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Value-Congruent Information Processing: The Role of Issue Involvement and Argument Strength

Journal article
Authors Chris von Borgstede
Maria Andersson
André Hansla
Published in Basic and Applied Social Psychology
Volume 36
Issue 6
Pages 461-477
ISSN 0197-3533
Publication year 2014
Published at Department of Psychology
Pages 461-477
Language en
Links dx.doi.org/10.1080/01973533.2014.95...
Keywords VALUE ORIENTATIONS, PERSUASIVE MESSAGES, VALUE PRIORITIES, BEHAVIOR, ATTITUDE, DETERMINANTS, MEDIATION, RESISTANCE, COUNTRIES, RESPONSES, Psychology, Social, ERN PC, 1995, JOURNAL OF APPLIED SOCIAL PSYCHOLOGY1994 Annual Meeting of the American-, AIKEN S, 1980, JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, V39, P752, AIKEN S, 1989, P212
Subject categories Psychology

Abstract

Two experimental studies were carried out to investigate the influence of value-congruent information on information processing. We hypothesized that recipients would engage in systematic processing in value-congruent conditions, whereas heuristic processing would be used in value-incongruent conditions. One hundred participants in each experiment received a message that was framed in either environmental/altruistic or economical/egoistic terms, containing either strong or weak arguments. Results showed that value-congruent messages resulted in discrimination between strong and weak arguments, whereas for value-incongruent messages argument strength had either weak or no effects. Implications and future research are discussed.

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