Abstract
Defines involvement as a motivational state induced by an association between an activated attitude and the self-concept. Integration of the available research suggests that the effects of involvement on attitude change depended on the aspect of message recipients' self-concept that was activated to create involvement: (a) their enduring values (value-relevant involvement), (b) their ability to attain desirable outcomes (outcome-relevant involvement), or (c) the impression they make on others (impression-relevant involvement). Findings showed that (a) with value-relevant involvement, high-involvement subjects were less persuaded than low-involvement subjects; (b) with outcome-relevant involvement, high-involvement subjects were more persuaded than low-involvement subjects by strong arguments and (somewhat inconsistently) less persuaded by weak arguments; and (c) with impression-relevant involvement, high-involvement subjects were slightly less persuaded than low-involvement subjects.
Original language | English (US) |
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Pages (from-to) | 290-314 |
Number of pages | 25 |
Journal | Psychological bulletin |
Volume | 106 |
Issue number | 2 |
DOIs | |
State | Published - Sep 1989 |
ASJC Scopus subject areas
- Psychology(all)