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Sequential information processing in persuasion
We present a theory of sequential information processing in persuasion (SIP). It extends assumptions of the heuristic-systematic model, in particular the idea that information encountered early in a persuasion situation may affect the processing of subsequent information. SIP also builds on the abst...
Autores principales: | , , , |
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Formato: | Online Artículo Texto |
Lenguaje: | English |
Publicado: |
Frontiers Media S.A.
2022
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Materias: | |
Acceso en línea: | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC9487525/ https://www.ncbi.nlm.nih.gov/pubmed/36148101 http://dx.doi.org/10.3389/fpsyg.2022.902230 |
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author | Linne, Roman Hildebrandt, Jannis Bohner, Gerd Erb, Hans-Peter |
author_facet | Linne, Roman Hildebrandt, Jannis Bohner, Gerd Erb, Hans-Peter |
author_sort | Linne, Roman |
collection | PubMed |
description | We present a theory of sequential information processing in persuasion (SIP). It extends assumptions of the heuristic-systematic model, in particular the idea that information encountered early in a persuasion situation may affect the processing of subsequent information. SIP also builds on the abstraction from content-related dichotomies in accord with the parametric unimodel of social judgment. SIP features one constitutional axiom and three main postulates: (A) Persuasion is the sequential processing of information that is relevant to judgment formation. (1) Inferences drawn from initial information may bias the processing of subsequent information if they are either activated rules or valence expectations that are relevant to the subsequent information. (2) Inferences drawn from initial information are resistant to change. Thus, the interpretation of subsequent information is assimilated to inferences drawn from the initial information. Or, if assimilation is impossible, contrast effects occur. (3) The overall effect of a persuasion attempt corresponds to the recipient’s judgment at the moment the processing of information is terminated. We illustrate how our predictions for assimilation and contrast effects may be tested by presenting results from an experiment (N = 216) in which we presented exactly the same arguments but varied the processing sequence. We discuss theoretical and applied implications of sequence effects for persuasion phenomena, as well as challenges for further research developing and testing the theory. |
format | Online Article Text |
id | pubmed-9487525 |
institution | National Center for Biotechnology Information |
language | English |
publishDate | 2022 |
publisher | Frontiers Media S.A. |
record_format | MEDLINE/PubMed |
spelling | pubmed-94875252022-09-21 Sequential information processing in persuasion Linne, Roman Hildebrandt, Jannis Bohner, Gerd Erb, Hans-Peter Front Psychol Psychology We present a theory of sequential information processing in persuasion (SIP). It extends assumptions of the heuristic-systematic model, in particular the idea that information encountered early in a persuasion situation may affect the processing of subsequent information. SIP also builds on the abstraction from content-related dichotomies in accord with the parametric unimodel of social judgment. SIP features one constitutional axiom and three main postulates: (A) Persuasion is the sequential processing of information that is relevant to judgment formation. (1) Inferences drawn from initial information may bias the processing of subsequent information if they are either activated rules or valence expectations that are relevant to the subsequent information. (2) Inferences drawn from initial information are resistant to change. Thus, the interpretation of subsequent information is assimilated to inferences drawn from the initial information. Or, if assimilation is impossible, contrast effects occur. (3) The overall effect of a persuasion attempt corresponds to the recipient’s judgment at the moment the processing of information is terminated. We illustrate how our predictions for assimilation and contrast effects may be tested by presenting results from an experiment (N = 216) in which we presented exactly the same arguments but varied the processing sequence. We discuss theoretical and applied implications of sequence effects for persuasion phenomena, as well as challenges for further research developing and testing the theory. Frontiers Media S.A. 2022-09-06 /pmc/articles/PMC9487525/ /pubmed/36148101 http://dx.doi.org/10.3389/fpsyg.2022.902230 Text en Copyright © 2022 Linne, Hildebrandt, Bohner and Erb. https://creativecommons.org/licenses/by/4.0/This is an open-access article distributed under the terms of the Creative Commons Attribution License (CC BY). The use, distribution or reproduction in other forums is permitted, provided the original author(s) and the copyright owner(s) are credited and that the original publication in this journal is cited, in accordance with accepted academic practice. No use, distribution or reproduction is permitted which does not comply with these terms. |
spellingShingle | Psychology Linne, Roman Hildebrandt, Jannis Bohner, Gerd Erb, Hans-Peter Sequential information processing in persuasion |
title | Sequential information processing in persuasion |
title_full | Sequential information processing in persuasion |
title_fullStr | Sequential information processing in persuasion |
title_full_unstemmed | Sequential information processing in persuasion |
title_short | Sequential information processing in persuasion |
title_sort | sequential information processing in persuasion |
topic | Psychology |
url | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC9487525/ https://www.ncbi.nlm.nih.gov/pubmed/36148101 http://dx.doi.org/10.3389/fpsyg.2022.902230 |
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