Cognitive response model
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]
Cognitive Response model shows that learning our cognitive responses to persuasion may provide a better basis for understanding the persisting effects of communication. Greenwald’s theory states that we remember our cognitive responses better than actual information presented to us. To simply put, we are better at remembering our thoughts about an argument during the argument, rather than the actual argument.Cite error: A <ref> tag is missing the closing </ref> (see the help page). 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
- ^ 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.