Biassed processing of persuasive information: on the functional equivalence of cues and message arguments |
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| Authors: | Hans‐Peter Erb Antonio Pierro Lucia Mannetti Scott Spiegel Arie W Kruglanski |
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| Institution: | 1. Chemnitz University of Technology, Germany;2. University of Rome La Sapienza, Italy;3. Columbia University, USA;4. University of Maryland at College Park, USA |
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| Abstract: | Research on persuasion has shown that inferences based on heuristic or peripheral cues can bias the subsequent processing of persuasive messages. Two studies (total N = 296) examined the additional possibilities that a message argument can serve as a biassing factor and cue‐related information can serve as the target of processing bias. It was demonstrated that a message argument can bias (a) the processing of subsequent other message arguments (Study 1) and (b) the processing of subsequent cue information (Study 2). Results are discussed within dual‐process models and the recently developed unimodel of persuasion. Copyright © 2007 John Wiley & Sons, Ltd. |
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