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Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition.

Cacioppo, John T., Petty, Richard E., Feinstein, Jeffrey A., Jarvis, W. Blair G.·1996·Psychological Bulletin

DOI 10.1037/0033-2909.119.2.197

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“For instance, there is evidence that adults who demonstrate high need for cognition are better at coping with persuasive testimony (e.g., Cacioppo et al., 1996) and are better at attending to both verbal and nonverbal cues (as opposed to only nonverbal) when attempting to detect lies (Reinhard,…”
Considering Rational Self-Interest as a Disposition: Organizational Implications of Other Orientation.
Meglino, B. M., & Korsgaard, M. A. (2004) · Journal of Applied Psychology · doi:10.1037/0021-9010.89.6.946 · Cited by 377
“More recently, researchers have found that individual differences in cognitive preferences and capacities (Cacioppo et al., 1996; Kruglanski, 1989; Stanovich, 1999; Stanovich & West, 2000) can affect individuals’ motivation to respond in a rational way.”
Background
How do People Know?
Kuhn, D. (2001) · Psychological Science · doi:10.1111/1467-9280.00302 · Cited by 388
“Intellectual values, as conceived in our own recent research on them (Kuhn, Clark, & Huang, 2000), reflect one’s conviction that intellectual investment is worthwhile, and thus differ from related constructs such as the degree to which one enjoys intellectual activities (Cacioppo et al., 1996).”
Background
The Very Efficient Assessment of Need for Cognition: Developing a Six-Item Version
Lins de Holanda Coelho, G., H. P. Hanel, P., & J. Wolf, L. (2020) · Assessment · doi:10.1177/1073191118793208 · Cited by 358
“90 (Cacioppo et al., 1996), and was found to be invariant across age groups (Soubelet & Salthouse, 2016).”
BackgroundResultInfluential
Cognitive sophistication does not attenuate the bias blind spot.
West, R. F., Meserve, R. J., & Stanovich, K. E. (2012) · Journal of Personality and Social Psychology · doi:10.1037/a0028857 · Cited by 380
Natural myside bias is independent of cognitive ability
Stanovich, K. E., & West, R. F. (2007) · Thinking & Reasoning · doi:10.1080/13546780600780796 · Cited by 356
“The 18-item need for cognition scale published by Cacioppo, Petty, Feinstein, and Jarvis ( 1996 ) was employed in this study.”
Method
Character as Moral Fiction
Alfano, M. (2013) · doi:10.1017/cbo9781139208536 · Cited by 356
Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies.
DeSteno, D. A., Petty, R. E., Rucker, D. D., Wegener, D. T., & Braverman, J. (2004) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.86.1.43 · Cited by 348
“Therefore, given the known plasticity in processing levels among low-NC individuals in response to situational influences (Cacioppo et al., 1996), one might expect that low-NC angry participants would devote less effort to consideration of the tax appeal than would low-NC sad participants.”
BackgroundSelf-citation
On Assessing Individual Differences in Rumination on Sadness
Conway, M. A., Csank, P. A. R., Holm, S. L., & Blake, C. K. (2000) · Journal of Personality Assessment · doi:10.1207/s15327752jpa7503_04 · Cited by 389
“Although need for cognition has been defined as a “tendency to engage in and enjoy effortful cognitive endeavors” (Cacioppo et al., 1996, p. 197), an examination of the scale items indicates that this effortful activity is focused on goal-directed thinking.”
Background
From madness to genius: The Openness/Intellect trait domain as a paradoxical simplex
DeYoung, C. G., Grazioplene, R. G., & Peterson, J. B. (2012) · Journal of Research in Personality · doi:10.1016/j.jrp.2011.12.003 · Cited by 350
Need for Cognition as an Antecedent of Individual Innovation Behavior
Wu, C., Parker, S. K., & de Jong, J. P. J. (2011) · Journal of Management · doi:10.1177/0149206311429862 · Cited by 384
“Education has been found to be related with need for cognition (see Cacioppo et al., 1996).”
BackgroundInfluential
Matching Versus Mismatching Attitude Functions: Implications for Scrutiny of Persuasive Messages
Petty, R. E., & Wegener, D. T. (1998) · Personality and Social Psychology Bulletin · doi:10.1177/0146167298243001 · Cited by 349
Self-citation
College Diversity Experiences and Cognitive Development: A Meta-Analysis
Bowman, N. A. (2010) · Review of Educational Research · doi:10.3102/0034654309352495 · Cited by 348
Same or Different? Clarifying the Relationship of Need for Cognition to Personality and Intelligence
Fleischhauer, M., Enge, S., Brocke, B., Ullrich, J., Strobel, A., & Strobel, A. (2009) · Personality and Social Psychology Bulletin · doi:10.1177/0146167209351886 · Cited by 374
“So far, several studies have examined the relationship of NFC to other personality traits (for an overview, see Cacioppo et al., 1996).”
BackgroundInfluential
A PLS Model to Study Brand Preference: An Application to the Mobile Phone Market
Duarte, P., & Raposo, M. L. B. (2009) · Springer eBooks · doi:10.1007/978-3-540-32827-8_21 · Cited by 372
The sleeper effect in persuasion: a meta-analytic review.
Kumkale, G. T., & Albarracín, D. (2004) · Psychological bulletin · doi:10.1037/0033-2909.130.1.143 · Cited by 343
Investment and intellect: A review and meta-analysis.
von Stumm, S., & Ackerman, P. L. (2013) · Psychological Bulletin · doi:10.1037/a0030746 · Cited by 321
The Affective Neuroscience Personality Scales: Normative Data and Implications
Davis, K. L., Panksepp, J., & Normansell, L. (2003) · Neuropsychoanalysis · doi:10.1080/15294145.2003.10773410 · Cited by 344
Examining the Relationship Between Conspiracy Theories, Paranormal Beliefs, and Pseudoscience Acceptance Among a University Population
Lobato, E. J. C., Mendoza, J., Sims, V., & Chin, M. G. (2014) · Applied Cognitive Psychology · doi:10.1002/acp.3042 · Cited by 292
“An 18-item scale that measured participants’ engagement and enjoyment of cognitive activities was used (α = .91; Cacioppo et al., 1996).”
Method
Decision-making and cognitive abilities: A review of associations between Iowa Gambling Task performance, executive functions, and intelligence
Toplak, M. E., Sorge, G. B., Benoit, A., West, R. F., & Stanovich, K. E. (2010) · Clinical Psychology Review · doi:10.1016/j.cpr.2010.04.002 · Cited by 326
“…a lot), consideration of future consequences, need for closure, superstitious thinking, and dogmatism (see Ackerman & Heggestad, 1997; Baron, 2008; Cacioppo, Petty, Feinstein, & Jarvis, 1996; Kruglanski & Webster, 1996; Perkins, 1995; Stanovich, 1999, 2009a; Sternberg, 2003; Sternberg &…”
Individual differences in fundamental social motives.
Neel, R., Kenrick, D. T., White, A. E., & Neuberg, S. L. (2015) · Journal of Personality and Social Psychology · doi:10.1037/pspp0000068 · Cited by 325
The energetics of motivated cognition: A force-field analysis.
Kruglanski, A. W., Bélanger, J. J., Chen, X., Köpetz, C., Pierro, A., & Mannetti, L. (2012) · Psychological Review · doi:10.1037/a0025488 · Cited by 318
The importance of mathematics in health and human judgment: Numeracy, risk communication, and medical decision making
Reyna, V. F., & Brainerd, C. J. (2007) · Learning and Individual Differences · doi:10.1016/j.lindif.2007.03.010 · Cited by 314
Personalizing persuasive technologies: Explicit and implicit personalization using persuasion profiles
Kaptein, M. C., Markopoulos, P., de Ruyter, B., & Aarts, E. (2015) · International Journal of Human-Computer Studies · doi:10.1016/j.ijhcs.2015.01.004 · Cited by 346
“More generally, for many choice settings in which personal relevance is neither very low nor very high, elaborative processing of stimuli varies with NfC, such that NfC measures an individual propensity to scrutinize and elaborate on arguments via the central route (Cacioppo et al., 1996).”
Background

Authors: Cacioppo, J. T., Petty, R. E., Feinstein, J. A., & Jarvis, W. B. G.
Affiliations: The Ohio State University (US)
ORCID: Cacioppo, John T.
Petty, Richard E.
Venue: Psychological Bulletin
Publisher: American Psychological Association (APA)
Published: 1996-03
Volume: 119
Issue: 2
Pages: 197-253
ISSN: 0033-2909 (ISSN-L)
1939-1455
DOI: 10.1037/0033-2909.119.2.197
OpenAlex: W2023292494
Semantic Scholar: d13228e21efe9e9e7dac888d5b41e0d705f924df
Cited by: 2,517
References: 205
Citations by year: 2026: 78 · 2025: 84 · 2024: 93 · 2023: 116 · 2022: 88 · 2021: 127 · 2020: 153 · 2019: 150 · 2018: 125 · 2017: 136 · 2016: 118 · 2015: 115 · 2014: 106 · 2013: 115 · 2012: 129
FWCI: 30.32
Type: journal article
Language: en
Open access: closed
Locations: Psychological Bulletin (publishedVersion)
Topics: Social Sciences › Psychology › Applied Psychology › Psychological Testing and Assessment
Social Sciences › Psychology › Clinical Psychology › Personality Traits and Psychology
Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Keywords: need for cognition, cognitive motivation, individual differences, personality traits, cognitive effort

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Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition.

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