The DOI matches its Crossref record; 37 of the 37 references it cites were found in a registry or an index.
Message Order Effects in Persuasion: An Attitude Strength Perspective
Abstract
Contemporary research on attitude change processes is reviewed for implications regarding the relative influence of successive opposing messages on final judgments. Based on this review, extent of message relevant elaboration is offered as a moderator of primacy versus recency effects in prior research. Support for this view is derived from the ability to explain the results of previous studies and from two experiments in which message presentation order and personal relevance of the topic are manipulated in a factorial design. We find that situations that foster high levels of message elaboration lead to greater influence of an initial message on final judgments (a primacy effect) whereas situations that foster low levels of message relevant elaboration lead to greater influence of a second message on final judgments (a recency effect).
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Cites
Levels of processing: A framework for memory research
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Chakravarti, D., Eagly, A. H., & Chaiken, S. (1997) · Journal of Marketing Research · doi:10.2307/3151869 · Cited by 7,141
Cacioppo, J. T., & Petty, R. E. (1982) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.42.1.116 · Cited by 5,359
Communication and Persuasion: Central and Peripheral Routes to Attitude Change
Marquart, F., & Naderer, B. (2016) · Schlüsselwerke der Medienwirkungsforschung · doi:10.1007/978-3-658-09923-7_20 · Cited by 4,993
Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement
Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983) · Journal of Consumer Research · doi:10.1086/208954 · Cited by 4,610
Individual differences in need for cognitive closure.
Webster, D. M., & Kruglanski, A. W. (1994) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.67.6.1049 · Cited by 2,494
Personal involvement as a determinant of argument-based persuasion.
Petty, R. E., Cacioppo, J. T., & Goldman, R. (1981) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.41.5.847 · Cited by 1,930
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Cited by
Cacioppo, J. T., Petty, R. E., Feinstein, J. A., & Jarvis, W. B. G. (1996) · Psychological Bulletin · doi:10.1037/0033-2909.119.2.197 · Cited by 2,517
Petty, R. E., Wegener, D. T., & Fabrigar, L. R. (1997) · Annual Review of Psychology · doi:10.1146/annurev.psych.48.1.609 · Cited by 2,290
Self-citationWagner, T., Lutz, R. J., & Weitz, B. A. (2009) · Journal of Marketing · doi:10.1509/jmkg.73.6.77 · Cited by 1,339
Krosnick, J. A., Holbrook, A. L., Lowe, L., & Visser, P. S. (2006) · Climatic Change · doi:10.1007/s10584-006-9068-8 · Cited by 543
Understanding the intention-behavior gap: The role of intention strength
Conner, M., & Norman, P. (2022) · Frontiers in Psychology · doi:10.3389/fpsyg.2022.923464 · Cited by 509
Metadata
- Authors
- Haugtvedt, C. P., & Wegener, D. T.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1994-06
- Volume
- 21
- Issue
- 1
- Pages
- 205
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2095637091
- Cited by
- 414
- References
- 37
- FWCI
- 9.91
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
