title: Relevance override: on the reduced impact of "cues" under high-motivation conditions of persuasion studies.
abstract: This research addressed the reduced impact of cues under high processing motivation of persuasion experiments. The results of 3 studies suggested that such reduced impact is due to a relevance override whereby any more subjectively relevant information swamps the effects of any less subjectively relevant information, given the recipient's sufficient motivation to process both. Because, in much persuasion research, cues may have been perceived as less relevant to the attitudinal judgments than message arguments, the relevance override hypothesis provides a general explanation of the reduced cue effect.
authors.affiliation: Department of Psychology of Developmental and Socialization Processes, Universita di Roma, La Sapienza, Rome, Italy.
authors.forename: Antonio
authors.initials: A
authors.lastname: Pierro
authors.forename: Lucia
authors.initials: L
authors.lastname: Mannetti
authors.forename: Arie W
authors.initials: AW
authors.lastname: Kruglanski
authors.forename: David
authors.initials: D
authors.lastname: Sleeth-Keppler
mesh_terms: D000328:Adult; D001290:Attitude; D003463:Cues; D005260:Female; D006801:Humans; D007600:Judgment; D008297:Male; D009042:Motivation; D010565:Persuasive Communication; D011795:Surveys and Questionnaires