Multiple Motives and Persuasive Communication: Creative Elaboration as a Result of Impression Motivation and Accuracy Motivation
Multiple Motives and Persuasive Communication: Creative Elaboration as a Result of Impression Motivation and Accuracy Motivation
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多重动机与说服性沟通：印象动机与准确性动机的创造性阐述
DOI：
10.1177/0146167201271010
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发表时间：
2001
影响因子：
4
通讯作者：
R. Spears
中科院分区：
文献类型：
--
作者：
Annet E. Nienhuis;A. Manstead;R. Spears
作者考察了印象动机（实验1和实验2）以及准确性动机和印象动机（实验3）对说服性信息加工的影响，并反映在态度变化和认知反应上。中等水平的印象动机导致信息参数的阐述，但高水平的印象动机没有。作者认为，后一个发现反映了信息的创造性处理的操作，即接收者利用自己的论点。然而，这种结果模式只发生在个人也被激励持有有效态度的时候。当准确性的关注是较低的，高印象动机是必要的，以激励信息内容的阐述。因此，准确性动机和高印象动机的综合影响刺激了参与者超越所提供的信息。这些研究结果的影响进行了讨论。
The authors examined the influence of impression motivation (Experiments 1 and 2) and the combined effects of accuracy motivation and impression motivation (Experiment 3) on the elaboration of persuasive messages as reflected in attitude change and cognitive responses. Intermediate levels of impression motivation led to elaboration of message arguments but high levels of impression motivation did not. The authors argue that the latter finding reflects the operation of creative processing of messages, whereby receivers draw on their own arguments. However, this pattern of results only occurred when individuals also were motivated to hold valid attitudes. When accuracy concerns were lower, high impression motivation was necessary to motivate elaboration of message content. Thus, it was the combined impact of accuracy motivation and high impression motivation that stimulated participants to go beyond the information provided. Implications of these findings are discussed.