The Impact of Argumentativeness on Resistance to Persuasion
Bibliographic Data
| ID | 2269692 |
|---|---|
| Authors | Dean Kazoleas (West Virginia University, corresponding author) |
| Year | 1993 |
| Volume | 20 |
| Issue | 1 |
| Pages | 118-137 |
| Publication date | 1993-09-01 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Human Communication Research (JOURNAL) |
| Journal identifiers | ISSN: 0360-3989 • E-ISSN: 1468-2958 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1111/j.1468-2958.1993.tb00318.x |
| OpenAlex | W2012324031 |
| Language | EN |
| Citations received | 8 |
| References cited | 25 |
This investigation examined the impact of argumentativeness on cognitive responses and attitude change. A negative relationship between argumentativeness and attitudes was predicted. In addition, argumentatives were expected to produce greater numbers of counterarguments. This research also tested a mediational model for cognitive responses and examined the role of argumentativeness in moderating the effects of cognitive responses on attitudes. These predictions were tested by exposing respondents to three mass media messages and measuring argumentativeness. A no-message control group was also included. Volunteer undergraduate college students saw one television advertisement and read two print advertisements and were asked to complete a post hoc thought listing task and a series of dependent measures. Results indicate that argumentative individuals tend to be more resistant to persuasion. Furthermore, argumentatives were found to generate greater numbers of counterarguments. Attitude change for the highly argumentative individual was found to be a function of both positive and negative responses. In addition, the results of this investigation were inconsistent with the moderation hypothesis
Argumentative · Attitude change · Cognition · Developmental psychology · Moderation · Persuasion · Communication in Education and Healthcare · Discourse Analysis in Language Studies · Psychology · Rhetoric and Communication Studies · Social Psychology
Argumentativeness and Verbal Aggressiveness
Trait argumentativeness as a correlate of bolster and counterargue tendencies in resistance to persuasion research
Testing Hierarchical Models of Argumentativeness and Verbal Aggressiveness
The silver bullet reversed
Individual differences in distinguishing licit from illicit ways of discharging the burden of proof
Are Argumentative People Better or Worse at Seeing Both Sides
Responding to Rejected Requests
Changing Conceptions of "Message Effects" A 24-Year Overview
Experimental Design: Procedures for the Behavioral Sciences
Advances In Experimental Social Psychology
Experiments on mass communication, Vol. 3.
Attitudes and Attitude Change
A Conceptualization and Measure of Argumentativeness
A Coefficient of Agreement for Nominal Scales
Cognitive Responses in Persuasion
Cognitive processing of persuasive message cues
Uncertainty orientation and persuasion
Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses
An Information-Processing Model of Jury Decision Making
Effects of need for cognition on message evaluation, recall, and persuasion
Heuristic versus systematic information processing and the use of source versus message cues in persuasion
The need for cognition
Sex differences in influenceability
Self-esteem and intelligence affect influenceability
Message-Evoked Thoughts
| Citations per year | 0.27 |
|---|---|
| Citation span | 1996 - 2021 (26) |
| Highly cited | No |