Numerical support, information processing and attitude change

Carsten de Dreu*, Nanne K de Vries

*Corresponding author for this work

    Research output: Contribution to journalArticleAcademicpeer-review

    70 Citations (Scopus)

    Abstract

    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 Experiment 1, it was found that numerical support is related to information processing as predicted The greater the support, the more convergent the processing. Experiment 2 replicated this result, and furthermore confirmed our expectations regarding attitude change: The more convergent processing occurs, the less subjects change their attitude on related issues.

    Original languageEnglish
    Pages (from-to)647-662
    Number of pages16
    JournalEuropean Journal of Social Psychology
    Volume23
    Issue number6
    Publication statusPublished - 1993
    EventPOSTER SESSION OF THE JOINT MEETING OF THE SOC-OF-EXPERIMENTAL-SOCIAL-PSYCHOLOGY / EUROPEAN-ASSOC-OF-EXPERIMENTAL-SOCIAL-PSYCHOLOGY - , Belgium
    Duration: 15-Jul-199218-Jul-1992

    Keywords

    • MINORITY INFLUENCE
    • SOCIAL-INFLUENCE
    • ASCH PARADIGM
    • MAJORITY
    • ATTRIBUTION
    • CONVERSION
    • MODEL

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