Relevance override: on the reduced impact of "cues" under high-motivation conditions of persuasion studies.
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.
Pierro
Antonio
A
Department of Psychology of Developmental and Socialization Processes, Universita di Roma, La Sapienza, Rome, Italy.
Mannetti
Lucia
L
Kruglanski
Arie W
AW
Sleeth-Keppler
David
D
D000328:Adult; D001290:Attitude; D003463:Cues; D005260:Female; D006801:Humans; D007600:Judgment; D008297:Male; D009042:Motivation; D010565:Persuasive Communication; D011795:Surveys and Questionnaires