Cognitive response model

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The cognitive response model of persuasion locates the most direct cause of persuasion in the self-talk of the persuasion target, rather than the content of the message.

Anthony Greenwald first proposed the theory in 1968.[1]

Research

Research supporting the model shows that persuasion is powerfully affected by the amount of self-talk that occurs in response to a message.[2] The degree to which the self-talk supports the message and the confidence that recipients express in the validity of that self-talk further support the cognitive response model.

Implications for persuasion

The cognitive response model suggests that effective messages should take into account factors that are likely to enhance positive cognitive responses to the receivers.

Counterarguments, in contrast, are negative cognitive responses that prohibit persuasion. Factors that reduce counterarguments include communicator expertise and insufficient time and ability to formulate counterarguments. Such tactics are often used in interrogations.

See also

References

  1. ↑ Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2009). Social psychology, goals in interaction. (5th ed. ed., pp. 143-179). Boston: Pearson College Div.
  2. ↑ Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth, TX: Harcourt Brace Jovanovich.

External links


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