The effects of cognitive tuning and personal relevance on cognitive organization in persuasion

摘要: The current research investigated the effects of personal relevance and cognitive tuning set on the organization of cognitive responses to persuasive information. All three experiments tested the hypothesis that a transmitter cognitive tuning set would increase the degree to which individuals organize cognitive responses to a persuasive message. These experiments provided consistent evidence that individuals who expect to transmit persuasive information organize their responses to that information more than individuals with an expectation of receiving additional information or with no expectation at all. Experiments 2 and 3 tested the hypothesis that high personal relevance would also increase the degree to which individuals organize cognitive responses to a persuasive message. These experiments were generally supportive of this hypothesis such that, relative to low personal relevance, high personal …