TY - JOUR
AU - von Hippel, William
AB - In two experiments, affect-based and cognition-based attitudes towardaperson wereinduced by varyingthesequenceofaffective and cognitive information presented to subjects while holding the content of these communications constant. In Experiment 1, affective and cognitive persuasive appeals were created by means of a similar order manipulation, whereas in Experiment 2, affective and cognitive persuasive appeals were induced through a focus manipulation. Results indicated that affect-based attitudes were most effectively changed by affective persuasive appeals, whether these appeals were produced by an order manipulation or a focus manipulation. Affect-based attitudes also tended to be expressed with greater confidence than cognition-based attitudes.
TI - Hearts and Minds: The Priority of Affective Versus Cognitive Factors in Person Perception
JF - Personality and Social Psychology Bulletin
DO - 10.1177/01461672952110001
DA - 1995-10-01
UR - https://www.deepdyve.com/lp/sage/hearts-and-minds-the-priority-of-affective-versus-cognitive-factors-in-677gb2mfRu
SP - 996
EP - 1011
VL - 21
IS - 10
DP - DeepDyve
ER -