Need for cognition and interpersonal influence
Individual differences in impact on dyadic decisions
Bibliographic Data
| ID | 6203537 |
|---|---|
| Authors | Donna Shestowsky (0000-0003-1172-8892, Yale University), Duane T Wegener (0000-0001-7639-4251), Leandre R Fabrigar |
| Year | 1998 |
| Volume | 74 |
| Issue | 5 |
| Pages | 1317-1328 |
| Publication date | 1998-05-01 |
| 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//0022-3514.74.5.1317 |
| OpenAlex | W4245515108 |
| Language | EN |
| Citations received | 13 |
| References cited | 45 |
The role of need for cognition (NC; J. T Cacioppo & R. E. Petty, 1982) in dyadic decisions was investigated. Consistent with the notion that individual differences in NC correspond to differences in attitude strength, the prediscussion views of people high in NC were found to be more predictive of dyadic decisions than were the prediscussion views of people low in NC. High-NC people were viewed by their discussion partners (and by themselves) as being more effective persuaders, generating more arguments to support their views (and thus counter those of their partners), and generating more valid arguments than their low-NC counterparts. The role of individual differences in understanding asymmetries in group member influence and in predicting collective decision outcomes is discussed
Cognition · Cognitive psychology · Developmental psychology · Interpersonal communication · Interpersonal interaction · Interpersonal relationship · Need for cognition · Perception · Social cognition · Social perception · Attachment and Relationship Dynamics · Leadership, Behavior, and Decision-Making Studies · Psychology · Psychology of Social Influence · Social and Intergroup Psychology · Social Psychology · Team Dynamics and Performance
Public Deliberation, Discursive Participation, and Citizen Engagement
Motivated Information Processing in Group Judgment and Decision Making
Attitude Change
The Effect of Individual Difference Variables on Information Sharing in Decision-Making Groups
Identifying Influence
Source Personality and Persuasiveness
Minority report
The Effect of Perspective‐Giving on Postconflict Reconciliation. An Experimental Approach
There is No Pill for Deliberation
Cognitive Dissonance in Groups
When authorities' commands backfire
Flexible corrections of juror judgments
Personality and persuasibility
Attitude change and social influence
Nonparametric statistics for the behavioral sciences
Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences
Statistical principles in experimental design.
The Efficient Assessment of Need for Cognition
Message Framing and Persuasion
The desirability of control
The American jury
Source Attributions and Persuasion
Group Differentiation
Reaction to Opinion Deviance
Jury Verdicts
Need for Cognition and External Information Search
Uncertainty orientation and persuasion
Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses
Audience response as a heuristic cue in persuasion
The effects of involvement on responses to argument quantity and quality
Advertising Repetition and Variation Strategies
Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models
Group decision making and social influence
The moderator-mediator variable distinction in social psychological research
Central and peripheral routes to persuasion
Scientific juror selection
Effects of need for cognition on message evaluation, recall, and persuasion
Many hands make light the work
Personal involvement as a determinant of argument-based persuasion
Personality and persuasion
What the Need for Closure Scale measures and what it does not
Personal need for structure
The influence of member status differences and task type on group consensus and member position change
The need for cognition
Nonconformity, Competence, and Influence in Groups
Nonverbal Behavior, Dominance, and the Basis of Status in Task Groups
Social Status in Jury Deliberations
A study of normative and informational social influences upon individual judgment
Self-esteem and intelligence affect influenceability
Dispositional differences in cognitive motivation
An experimental investigation of need for cognition
Message Order Effects in Persuasion
Central and Peripheral Routes to Advertising Effectiveness
Status and Competence of Jurors
| Unique citing works | 12 |
|---|---|
| Citations per year | 0,5 |
| Citation span | 2000 - 2026 (27) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 12 |