Persuasion at Different Levels of Elaboration: Experimental Effects of Strength, Valence and Ego Depletion

• Autor(a) principal: Caldas,Lucas Soares
• Data de Publicação: 2019
• Outros Autores: Iglesias,Fabio, Melo,Izabella Rodrigues, Lyra,Renan Lopes de
• Tipo de documento: Artigo
• Idioma: eng
• Título da fonte: Trends in Psychology
• Texto Completo: http://old.scielo.br/scielo.php?script=sci_arttext&pid=S2358-18832019000200585
• topic: Persuasion; consumer behavior; elaboration likelihood model; ego depletion

Abstract People are victims of consumer fraud and scams on a daily basis. However, in most cases, the victims could have detected the fraud if only they had checked for inconsistencies in the scammer's message. What makes some people detect and avoid a scam while others fall prey to it? This article investigates, in two experiments, the effects of ego depletion, issue involvement, need for cognition, and strength and valence of arguments on attitudes and attitude change. Experiment 1 tested the hypothesis that, in the case of high ego depletion, the participants' attitudes would be similar in both strong and weak argument conditions, whereas in the case of low ego depletion, their attitudes would be significantly more favorable in strong argument conditions. In Experiment 2, we hypothesized that participants' attitudes would follow the direction of the valence of the persuasive message presented to them. The results corroborated the hypothesis of Experiment 2 alone. Overall, the results indicate a low tendency for the participants to agree with the persuasive messages. Future studies could benefit from using different manipulations of the elaboration likelihood and from testing the persuasiveness of fraudulent messages.