Skip to main content

The Motivation to Elaborate in a Relatively Objective Manner

  • Chapter

Part of the Springer Series in Social Psychology book series (SSSOC)

Abstract

We have now discussed some of the major variables that can affect a person’s ability to scrutinize issue-relevant arguments in a relatively objective manner. Motivational variables are also important in affecting the elaboration likelihood. If a person is highly able to process a message but lacks the requisite motivation, little processing will occur. In this chapter we first discuss three situational variables that exert an important effect on motivation to process—the personal relevance of an issue, personal responsibility for message evaluation, and the number of message sources. Then, we discuss an individual difference variable we have developed that assesses motivation to think—the need for cognition.

Keywords

  • Objective Manner
  • Personal Relevance
  • Verbal Intelligence
  • Message Source
  • Message Processing

These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

This is a preview of subscription content, access via your institution.

Buying options

Chapter
USD   29.95
Price excludes VAT (USA)
  • DOI: 10.1007/978-1-4612-4964-1_4
  • Chapter length: 29 pages
  • Instant PDF download
  • Readable on all devices
  • Own it forever
  • Exclusive offer for individuals only
  • Tax calculation will be finalised during checkout
eBook
USD   119.00
Price excludes VAT (USA)
  • ISBN: 978-1-4612-4964-1
  • Instant PDF download
  • Readable on all devices
  • Own it forever
  • Exclusive offer for individuals only
  • Tax calculation will be finalised during checkout
Softcover Book
USD   159.99
Price excludes VAT (USA)

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Author information

Authors and Affiliations

Authors

Rights and permissions

Reprints and Permissions

Copyright information

© 1986 Springer-Verlag New York Inc.

About this chapter

Cite this chapter

Petty, R.E., Cacioppo, J.T. (1986). The Motivation to Elaborate in a Relatively Objective Manner. In: Communication and Persuasion. Springer Series in Social Psychology. Springer, New York, NY. https://doi.org/10.1007/978-1-4612-4964-1_4

Download citation

  • DOI: https://doi.org/10.1007/978-1-4612-4964-1_4

  • Publisher Name: Springer, New York, NY

  • Print ISBN: 978-1-4612-9378-1

  • Online ISBN: 978-1-4612-4964-1

  • eBook Packages: Springer Book Archive