Effects of Involvement on Persuasion: A Meta-Analysis

Defines involvement as a motivational state induced by an association between an activated attitude and the self-concept. Integration of the available research suggests that the effects of involvement on attitude change depended on the aspect of message recipients' self-concept that was activated to create involvement: (a) their enduring values ( value-relevant involvement ), (b) their ability to attain desirable outcomes ( outcome-relevant involvement ), or (c) the impression they make on others ( impression-relevant involvement ). Findings showed that (a) with value-relevant involvement, high-involvement subjects were less persuaded than low-involvement subjects; (b) with outcome-relevant involvement, high-involvement subjects were more persuaded than low-involvement subjects by strong arguments and (somewhat inconsistently) less persuaded by weak arguments; and (c) with impression-relevant involvement, high-involvement subjects were slightly less persuaded than low-involvement subjects.