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1979•Personality and Social Psychology BulletinRequires access

Effects of Forwarning of Persuasive Intent and Involvement on Cognitive Responses and Persuasion

Richard E. Petty, John T. Cacioppo

Open publisher page 240 citations

Abstract

College undergraduates were either warned or not warned of the persuasive intent of a communication which was either of direct or only indirect personal relevance to them. Consistent with the hypothesis based on reactance theory (Brehm, 1966), the inhibiting effect of the forewarning (i.e., reduced persuasion, increased counterargumentation, and reduced favorable thoughts) was greater under high than low involvement conditions.

About this research paper

What this paper is about

College undergraduates were either warned or not warned of the persuasive intent of a communication which was either of direct or only indirect personal relevance to them. Consistent with the hypothesis based on reactance theory (Brehm, 1966), the inhibiting effect of the forewarning (i.e., reduced persuasion, increased counterargumentation, and reduced favorable thoughts) was greater under high than low involvement conditions.

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OpenAlex reports 240 citations for this work. Citation counts describe recorded attention and do not establish research quality.

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Available abstract

College undergraduates were either warned or not warned of the persuasive intent of a communication which was either of direct or only indirect personal relevance to them. Consistent with the hypothesis based on reactance theory (Brehm, 1966), the inhibiting effect of the forewarning (i.e., reduced persuasion, increased counterargumentation, and reduced favorable thoughts) was greater under high than low involvement conditions.

Key concepts: Persuasion, Reactance, Psychology, Persuasive communication, Social psychology, Attitude change, Relevance (law), Cognition

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Effects of Forwarning of Persuasive Intent and Involvement on Cognitive Responses and Persuasion — Research Paper | ScholarLens