuasion cues.
Publication Name: Journal of Experimental Social Psychology
Subject: Sociology and social work
ISSN: 0022-1031
Year: 1997
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