Cognitive Responses in Persuasion

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

Repetition, Cognitive Responses, and Persuasion

Alan Sawyer Ohio State University


Recently, Newsweek magazine published the following story.

Last July, an Exeter, N.H., man named John Adams announced his candidacy for the Republican nomination in the state's First Congressional District. Adams, 61, an unemployed taxi driver who claims he was once a Massachusetts state senator, ran a do-nothing campaign. He made no speeches, issued no press releases, spent no money. "I did absolutely no campaigning," he said. "With a name like mine I didn't figure I had to."

Apparently not. Last week, Adams won the primary, defeating his closest competitor, local newspaper columnist Edward Hewson, 30, by 4,000 votes. "We never saw Mr. Adams or read anything coming from him," said Hewson's campaign manager. "We have no way to evaluate why people voted for him."

New Hampshire GOP chairman Gerald Carmen seemed less baffled. "When people went to the polls, they saw four names they didn't recognize," he explained. "I guess they picked the one that sounded familiar" [Newsweek, September 27, 1976; p. 36; italics added].

A few years ago, the Associated Press carried the following report from Corvallis, Oregon:

A mysterious student has been attending a class at Oregon University for the past two months enveloped in a big black: bag. Only his bare feet show. Each Monday, Wednesday, and Friday at 11:00 A.M. the Black Bag sits on a small table near the back of the classroom. The class is Speech 113 -- basic persuasion . . . Charles Goetzinger, professor of the class, knows the identity of the person inside. None of


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.
Loading One moment ...
Project items
Cite this page

Cited page

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

Cited page

Bookmark this page
Cognitive Responses in Persuasion
Table of contents

Table of contents



Text size Smaller Larger
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?

While we understand printed pages are helpful to our users, this limitation is necessary to help protect our publishers' copyrighted material and prevent its unlawful distribution. We are sorry for any inconvenience.
Full screen
/ 476

matching results for page

Cited passage

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

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.

Are you sure you want to delete this highlight?