Pierro Antonio, Mannetti Lucia, Kruglanski Arie W, Sleeth-Keppler David
Department of Psychology of Developmental and Socialization Processes, Universita di Roma, La Sapienza, Rome, Italy.
J Pers Soc Psychol. 2004 Feb;86(2):251-64. doi: 10.1037/0022-3514.86.2.251.
This research addressed the reduced impact of cues under high processing motivation of persuasion experiments. The results of 3 studies suggested that such reduced impact is due to a relevance override whereby any more subjectively relevant information swamps the effects of any less subjectively relevant information, given the recipient's sufficient motivation to process both. Because, in much persuasion research, cues may have been perceived as less relevant to the attitudinal judgments than message arguments, the relevance override hypothesis provides a general explanation of the reduced cue effect.
本研究探讨了在说服实验的高加工动机下线索影响力降低的问题。三项研究的结果表明，这种影响力降低是由于一种相关性凌驾效应，即在接收者有足够动机对两者进行加工的情况下，任何主观上更相关的信息都会淹没主观上不太相关信息的影响。因为在许多说服研究中，线索可能被认为与态度判断的相关性不如信息论据，所以相关性凌驾假设为线索效应降低提供了一个一般性解释。
