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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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“’’ The short form has good reliability (a 1⁄4 :90) and is characterized by one dominant factor (Cacioppo et al., 1984). Cacioppo et al. (1996) report on a large number of studies supporting the measure s convergent and discriminant validity.”
Background
The Moderating Effect of Perceived Product Innovativeness and Product Knowledge on New Product Adoption: An Integrated Model
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“According to Petty and Cacioppo (1979), consumers’ motivations can be influenced by multiple variables such as excitement and enjoyment of thinking (Cacioppo et al. 1996; Haugtvedt, Petty, and Cacioppo 1992).”
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“For this subgroup, identified by scores of 4 or lower (out of 7) on an abbreviated Need for Cognition Scale [ 44 ], more directive messages were provided.”
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“The Need for Cognition Scale (Cacioppo et al. 1996), consisting of 18 statements, was used to assess participants' enjoyment and engagement in thinking.”
BackgroundMethod
The impact of age and motivation on cognitive effort: Implications for cognitive engagement in older adulthood.
Ennis, G. E., Hess, T. M., & Smith, B. T. (2013) · Psychology and Aging · doi:10.1037/a0031255 · Cited by 143
“On the surface, this relationship seems odd, given that high NFC is typically associated with higher levels of engagement (see Cacioppo et al., 1996). In this case, however, our interpretation is that level of intrinsic cognitive motivation is in part based on the costs associated with engaging cognitive resources. Na…”
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“…reflect back on information to make sense of stimuli, relationships, and events in their world’ – whereas those scoring low on need for cognition are ‘more likely to rely on others (e.g. celebrities and experts), cognitive heuristics, or social comparison processes’ (Cacioppo et al., 1996, p. 198).”
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“NC plays an important role when individuals experience a high cognitive load [9].”
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“The weak negative relationship between age and NFC (Cacioppo et al., 1996) suggests that NFC is stable over time.”
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“Low need for cognition individuals, on the other hand, typically do not exhibit the same sensitivity to argument strength unless given an incentive to do so (Cacioppo et al., 1996), such as when the message source is untrustworthy, which motivates scrutiny to confirm that the message is accurate (Priester & Petty, 199…”
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“This is in line with research in the ELM framework, which showed that people with greater NC are more likely to follow the central route of processing and reflect upon arguments thoroughly (Cacioppo et al., 1996).”
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“Such individuals are generally characterized by active, exploring minds, and they naturally tend to seek out stimuli or tasks that require reasoning or problem solving (Cacioppo et al. 1996).”
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“In contrast, individuals low on need for cognition are more likely to adopt low- effort strategies, such as heuristics (Cacioppo et al., 1996).”
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“In this regard, individuals who have a high need for cognition are more likely than low scorers to devote their attention exclusively to the object of attention (Osberg, 1987) and to attend selectively to information based on its quality (Cacioppo et al., 1996).”
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“As an individual’s inherent motivation to make cognitive efforts, NFC plays an important role in determining one’s motivation to process information (Petty & Cacioppo, 1986; Petty et al., 1983), which can be inﬂuenced by situational factors (Cacioppo, Petty, Feinstein, & Jarvis, 1996).”
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“…cognition were proposed to differ from individuals low in need for cognition in the way they make sense of the world, as they tend to seek, acquire, think about, and reflect back on information to make sense of stimuli, rather than relying on others or cognitive heuristics (Cacioppo et al., 1996).”
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“often predict important phenomena considerably removed from their initial areas of application (see Cacioppo, Petty, Feinstein, & Jarvis, 1996, and Gangestad & Snyder, 2000, for more detailed descriptions of research involving these two constructs).”
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“…of other measures, such as users ’ interaction with their hands and personal data (e.g., past purchases, pro ﬁ le data, knowledge about the need for cognition (Cacioppo et al. 1996), or the need for cognitive closure (Webster and Kruglanski 1994) could further increase prediction accuracy.”
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“…levels of verbal ability, engagement in evaluative responding, one’s desire to maximize information gained rather than maintain one’s perceived reality (cacioppo et al., 1996) and college grades (elias & loomis, 2002). the ncS is negatively linked with authoritarianism, need for closure, personal…”
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“Finally, respondents were asked to indicate their sex and age, mark newspapers and magazines they read regularly, and complete the short version of the needfor-cognition scale (Cacioppo et al. 1996).”
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“, presented pictorially versus verbally), and the mere number of arguments presented (Cacioppo et al., 1996).”
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“People who are high in NFC expend more effort processing information, and perform better on arithmetic problems , anagrams, trivia tests, and college coursework (Cacioppo et al. 1996).”
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“Both the self-reported elaboration measure and the NC scale have been validated and proven effective in past research (see Petty et al., 2002; Cacioppo et al., 1996, respectively), but these measures, similar to all selfreport measures, have limitations with respect to causal inference.”
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“Individuals who are high in NFC, as opposed to those low in NFC, are “thought to be more likely to expend effort on information acquisition, reasoning, and problem solving to cope with a wide variety of predicaments in their world” (Cacioppo et al., 1996, p. 199).”
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“…psychologists have discussed various aspects of this mechanism: a need for positive stimulations, curiosity, a motive to reduce cognitive dissonance, a need for cognition (Berlyne, 1960; Cacioppo, Petty, Feinstein, & Jarvis, 1996; Festinger, 1957; Harlow & Mears, 1979; Levine & Perlovsky, 2008).”
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“Fantasy absorption (Tellegen and Atkinson 1974) and need for cognition (Cacioppo et al. 1996) were measured.”
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“The psychology literature suggests that individuals naturally differ in their levels of NFC ( Cacioppo et al. , 1996”
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“Need for cognition was measured using the 18-item Need for Cognition Scale (Cacioppo et al., 1996).”
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“These three categories of thinking dispositions have been called epistemic regulation , response regulation , and cognitive regulation , respectively (Sa´ et al., 1999; Stanovich, 1999), and the latter two were measured here by the MFFT Errors variable and Need for Cognition Scale scores, respectively.”
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“Individuals with high NCS were less likely to have longer movetimes for the child as compared with the adult partner.”
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“A variety of theories imply that the rational and objective nature of convergent thinking is likely to exert different effects across creative entrepreneurs' tendencies in handling conflicts (Cacioppo et al., 1996; Cerni et al., 2012).”
Background
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Stine-Morrow, E. A. L., Payne, B. R., Roberts, B. W., Kramer, A. F., Morrow, D. G., Payne, L., Hill, P. L., Jackson, J. J., Gao, X., Noh, S. R., et al. (2014) · Psychology and Aging · doi:10.1037/a0038244 · Cited by 109
“, 1997), measures of core personality constructs (Neuroticism, Extraversion, Openness to Experience, Agreeableness, and Conscientiousness (Goldberg, 1999)), and measures of dispositions for cognitive motivation (Need for Cognition (Cacioppo et al., 1996) and Mindfulness (Bodner & Langer, 2001)).”
Background
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“in cognitive processes in general [8, 30].”
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“In addition, individuals high in need for cognition have been found to be more influenced by the argument quality of the message than those who are low on the construct (Cacioppo et al., 1996).”
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“…dyads, while 17.8 percent of the round 2-plus observations occur between prosocial dyads (clustered bootstrapped p < 0.05); prosocial dyads are thus more likely than their proself peers to make it into the second round of the match. third, the 49 Cacioppo and Petty 1982; Cacioppo et al. 1996.”
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“, course performance), than low need for cognition (Cacioppo et al., 1996).”
Background
Affective and cognitive meta-bases of attitudes: Unique effects on information interest and persuasion.
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Self-citation
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“Dispositions such as actively open-minded thinking (Sá, Kelley, Ho, & Stanovich, 2005) and need for cognition (Cacioppo et al., 1996) are individual differences that are more or less stable, but can be fostered toward a greater degree of appreciation for nuanced and complex issues.”
Background
Noncognitive Constructs and Their Assessment in Graduate Education: A Review
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“…for many consumer 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 difference in propensity to scrutinize and elaborate on arguments via the central route (Cacioppo et al. 1996).”
Background
Being Innovative While Being Green: An Experimental Inquiry into How Consumers Respond to Eco‐Innovative Product Designs
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“People who have a high need for cognition “tend to seek, acquire, think about, and reflect back on information to make sense of stimuli, relationships, and events in their world” (Cacioppo et al., 1996, p. 198).”
BackgroundMethod
Gender-stereotype accuracy as an individual difference.
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“They did, however, find that ‘need for cognition’ (Cacioppo, Petty, & Kao, 1984; Cacioppo, Petty, Feinstein, & Jarvis, 1996 ) was significantly related to use of the web for information, learning and education.”
Background
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“The link between temporal projection, mental imagery, and imagery in vision communication is likely to be influenced by an individual difference pertaining to the willingness to accommodate experience-based processing (Cacioppo, Petty, Feinstein, & Jarvis, 1996; Epstein et al., 1996).”
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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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