Effects of Involvement on Persuasion: A Meta-Analysis

Blair T. Johnson*, Alice H. Eagly

*Corresponding author for this work

Research output: Contribution to journalReview articlepeer-review

572 Scopus citations

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 languageEnglish (US)
Pages (from-to)290-314
Number of pages25
JournalPsychological bulletin
Volume106
Issue number2
DOIs
StatePublished - Sep 1989

ASJC Scopus subject areas

  • Psychology(all)

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