TY - CHAP
T1 - The cognitive analysis of a persuasive argument
AU - Burnstein, Eugene
AU - Schul, Yaacov
PY - 1982
Y1 - 1982
N2 - One of the more interesting puzzles for a theory of social influence is why the impact of a communication has so little to do with the ability to recall its content. In two experiments, Greenwald (1968), for example, obtained average correlations of .06 and .03 between the accessibility of a persuasive argument and its influence on opinion (for comparable results see Insko, 1964, Miller & Campbell, 1959; Watts & McGuire, 1964).
AB - One of the more interesting puzzles for a theory of social influence is why the impact of a communication has so little to do with the ability to recall its content. In two experiments, Greenwald (1968), for example, obtained average correlations of .06 and .03 between the accessibility of a persuasive argument and its influence on opinion (for comparable results see Insko, 1964, Miller & Campbell, 1959; Watts & McGuire, 1964).
U2 - 10.1007/978-94-009-7612-2_3
DO - 10.1007/978-94-009-7612-2_3
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SN - 9789400976146
SN - 9400976143
T3 - NATO Advanced Study Institutes Series, Series D: Behavioural and Social Sciences
SP - 87
EP - 113
BT - Cognitive analysis of social behavior
A2 - Codol, Jean-Paul
PB - Springer Netherlands
CY - Dordrecht
ER -