Cognitive Responses in Persuasion

By Richard E. Petty; Thomas M. Ostrom et al. | Go to book overview

3
Thought Disruption and Persuasion: Assessing the Validity of Attitude Change Experiments

Richard E. Petty University of Missouri-Columbia

Timothy C. Brock Ohio State University


INTRODUCTION

Now that the necessary background material has been covered and it is clear that attitudes and cognitive responses can be measured, some fundamental questions about persuasion may be addressed: How is attitude change studied experimentally? How can the cognitive response approach help in understanding the process of persuasion? What kinds of predictions can the cognitive response approach generate?" How can these hypotheses be tested? Consider the following two examples:

A man who is a heavy smoker is driving home from work. A public service message comes on the radio and discusses the undesirable consequences of smoking. The man is attempting to listen to the message, but at the same time he is watching the other cars on the busy freeway and trying not to miss his exit.

A woman who considers herself an agnostic is at an outdoor religious rally listening to a world-famous evangelist discuss the merits of Christianity and the Bible. Suddenly, it begins to drizzle slowly. Although the woman can clearly hear the message over the loudspeaker system, she is diverted from thinking about its contents to thinking about how to keep herself dry.

What these two situations have in common is that a person who is the target of a possible persuasive influence attempt is distracted by some external stimuli from paying full attention to, and thinking in any great depth about, the arguments in the persuasive communication. A researcher employing the cognitive

-55-

Notes for this page

Add a new note
If you are trying to select text to create highlights or citations, remember that you must now click or tap on the first word, and then click or tap on the last word.
One moment ...
Default project is now your active project.
Project items

Items saved from this book

This book has been saved
Highlights (0)
Some of your highlights are legacy items.

Highlights saved before July 30, 2012 will not be displayed on their respective source pages.

You can easily re-create the highlights by opening the book page or article, selecting the text, and clicking “Highlight.”

Citations (0)
Some of your citations are legacy items.

Any citation created before July 30, 2012 will labeled as a “Cited page.” New citations will be saved as cited passages, pages or articles.

We also added the ability to view new citations from your projects or the book or article where you created them.

Notes (0)
Bookmarks (0)

You have no saved items from this book

Project items include:
  • Saved book/article
  • Highlights
  • Quotes/citations
  • Notes
  • Bookmarks
Notes
Cite this page

Cited page

Style
Citations are available only to our active members.
Sign up now to cite pages or passages in MLA, APA and Chicago citation styles.

(Einhorn, 1992, p. 25)

(Einhorn 25)

1

1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

Cited page

Bookmark this page
Cognitive Responses in Persuasion
Table of contents

Table of contents

Settings

Settings

Typeface
Text size Smaller Larger Reset View mode
Search within

Search within this book

Look up

Look up a word

  • Dictionary
  • Thesaurus
Please submit a word or phrase above.
Print this page

Print this page

Why can't I print more than one page at a time?

Full screen
/ 476

matching results for page

Cited passage

Style
Citations are available only to our active members.
Sign up now to cite pages or passages in MLA, APA and Chicago citation styles.

"Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn, 1992, p. 25).

"Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn 25)

"Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences."1

1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

Cited passage

Welcome to the new Questia Reader

The Questia Reader has been updated to provide you with an even better online reading experience.  It is now 100% Responsive, which means you can read our books and articles on any sized device you wish.  All of your favorite tools like notes, highlights, and citations are still here, but the way you select text has been updated to be easier to use, especially on touchscreen devices.  Here's how:

1. Click or tap the first word you want to select.
2. Click or tap the last word you want to select.

OK, got it!

Thanks for trying Questia!

Please continue trying out our research tools, but please note, full functionality is available only to our active members.

Your work will be lost once you leave this Web page.

For full access in an ad-free environment, sign up now for a FREE, 1-day trial.

Already a member? Log in now.