Haddock, Geoffrey  ORCID: https://orcid.org/0000-0001-5293-2772, Maio, Gregory Richard ORCID: https://orcid.org/0000-0001-5408-5829, Arnold, Karin and Huskinson, Thomas
2008.
Should persuasion be affective or cognitive? The moderating effects of need for affect and need for cognition.
Personality and Social Psychology Bulletin
34
(6)
, pp. 769-778.
10.1177/0146167208314871
|
Abstract
Three experiments tested the hypothesis that need for affect and need for cognition influence receptivity to affect- and cognition-based persuasive messages. Experiment 1 found that an affective message elicited more positive attitudes among individuals high in need for affect and low in need for cognition, whereas a cognitive message elicited more positive attitudes among individuals low in need for affect and high in need for cognition. Experiment 2 found that individual differences in need for affect influenced receptivity to an affect-based (but not cognition-based) message, whereas individual differences in need for cognition influenced receptivity to a cognition-based (but not affect-based) message. Experiment 3 found that individual differences in need for affect were associated with increased recognition of information from an affect-based (but not cognition-based) message, whereas individual differences in need for cognition were associated with increased recognition of information from a cognition-based (but not affect-based) message. Overall, the studies point to the importance of individual differences in need for affect and need for cognition in understanding how individuals respond to different types of persuasive messages.
| Item Type: | Article |
|---|---|
| Date Type: | Publication |
| Status: | Published |
| Schools: | Schools > Psychology |
| Subjects: | B Philosophy. Psychology. Religion > BF Psychology |
| Publisher: | SAGE Publications |
| ISSN: | 0146-1672 |
| Last Modified: | 17 Oct 2022 09:47 |
| URI: | https://orca.cardiff.ac.uk/id/eprint/5591 |
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