Informational length and order of presentation as determinants of persuasion
The present paper explores the notion that an important difference between prior operational definitions of “cue” or “heuristic” information versus “message argument” information has to do with differential processing difficulty, and relative ordinal position of these two information types. In previ...
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| Veröffentlicht in: | Journal of experimental social psychology 2005-09, Vol.41 (5), p.458-469 |
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| container_end_page | 469 |
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| container_issue | 5 |
| container_start_page | 458 |
| container_title | Journal of experimental social psychology |
| container_volume | 41 |
| creator | Pierro, Antonio Mannetti, Lucia Erb, Hans-Peter Spiegel, Scott Kruglanski, Arie W. |
| description | The present paper explores the notion that an important difference between prior operational definitions of “cue” or “heuristic” information versus “message argument” information has to do with differential processing difficulty, and relative ordinal position of these two information types. In previous work, “cue/heuristic” information typically differed from “message argument” information not only in its contents, but also in it being (1) briefer, and (2) presented prior to the message information. We find that it is relative brevity and ordinal position rather than contents that ultimately explain the differences in
persuasive impact between “cue/heuristic” versus “message argument” information. In so far as both “cues” and “message arguments” can vary in brevity and order with which they are presented, these findings are consistent with the view that these two information types do not necessarily differ in their persuasive impact. |
| doi_str_mv | 10.1016/j.jesp.2004.09.003 |
| format | Article |
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| ispartof | Journal of experimental social psychology, 2005-09, Vol.41 (5), p.458-469 |
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| language | eng |
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| source | Access via ScienceDirect (Elsevier) |
| subjects | Biological and medical sciences Fundamental and applied biological sciences. Psychology Information dissemination Interpersonal communication Persuasion Psychological effects Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Social influence Social interactions. Communication. Group processes Social psychology |
| title | Informational length and order of presentation as determinants of persuasion |
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