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Biassed processing of persuasive information: on the functional equivalence of cues and message arguments
Author(s) -
Erb HansPeter,
Pierro Antonio,
Mannetti Lucia,
Spiegel Scott,
Kruglanski Arie W.
Publication year - 2007
Publication title -
european journal of social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.609
H-Index - 111
eISSN - 1099-0992
pISSN - 0046-2772
DOI - 10.1002/ejsp.420
Subject(s) - persuasion , psychology , equivalence (formal languages) , information processing , argument (complex analysis) , persuasive communication , heuristic , social psychology , cognitive psychology , computer science , artificial intelligence , linguistics , philosophy , biochemistry , chemistry
Abstract 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.