Need for Cognition as Motivation to Process Publicity and Advertising

REFERENCES

• Ahlering , R. F. 1987 . Need for cognition, attitudes, and the 1984 presidential election . Journal of Research in Personality , 21 : 100 – 102 .
   Web of Science ®Google Scholar
• Ajzen , I. and Fishbein , M. 1977 . Attitude-behavior relations: A theoretical analysis and review of empirical research,” . Psychological Bulletin , 84 ( 5 ) : 888 – 918 .
   Web of Science ®Google Scholar
• Ajzen , I. and Fishbein , M. 1980 . Predictions of goal directed behavior: Attitudes, intention and perceived behavioral control . Journal of Experimental Social Psychology , 22 : 453 – 474 .
   Web of Science ®Google Scholar
• Bagozzi , R. P. 1994 . “ ACR fellow speech ” . In Advances in Consumer Research , Edited by: Allen , C. T. and John , D. R. Vol. 21 , 8 – 11 . Provo, UT : Association for Consumer Research .
   Google Scholar
• Batra , R. and Stayman , D.M. 1990 . The role of mood in advertising effectiveness . Journal of Consumer Research , 17 : 203 – 214 .
   Web of Science ®Google Scholar
• Blumer , J. G. and Katz , E. , eds. 1974 . The Uses of Mass Communications: Current Perspectives on Gratifications Research , Beverly Hills, CA : Sage Publications .
   Google Scholar
• Cacioppo , J. T. and Petty , R. E. 1981 . “ Social psychological procedures for cognitive response assessment: The thought-listing technique ” . In Cognitive Assessment , Edited by: Merluzzi , T. , Glass , C. and Genest , M. 309 – 364 . New York : Guilford .
   Google Scholar
• Cacioppo , J. T. and Petty , R. E. 1982 . The need for cognition . Journal of Personality and Social Psychology , 42 ( 1 ) : 166 – 131 .
   Google Scholar
• Cacioppo , J. T. , Petty , R. E. , Feinstein , J. A. and Jarvis , W. B. 1996 . Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition . Psychological Bulletin , 119 ( 2 ) : 197 – 253 .
   Web of Science ®Google Scholar
• Cacioppo , J. T. , Petty , R. E. and Kao , C. F. 1984 . The efficient assessment of need for cognition . Journal of Personality Assessment , 48 ( 3 ) : 306 – 307 .
   PubMed Web of Science ®Google Scholar
• Cacioppo , J. T. , Petty , R. E. , Kao , C. F. and Rodriguez , R. 1986 . Central and peripheral routes to persuasion: An individual difference perspective . Journal of Personality and Social Psychology , 51 : 1032 – 1043 .
   Web of Science ®Google Scholar
• Cacioppo , J. T. , Petty , R. E. and Morris , K.J. 1983 . Effects of need for cognition on message evaluation, recall and persuasion . Journal of Personality and Social Psychology , 45 : 805 – 818 .
   Web of Science ®Google Scholar
• Chaiken , S. 1980 . Heuristic versus systematic information processing and the use of source versus message cues in persuasion . Journal of Personality and Social Psychology , 39 ( 5 ) : 752 – 766 .
   Web of Science ®Google Scholar
• Chaiken , S. 1987 . “ The heuristic model of persuasion ” . In Social Influence: The Ontario Symposium , Edited by: Zanna , M. P. , Olson , J. M. and Herman , P. Vol. 5 , 3 – 39 . Hillsdale, NJ : Erlbaum .
   Google Scholar
• Chaiken , S. , Liberman , A. and Eagly , A. H. 1989 . “ Heuristic and systematic processing within and beyond the persuasion context ” . In Unintended Thought , Edited by: Uleman , J. S. and Bargh , J. A. 212 – 252 . New York : Guilford .
   Google Scholar
• Cline , C. G. , McBride , M. H. and Miller , R. E. 1989 . “ The theory of psychological type congruence in public relations and persuasion ” . In Public Relations Theory , Edited by: Botan , C. H. and Hazelton , V. Jr. 221 – 239 . Hillsdale, NJ : Erlbaum .
   Google Scholar
• Cohen , A. R. 1957 . “ Need for cognition and order of communication as determinates of opinion change ” . In The Order of Presentation in Persuasion , Edited by: Hovland , C. I. 79 – 97 . New Haven, CT : Yale University Press .
   Google Scholar
• Cohen , A. R. , Stotland , E. and Wolfe , D.M. 1955 . An experimental investigation of need for cognition . Journal of Abnormal and Social Psychology , 51 : 291 – 294 .
   Google Scholar
• Condra , M. B. 1992 . The link between need for cognition and political interest, involvement and media use . Psychology—A Quarterly Journal of Human Behavior , 29 ( 3–4 ) : 13 – 18 .
   Google Scholar
• Cozzens , M. D. and Contractor , N. D. 1987 . The effect of conflicting information on media skepticism . Communication Research , 14 ( 4 ) : 437 – 451 .
   Web of Science ®Google Scholar
• Eagly , A. H. and Chaiken , S. 1993 . The psychology of attitudes , Fort Worth, TX : Harcourt Brace Jovanovich College Publishers .
   Google Scholar
• Ferguson , M. A. , Chung , M. and Weigold , M. May 1985 . “ Need for cognition and the medium dependency components, relevance and exposure ” . May , Paper presented to International Communication Association, Honolulu
   Google Scholar
• Greenwald , A. G. 1968 . “ Cognitive learning, cognitive response to persuasion and attitude change ” . In Psychological Foundations of Attitudes , Edited by: Greenwald , A. G. , Brock , T. C. and Ostrom , T.M. 147 – 170 . New York : Academic Press .
   Google Scholar
• Gunther , A. C. 1988 . Attitude extremity and trust in media . Journalism Quarterly , 65 ( 2 ) : 279 – 287 .
   Web of Science ®Google Scholar
• Hallahan , K. 1999 . Content class as a contextual cue in the processing of publicity versus advertising . Journal of Public Relations Research , 11 : 293 – 320 .
   Google Scholar
• Haugtvedt , C. P. and Petty , R. E. 1992 . Personality and persuasion: Need for cognition moderates the persistence and resistance of attitude changes . Journal of Personality and Social Psychology , 63 ( 2 ) : 308 – 319 .
   Web of Science ®Google Scholar
• Haugtvedt , C. P. , Petty , R. E. and Cacioppo . 1992 . Need for cognition and advertising: Understanding the role of personality variables in consumer behavior . Journal of Consumer Psychology , I ( 3 ) : 239 – 260 .
   Google Scholar
• Haugtvedt , C. P. , Petty , R. E. , Cacioppo , J. T. and Steidley , T. 1988 . “ Personality and ad effectiveness: Exploring the utility of need for cognition ” . In Advances in Consumer Research , Edited by: Houston , M. J. Vol. 15 , 209 – 212 . Provo, UT : Association for Consumer Research .
   Google Scholar
• Haugtvedt , C. P. , Schumann , D. W. , Schneier , W. L. and Warren , W.L. 1994 . Advertising repetition and variation strategies: Implications for understanding attitude strength . Journal of Consumer Research , 21 ( 2 ) : 176 – 189 .
   Google Scholar
• Heslin , R. and Johnson , B. T. 1992 . Prior involvement and incentives to pay attention to information . Psychology & Marketing , 9 ( 3 ) : 209 – 219 .
   Google Scholar
• Inman , J. J. , McAlister , J. J. and Hoyer , W. D. 1990 . Promotion signal: Proxy for a price cut? . Journal of Consumer Research , 17 ( June ) : 74 – 81 .
   Web of Science ®Google Scholar
• Katz , D. 1960 . The functional approach to the study of attitudes . Public Opinion Quarterly , 24 : 163 – 204 .
   Web of Science ®Google Scholar
• MacInnis , D. J. and Jaworski , B. J. 1989 . Information processing from advertisements: An integrative framework . Journal of Marketing , 53 ( October ) : 1 – 23 .
   Google Scholar
• MacInnis , D. J. , Moorman , C. and Jaworski , B. J. 1991 . Enhancing and measuring consumers’ motivation, opportunity and ability to process brand information from ads . Journal of Marketing , 55 ( October ) : 32 – 53 .
   Web of Science ®Google Scholar
• MacKenzie , S. B. and Lutz , R. J. 1989 . An empirical examination of the structural antecedents of attitude toward the ad in an advertising pretesting context . Journal of Marketing , 53 ( 2 ) : 48 – 65 .
   Web of Science ®Google Scholar
• MacKenzie , S. B. , Lutz , R. J. and Belch , G. E. 1986 . The role of advertising toward the ad as a mediator of advertising effectiveness: A test of competing explanations . Journal of Marketing Research , 23 ( 2 ) : 130 – 143 .
   Web of Science ®Google Scholar
• Murphy, Gardner . 1947 . Personality , New York : Harper .
   Google Scholar
• Perse , E. 1992 . Predicting attention to local television news: Need for cognition and motives for viewing . Communication Reports , 5 ( 1 ) : 40 – 49 .
   Google Scholar
• Petty , R. E. and Cacioppo , J. T. 1981 . Attitudes and Persuasion: Classic and Contemporary Approaches , Dubuque, IA : Wm. C. Brown Publishers .
   Google Scholar
• Petty , R. E. and Cacioppo , J. T. 1986 . Communication and Persuasion: Central and Peripheral Routes to Persuasion. , New York : Springer-Verlag .
   Google Scholar
• Petty , R. E. and Haugtvedt , C. P. 1992 . “ Ego-involvement and persuasion: An appreciative look at the Sherifs’ contribution to the study of self-relevance and attitude change ” . In Social Judgment and Intergroup Relations: Essays in Honor of Muzafer Sherif , Edited by: Grandberg , D. and Sarup , G. 147 – 174 . New York : Springer-Verlag .
   Google Scholar
• Petty , R. E. , Ostrom , T. M. and Brock , T. C. 1981 . Cognitive Responses in Persuasion. , Hillsdale, NJ : Lawrence Erlbaum .
   Google Scholar
• Petty , R. E. and Priester , J. R. 1994 . “ Mass media attitude change: Implications of the elaboration likelihood model of persuasion ” . In Media Effects. Advances in Theory and Research , Edited by: Bryant , J. and Zillman , D. 91 – 122 . Hillsdale, NJ : Lawrence Erlbaum .
   Google Scholar
• Petty , R. E. , Priester , J. R. and Wegener , D. T. 1994 . “ Cognitive processes in attitude change ” . In Handbook of Social Cognition, , 2nd edition , Edited by: Wyer , R. S. and Srull , T.K. Volume 2 , 69 – 142 . Hillsdale, NJ : Lawrence Erlbaum Associates .
   Google Scholar
• Petty , R. E. , Schumann , D. W. , Richman , S. A. and Strathman , A. J. 1993 . Positive mood and persuasion: Different roles for affect under high and low elaboration conditions . Journal of Personality and Social Psychology , 64 ( 1 ) : 5 – 20 .
   Web of Science ®Google Scholar
• Peletier , J. W. and Schibrowsky , J. A. 1994 . “ Need for cognition, advertisement viewing time and memory for advertising stimuli ” . In Advances in Consumer Research , Edited by: Allen , C. T. and John , D. R. Volume 21 , 244 – 250 . Provo, UT : Association for Consumer Research .
   Google Scholar
• Price , V. and Allen , S. August 1989 . “ The need for cognition, political surveillance and media exposure ” . August , Washington, DC : Paper presented to the Association for Education in Journalism and Mass Communication conference .
   Google Scholar
• Rosengren , K. E. , Wenner , L. A. and Palmgreen , P. , eds. 1985 . Media Gratifications Research: Current Perspectives , Beverly Hills, CA : Sage Publications .
   Google Scholar
• Smith , R. D. 1993 . Psychological type and public relations: Theory, research and applications . Journal of Public Relations Research , 5 ( 3 ) : 177 – 199 .
   Google Scholar
• Stayman , D. M. and Kardes , F. R. 1992 . Spontaneous inference processes in advertising: Effects of need for cognition and self-monitoring on inference generation and utilization . Journal of Consumer Psychology , 1 ( 2 ) : 125 – 142 .
   Google Scholar
• Thompson , M. 1995 . The impact of need for cognition on thinking about free speech issues . Journalism Quarterly , 72 ( 4 ) : 934 – 947 .
   Google Scholar
• Thompson , M. M. and Zanna , M. P. 1995 . The conflicted individual: Personality-based and domain-specific antecedents of ambivalent social attitudes . Journal of Personality , 63 : 259 – 288 .
   PubMed Web of Science ®Google Scholar
• Verplanken , B. 1989 . Involvement and need for cognition as moderators of beliefs-attitude-intention consistency . British Journal of Social Psychology , 28 : 115 – 122 .
   Web of Science ®Google Scholar
• Verplanken , B. , Hazenberg , P. T. and Palenewen , G. R. 1992 . Need for cognition and external information search effort . Journal of Research in Personality , 26 ( 2 ) : 128 – 136 .
   Google Scholar
• Wright , P. L. 1973 . The cognitive processes mediating acceptance in advertising . Journal of Marketing Research , 10 ( 1 ) : 53 – 62 .
   Web of Science ®Google Scholar
• Wright , P. L. 1981 . “ Cognitive responses to mass media advocacy ” . In Cognitive Responses in Persuasion , Edited by: Petty , R. E. , Ostrom , T. M. and Brock , T. C. 263 – 282 . Hillsdale, NJ : Lawrence Erlbaum .
   Google Scholar
• Zhang , Y. 1996 . The effect of humor on advertising: An individual difference perspective . Psychology & Marketing , 13 ( 6 ) : 531 – 545 .
   Web of Science ®Google Scholar