CENTRAL AND PERIPHERAL ROUTES TO PERSUASION - AN INDIVIDUAL DIFFERENCE PERSPECTIVE
CENTRAL AND PERIPHERAL ROUTES TO PERSUASION - AN INDIVIDUAL DIFFERENCE PERSPECTIVE
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DOI：
10.1037/0022-3514.51.5.1032
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发表时间：
1986-11-01
影响因子：
7.6
通讯作者：
RODRIGUEZ, R
中科院分区：
文献类型：
--
作者：
CACIOPPO, JT;KAO, CF;RODRIGUEZ, R
根据阐述可能性模型，情境因素和性格因素都会影响通过问题相关思维形成态度的程度。实验1的结果表明，与低认知需求的个体相比，高认知需求的个体在形成态度时更有可能对与问题相关的信息进行认知思考和阐述。分析进一步表明，认知需求低的个体表现为认知守财奴，而不是言语愚钝者。在实验2中，认知需求的个体差异被用来检验阐述似然模型的预测，即在制定对某个问题的立场时倾向于进行广泛的与问题相关的思考的受试者也倾向于表现出更强的态度-行为一致性。结果证实了这一假设：在 1984 年总统选举前大约 8 周完成的一项调查中获得的高认知需求个体的态度比低认知需求个体的态度更能预测行为意图和报告的投票行为。
According to the elaboration likelihood model, both situational and dispositional factors can influence the extent to which attitudes are formed through issue-relevant thinking. The results of Experiment 1 indicated that individuals high in need for cognition are more likely to think about and elaborate cognitively on issue-relevant information when forming attitudes than are individuals low in need for cognition. Analyses further indicated that individuals low in need for cognition acted as cognitive misers rather than as verbal dolts. In Experiment 2, individual differences in need for cognition were used to test the prediction from the elaboration likelihood model that subjects who tend to engage in extensive issue-relevant thinking when formulating their position on an issue also tend to exhibit stronger attitude-behavior correspondence. Results confirmed this hypothesis: The attitudes of individuals high in need for cognition, which were obtained in a survey completed approximately 8 weeks before the 1984 presidential election, were more predictive of behavioral intentions and reported voting behavior than were the attitudes of individuals low in need for cognition.