Inferring the importance of arguments: Order effects and conversational rules
Inferring the importance of arguments: Order effects and conversational rules
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DOI：
10.1016/s0022-1031(02)00509-7
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发表时间：
2003-01-01
影响因子：
3.5
通讯作者：
Bless, H
中科院分区：
文献类型：
--
作者：
Igou, ER;Bless, H
本文研究了单边和双边通信中的顺序效应。虽然大多数理论都将首因效应和近因效应归因于认知过程（例如，注意力递减），我们认为，此外，交际方面发挥了核心作用的顺序效果的出现。我们假设，个人-借鉴会话规范-持有的期望，其中参数的顺序。根据这些期望，首先或最后提出的论点将具有很大的影响力。三项研究的结果表明，接受者持有这样的期望，从而导致订单效应。当论点被放在参与者期望最重要的论点的位置时，它们最有影响力。此外，当参与者的期望的适用性被实验性地降低时，这些影响被消除了。(C)2002 Elsevier Science（美国）。All rights reserved.
This paper investigates order effects in one-sided and two-sided communications. While most theorizing attributes both primacy and recency effects to cognitive processes (e.g., attention decrement), we propose that, in addition, communicative aspects play a central role in the emergence of order effects. We postulate that individuals-drawing on conversational norms-hold expectations about the order in which arguments are presented. Depending on these expectations, arguments presented first or last will be highly influential. The results of three studies indicate that recipients hold such expectations, which lead to order effects. Arguments were most influential when they were presented at a position where participants expected the most important arguments. Moreover, these effects were eliminated when the applicability of participants' expectations was experimentally reduced. (C) 2002 Elsevier Science (USA). All rights reserved.