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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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“…and enjoy cognitive efforts more than lower-NFC individuals: they take greater pleasure in difficult tasks, are more inclined to search for new information (Cacioppo et al., 1996), and are more likely to be persuaded by strong arguments (e.g., Cacioppo et al., 1983; Priester and Petty, 1995).”
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“…use this scale (α = 0.84 in Fleischhauer et al. (2010), α = 0.90 in Cacioppo et al. (1984), and 0.85 ≤ α ≤ 0.97 in other studies that use the 18-item scale as summarized by Cacioppo et al. (1996)). in the primary analyses, and we test the robustness of our results using alternative specifications.”
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“In Dornic et al. (1991), the scale was considered to be valid, with one clear dominant factor (eigenvalue = 9.12) – a result that is in line with the original NFC scale (Cacioppo et al., 1996); this scale was also reliable (coefficient α = .90).”
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“For example, relative discounts will be more effective when directed at college students, who tend to be relatively higher in NFC ( Cacioppo et al., 1996 ) than when directed at other segments of the population.”
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“Need for cognition is defined as “a stable personality trait that describes individuals’ tendency to engage in and enjoy effortful cognitive activity” (Lins de Holanda Coelho, Hanel, and Wolf 2018, p. 1) and that may be influenced by situational factors (Cacioppo et al. 1996).”
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“…style (Curşeu, 2006), tend to seek, acquire, think about and reflect on relevant information when solving cognitive tasks (Cacioppo & Petty, 1982; Cacioppo et al., 1996; Coutinho, Wiemer-Hastings, Skowronski, & Britt, 2005), than those low in NFC. Previous research also shows that people high in…”
Background
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“Relatedly, NFC is characterized as a relatively stable intrinsic motivational factor reflecting the degree of enjoyment associated with engaging in cognitively demanding activities and is associated with engagement in complex thought (for review, see Cacioppo et al., 1996).”
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“In more than 100 studies that have validated the need for cognition as a distinct and measurable construct using the Need for Cognition Scale, nearly all used general undergraduate students or community members, with no published studies having used medical practitioners as participants [24].”
Influential
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“Education has often been linked to the need for cognition (Cacioppo et al., 1996): people with higher levels of education are often found to be in higher need for cognition (NFC).”
Background
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“Other validity studies have found the NCS to be related negatively with authoritarianism, need for closure, and personal need for structure (Cacioppo et al., 1996).”
Background
Developmental changes in probabilistic reasoning: The role of cognitive capacity, instructions, thinking styles, and relevant knowledge
Chiesi, F., Primi, C., & Morsanyi, K. (2011) · Thinking & Reasoning · doi:10.1080/13546783.2011.598401 · Cited by 50
“( 2002 ) from the 18-item adult scale (Cacioppo, Petty, Feinstein, & Jarvis, 1996 ).”
Fear Versus Humor: The Impact of Sensation Seeking on Physiological, Cognitive, and Emotional Responses to Antialcohol Abuse Messages
Lee, M. J., & Shin, M. (2011) · The Journal of Psychology · doi:10.1080/00223980.2010.532519 · Cited by 50
Norms in Mixed Sex and Mixed Race Work Groups
Chatman, J. A. (2010) · Academy of Management Annals · doi:10.1080/19416520.2010.494826 · Cited by 51
“Similarly, Kearney and his colleagues ( 2009 ) examined the need for cognition, an individual difference in people's intrinsic motivation for and enjoyment of, effortful cognitive activities (Cacioppo, Petty, Feinstein, & Jarvis, 1996 ).”
Background
The MBTI and Social Information Processing: An Incremental Validity Study
Edwards, J. A., Lanning, K., & Hooker, K. A. (2002) · Journal of Personality Assessment · doi:10.1207/s15327752jpa7803_04 · Cited by 50
“The REI–NFC showed the typical strong negative relation with the CUS (e.g., Weary & Edwards, 1994) and a positive relation with Openness to Experience (Cacioppo et al., 1996).”
BackgroundMethodInfluential
The paradox of the guided user: assistance can be counter-effective
van Nimwegen, C. (2008) · Utrecht University Repository (Utrecht University) · Cited by 50
Simpler online ratings formats increase consumer trust
Kostyk, A., Leonhardt, J. M., & Niculescu, M. (2017) · Journal of Research in Interactive Marketing · doi:10.1108/jrim-06-2016-0062 · Cited by 49
Traditional and Modern Convenience Samples: An Investigation of College Student, Mechanical Turk, and Mechanical Turk College Student Samples
Weigold, A., & Weigold, I. K. (2021) · Social Science Computer Review · doi:10.1177/08944393211006847 · Cited by 49
“Need for cognition was measured with the 18-item Need for Cognition Scale (Cacioppo et al., 1984, 1996).”
BackgroundMethod
Information literacy in the digital age: information sources, evaluation strategies, and perceived teaching competences of pre-service teachers
Trixa, J., & Kaspar, K. (2024) · Frontiers in Psychology · doi:10.3389/fpsyg.2024.1336436 · Cited by 49
“NFC is a person’s propensity to seek out and enjoy activities that require demanding and strained thought and problem-solving (Cacioppo et al., 1996).”
Background
Relationships Between Need for Cognition, Knowledge, and Verbal Ability
Tidwell, P. S., Sadowski, C. J., & Pate, L. M. (2000) · The Journal of Psychology · doi:10.1080/00223980009598242 · Cited by 49
“According to Cacioppo et al. (1996), although need for cognition is distinct from ability, it should be related to measures of ability for the following reasons.”
BackgroundResultInfluential
Need for cognition and false memory in the Deese–Roediger–McDermott paradigm
Graham, L. (2007) · Personality and Individual Differences · doi:10.1016/j.paid.2006.07.012 · Cited by 55
Readers select a comprehension mode independent of pronoun: Evidence from fMRI during narrative comprehension
Hartung, F., Peter Hagoort, A., & Willems, R. M. (2017) · Brain and Language · doi:10.1016/j.bandl.2017.03.007 · Cited by 49
“We collected several measures for individual differences from each subject including the Vividness of Visual Imagery Questionnaire (VVIQ, Marks, 1972/Marks, 1995) with some additional items, selfreported measures of reading preferences and behavior, the fantasy scale of the Interpersonal Reactivity Index (IRI, Davis,…”
Influential
Better Open Than Intellectual: The Benefits of Investment Personality Traits for Learning
von Stumm, S. (2017) · Personality and Social Psychology Bulletin · doi:10.1177/0146167217744526 · Cited by 49
Impulse buying in live streaming e-commerce: A systematic literature review and future research agenda
Li, Y., de Frutos, N. G., & Egea, J. M. O. (2025) · Computers in Human Behavior Reports · doi:10.1016/j.chbr.2025.100676 · Cited by 75
Using information scent and need for cognition to understand online search behavior
Wu, W., Kelly, D., & Sud, A. (2014) · International ACM SIGIR Conference on Research and Development in Information Retrieval (SIGIR) · doi:10.1145/2600428.2609626 · Cited by 52
“In this study, we investigate the extent to which two theories, Information Scent [33] and N eed for Cognition [6], explain people’s search behaviors when interacting with SERPs.”
Background
Longitudinal Associations of Need for Cognition, Cognitive Activity, and Depressive Symptomatology With Cognitive Function in Recent Retirees
Baer, L. H., Tabri, N., Blair, M., Bye, D., Li, K., & Pushkar, D. (2012) · The Journals of Gerontology Series B · doi:10.1093/geronb/gbs112 · Cited by 51

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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