Biassed processing of persuasive information: on the functional equivalence of cues and message arguments
Article first published online: 1 FEB 2007
Copyright © 2007 John Wiley & Sons, Ltd.
European Journal of Social Psychology
Volume 37, Issue 5, pages 1057–1075, September/October 2007
How to Cite
Erb, H.-P., Pierro, A., Mannetti, L., Spiegel, S. and Kruglanski, A. W. (2007), Biassed processing of persuasive information: on the functional equivalence of cues and message arguments. Eur. J. Soc. Psychol., 37: 1057–1075. doi: 10.1002/ejsp.420
- Issue published online: 31 AUG 2007
- Article first published online: 1 FEB 2007
- Manuscript Accepted: 10 DEC 2006
- Manuscript Received: 15 SEP 2005
- NSF Grant. Grant Number: SBR-9417422
Research on persuasion has shown that inferences based on heuristic or peripheral cues can bias the subsequent processing of persuasive messages. Two studies (total N = 296) examined the additional possibilities that a message argument can serve as a biassing factor and cue-related information can serve as the target of processing bias. It was demonstrated that a message argument can bias (a) the processing of subsequent other message arguments (Study 1) and (b) the processing of subsequent cue information (Study 2). Results are discussed within dual-process models and the recently developed unimodel of persuasion. Copyright © 2007 John Wiley & Sons, Ltd.