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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 (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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THE EFFECTS OF PERSONAL RELEVANCE AND REPETITION ON PERSUASIVE PROCESSING
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“The important moderating role of previous attitudes has also been long recognized in the persuasion research, as prior attitude influences, and even biases, the way individuals react to and process persuasive messages (Cacioppo & Petty, 1979; Chattopadhyay & Basu, 1990).”
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“…on advertising repetition has found an inverted U-shaped relationship between the number of exposures and advertising effectiveness (Berlyne, 1987; Cacioppo & Petty, 1979): Ads’ effectiveness increases during the initial phase of advertising repetition (wear-in) and then decreases with more…”
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“…subject is aware of the exposure; the perception of information in a neutral or positive environment, whether conscious or not, is sufficient to improve an individual’s attitude toward it (e.g. Cacioppo & Petty, 1979; Petty & Wegener, 1998; Fitzsimmons & Osburn, 1968; McGuire, 1969; Rokeach, 1971).”
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Unpacking the impact of AI vs. human-generated review summary on hotel booking intentions
Jia, S., Chi, O. H., & Chi, C. G. (2024) · International Journal of Hospitality Management · doi:10.1016/j.ijhm.2024.104030 · Cited by 44
Kocielnik, R., & Hsieh, G. (2017) · ACM Conference on Computer Supported Cooperative Work (CSCW) · doi:10.1145/2998181.2998324 · Cited by 45
““self-esteem” may invoke a set of rich experiences in any person, making them seem more contents rich [10].”
BackgroundNegotiation as a form of persuasion: arguments in first offers.
Maaravi, Y., Ganzach, Y., & Pazy, A. (2011) · Journal of Personality and Social Psychology · doi:10.1037/a0023331 · Cited by 60
“Consistent with the persuasion literature (Brock, 1967; Cacioppo & Petty, 1979; Tormala & Petty, 2004), the results of four experiments and two pilot studies showed that when the generation of counterarguments is easy, both counteroffers and settlement prices are lower (higher) when sellers…”
ResultReasoning as a Social Competence
Sperber, D., & Mercier, H. (2012) · Cambridge University Press eBooks · doi:10.1017/cbo9780511846427.016 · Cited by 74
Ease of Message Processing as a Moderator of Repetition Effects in Advertising
Anand, P., & Sternthal, B. (1990) · Journal of Marketing Research · doi:10.1177/002224379002700308 · Cited by 59
Acquisition and Impact of Consumer Expertise
Maheswaran, D., Sternthal, B., & Gurhan, Z. (1996) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp0502_02 · Cited by 59
Effect of health messages about “Light” and “Ultra Light” cigarettes on beliefs and quitting intent
Shiffman, S., Pillitteri, J., Burton, S. L., Rohay, J., & Gitchell, J. (2001) · Tobacco Control · doi:10.1136/tc.10.suppl_1.i24 · Cited by 58
The Effects of Recipient Posture on Persuasion
Petty, R., Wells, G. L., Heesacker, M., Brock, T., & Cacioppo, J. (1983) · Personality and Social Psychology Bulletin · doi:10.1177/0146167283092004 · Cited by 58
Self-citationStealing Thunder as a Courtroom Tactic Revisited: Processes and Boundaries
Dolnik, L., Case, T. I., & Williams, K. (2003) · Law and Human Behavior · doi:10.1023/a:1023431823661 · Cited by 57
“Second, stealing thunder may be expected to be ineffective because it increases the salience and hence the availability of negative information about the defendant ( Cacioppo & Petty, 1979 ).”
BackgroundExploring the efficacy of an aquatic invasive species prevention campaign among water recreationists
Seekamp, E., McCreary, A., Mayer, J. E., Zack, S., Charlebois, P., & Pasternak, L. (2016) · Biological Invasions · doi:10.1007/s10530-016-1117-2 · Cited by 56
“Specifically, 26 % of surveys were collected in Portage (IN), 25 % in Waukegan (IL), 26 % in Chicago (IL), and 23 % in Winthrop Harbor (IL); 30 % of surveys were completed by boaters (non-anglers), 30 % by shore anglers (non-boaters), and 40 % by boater-anglers.”
BackgroundMethod
Metadata
- 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 › Psychology › Social Psychology › Psychology of Social Influence
- Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
- Social Sciences › Communication › Media Influence and Health
- Keywords
- message repetition, mere exposure effect, persuasive communication, attitude change, message recall, counterargument
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Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
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