Relevance Override
On the Reduced Impact of "Cues" Under High-Motivation Conditions of Persuasion Studies
Bibliographic Data
| ID | 6202798 |
|---|---|
| Authors | Antonio Pierro (0000-0003-3847-2241, Sapienza University of Rome), Lucia Mannetti (Sapienza University of Rome), Arie W Kruglanski (0000-0002-4777-9299, University of Maryland, College Park), David Sleeth-Keppler, David Sleeth‐Keppler (0000-0002-4195-3049, University of Maryland, College Park) |
| Year | 2004 |
| Volume | 86 |
| Issue | 2 |
| Pages | 251-264 |
| Publication date | 2004-02-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.86.2.251 |
| PMID | 14769082 |
| OpenAlex | W1990681805 |
| Language | EN |
| Citations received | 18 |
| References cited | 25 |
This research addressed the reduced impact of cues under high processing motivation of persuasion experiments. The results of 3 studies suggested that such reduced impact is due to a relevance override whereby any more subjectively relevant information swamps the effects of any less subjectively relevant information, given the recipient's sufficient motivation to process both. Because, in much persuasion research, cues may have been perceived as less relevant to the attitudinal judgments than message arguments, the relevance override hypothesis provides a general explanation of the reduced cue effect
Attitude change · Cognitive psychology · Elaboration likelihood model · Information processing · Persuasion · Persuasive communication · Relevance (law) · Consumer Behavior in Brand Consumption and Identification · Digital Marketing and Social Media · Media Influence and Health · Psychology · Social Psychology
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| Unique citing works | 18 |
|---|---|
| Citations per year | 0,82 |
| Citation span | 2004 - 2025 (22) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 18 |