Should persuasion be affective or cognitive? The moderating effects of need for affect and need for cognition

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

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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:	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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