Work

The Role of the Affective and Cognitive Bases of Attitudes in Susceptibility to Affectively and Cognitively Based Persuasion

Year: 1999

Type: article

Abstract: Two experiments were conducted to examine whether attitudes based on affect or cognition were more susceptible to persuasive appeals that matched versus mismatched the basis of attitudes. Experiment 1 provided evidence for a relative affective/cognitive persuasion matching effect and suggested that this matching effect could not be accounted for by attribute matching rather than affective/cognitive matching. Regardless of whether the persuasive appeal matched or mismatched the attitude on the attribute dimension, an affective/cognitive persuasion matching effect occurred. Experiment 2 examined whether the affective/cognitive matching effect could be accounted for by direct/indirect experience persuasion matching. Holding the direct/indirect experience distinction constant, results again demonstrated a relative affective/cognitive persuasion matching effect. Analyses of both experiments using previously validated measures of affect and cognition confirmed that manipulations of the affective and cognitive bases of attitudes were successful.

Source: Personality and Social Psychology Bulletin

DOI: 10.1177/0146167299025003008

Authors: Leandre R. Fabrigar, Richard E. Petty

Institutions: Queen's University, The Ohio State University

Language: English

Topic: Social and Intergroup Psychology

Subfield: Sociology and Political Science

Field: Social Sciences

Domain: Social Sciences

Open Access status: bronze

Funder: National Institute of Mental Health

Awards: Training Program in Social Psychology, G5521846542