C.K.W. de Dreu
N.K. de Vries
- Numerical support, information processing and attitude change
- European Journal of Social Psychology
- Volume | Issue number
- 23 | 6
- Pages (from-to)
- Document type
- Faculty of Humanities (FGw)
Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
In two experiments we studied the prediction that majority support induces stronger convergent processing than minority support for a persuasive message, the more so when recipients are explicitly forced to pay attention to the source's point of view; this in turn affects the amount of attitude change on related issues. Convergent processing is the systematic elaboration on the sources position, but with a stronger focus on verification and justification rather than falsification. In Exp 1 with 108 students (aged 14-19 yrs) it was found that numerical support is related to information processing as predicted. The greater the support, the more convergent the processing. Exp 2 with 111 students (aged 14-18 yrs) replicated this result, and furthermore confirmed expectations regarding attitude change: The more convergent processing occurs, the less Ss change their attitude on related issues.
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