Effects of message repetition and position on cognitive response, recall, and persuasion.
Abstract
Although the mere exposure effect has been researched widely, surprisingly little is known about the attitudinal and cognitive effects of message repetition. It was hypothesized that the sequence of topic-relevan t thoughts generated in response to a (repeated) persuasive message would parallel attitude change. To test this prediction, two experiments were conducted. In Experiment 1, individuals heard a communication either zero (control), one, three, or five times in succession, rated their agreement with the advocated position, and listed the message arguments they could recall. In Experiment 2, individuals heard a communication either one, three, or five times, rated their agreement, listed their thoughts, and listed the message arguments they could recall. In both experiments, agreement first increased, then decreased as exposure frequency increased (regardless of the position advocated), but agreement was unrelated to the recall of the message arguments. In Experiment 2, analyses of the listed thoughts revealed that counterargumentation decreased, then increased, whereas topic-irrelevant thinking increased as exposure frequency increased; as expected, only topic-relevant thoughts were related to agreement. These results are interpreted in terms of an attitude-modification model in which repetition and content of a persuasive advocacy affect the type and number of thoughts generated; these thoughts, in turn, affect the attitudinal reaction to the advocacy. In this article…
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When users pay more attention to advertising, they put more mental effort into evaluating the message, and they do so more carefully.
“When users pay more attention to advertising, they put more mental effort into evaluating the message, and they do so more carefully (Cacioppo and Petty 1979;Petty, Cacioppo, and Heesacker 1981;Petty, Cacioppo, and Schumann 1983).”
From Influencer Marketing on Instagram: Empirical Research on Social Media Engagement with Sponsored Posts (2022) · cites this paper as Cacioppo and Petty 1979
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“…on such contexts in our second set of hypotheses. conditions that enhance message persuasiveness: audiences’ sense of familiarity with the information and the ease with which they can understand the message (Baesler, 1997; Cacioppo & Petty, 1979; Schwanenflugel, Harnishfeger, & Stowe, 1988).”
BackgroundXu, R., Lin, B., Yang, S.-J., Zhang, T.-Q., Shi, W.-Y., Zhang, T.-W., Fang, Z., Xu, W., & Qiu, H. (2023) · Annual Meeting of the Association for Computational Linguistics · doi:10.48550/arxiv.2312.09085 · Cited by 148 · see citing works
“Prior work shows that message repetition could also affect both the persuasion process (Cacioppo and Petty, 1979) and people’s belief toward misinformation (Pillai and Fazio, 2021).”
Background
- Authors
- Cacioppo, J. T., & Petty, R. E.
- Affiliations
- University of Notre Dame (US)
- Venue
- Journal of Personality and Social Psychology
- Published
- 1979-01
- Volume
- 37
- Issue
- 1
- Pages
- 97-109
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2138043764
- Cited by
- 813
- References
- 0
- Citations by year
- 2026: 20 · 2025: 37 · 2024: 25 · 2023: 23 · 2022: 29 · 2021: 38 · 2020: 33 · 2019: 27 · 2018: 24 · 2017: 38 · 2016: 30 · 2015: 41 · 2014: 22 · 2013: 26 · 2012: 21
- FWCI
- 56.40
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Personality and Social Psychology (publishedVersion)
- Topics
- Social Sciences › Sociology and Political Science › Psychology of Social Influence
- Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
- Social Sciences › Arts and Humanities › Literature and Literary Theory › Media Influence and Health
- Keywords
- message repetition, mere exposure effect, persuasive communication, attitude change, message recall, counterargument
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