Persuasive communication of risk information: A test of cue versus message processing effects in a field experiment

Research output: Contribution to journalArticle

Abstract

Tested the elaboration likelihood (EL) model of persuasion as applied to risks of large-scale use of coal by surveying 178 Ss (aged 19-66 yrs) in a naturalistic setting. Ss were rated as either high- or low-EL depending on their scores on involvement and Need for Cognition scales. All hypotheses were supported: (1) for low-EL Ss highly credible sources were more persuasive than less credible sources, whereas for high-EL Ss no credibility effects were found; (2) while practically no persistence of change was found after 14 mo, a slight persistence in the high-EL group was attributed solely to high need for cognition; and (3) beliefs-attitude-intention consistency was stronger for high- than low-EL Ss. (PsycINFO Database Record (c) 2007 APA, all rights reserved).
Original languageEnglish
Pages (from-to)188-193
Number of pages6
JournalPersonality and Social Psychology Bulletin
Volume17
Issue number2
Publication statusPublished - 1991

Fingerprint

Persuasive Communication
Cognition
Cues
Coal

Cite this

@article{6b8c347663ef40448ac9975b98cbd569,
title = "Persuasive communication of risk information: A test of cue versus message processing effects in a field experiment",
abstract = "Tested the elaboration likelihood (EL) model of persuasion as applied to risks of large-scale use of coal by surveying 178 Ss (aged 19-66 yrs) in a naturalistic setting. Ss were rated as either high- or low-EL depending on their scores on involvement and Need for Cognition scales. All hypotheses were supported: (1) for low-EL Ss highly credible sources were more persuasive than less credible sources, whereas for high-EL Ss no credibility effects were found; (2) while practically no persistence of change was found after 14 mo, a slight persistence in the high-EL group was attributed solely to high need for cognition; and (3) beliefs-attitude-intention consistency was stronger for high- than low-EL Ss. (PsycINFO Database Record (c) 2007 APA, all rights reserved).",
author = "Bas Verplanken",
year = "1991",
language = "English",
volume = "17",
pages = "188--193",
journal = "Personality and Social Psychology Bulletin",
issn = "0146-1672",
publisher = "Sage Publications",
number = "2",

}

TY - JOUR

T1 - Persuasive communication of risk information: A test of cue versus message processing effects in a field experiment

AU - Verplanken, Bas

PY - 1991

Y1 - 1991

N2 - Tested the elaboration likelihood (EL) model of persuasion as applied to risks of large-scale use of coal by surveying 178 Ss (aged 19-66 yrs) in a naturalistic setting. Ss were rated as either high- or low-EL depending on their scores on involvement and Need for Cognition scales. All hypotheses were supported: (1) for low-EL Ss highly credible sources were more persuasive than less credible sources, whereas for high-EL Ss no credibility effects were found; (2) while practically no persistence of change was found after 14 mo, a slight persistence in the high-EL group was attributed solely to high need for cognition; and (3) beliefs-attitude-intention consistency was stronger for high- than low-EL Ss. (PsycINFO Database Record (c) 2007 APA, all rights reserved).

AB - Tested the elaboration likelihood (EL) model of persuasion as applied to risks of large-scale use of coal by surveying 178 Ss (aged 19-66 yrs) in a naturalistic setting. Ss were rated as either high- or low-EL depending on their scores on involvement and Need for Cognition scales. All hypotheses were supported: (1) for low-EL Ss highly credible sources were more persuasive than less credible sources, whereas for high-EL Ss no credibility effects were found; (2) while practically no persistence of change was found after 14 mo, a slight persistence in the high-EL group was attributed solely to high need for cognition; and (3) beliefs-attitude-intention consistency was stronger for high- than low-EL Ss. (PsycINFO Database Record (c) 2007 APA, all rights reserved).

M3 - Article

VL - 17

SP - 188

EP - 193

JO - Personality and Social Psychology Bulletin

JF - Personality and Social Psychology Bulletin

SN - 0146-1672

IS - 2

ER -