Cargando…

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...

Descripción completa

Detalles Bibliográficos
Autores principales: Linne, Roman, Hildebrandt, Jannis, Bohner, Gerd, Erb, Hans-Peter
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Frontiers Media S.A. 2022
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
_version_ 1784792476715843584
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
work_keys_str_mv AT linneroman sequentialinformationprocessinginpersuasion
AT hildebrandtjannis sequentialinformationprocessinginpersuasion
AT bohnergerd sequentialinformationprocessinginpersuasion
AT erbhanspeter sequentialinformationprocessinginpersuasion