Effects of expected familiarity with arguments... : Journal of Personality and Social Psychology (original) (raw)

Effects of expected familiarity with arguments upon opinion change and selective exposure

Journal of Personality and Social Psychology

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426

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September 1965

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The hypothesis was that persuasive communications are more effective when advertised as containing new arguments than when advertised as containing familiar arguments, holding the actual novelty of arguments constant. The effects of expected novelty of arguments upon selectivity of exposure were also investigated. 148 undergraduates were tested in a simulated jury situation. Expected novelty of arguments was varied by instructions. Opinion change following a persuasive communication was measured. 3 measures of exposure were used: ratings of article titles, selection of 1 title as most interesting, and time spent reading the communication. Opinion change was greater when Ss expected new arguments than when they expected familiar arguments, although the communications used were identical. Anticipated novelty of arguments did not itself affect selectivity of exposure, although acquitters were more selective than convictors, particularly when they expected new arguments. (PsycINFO Database Record (c) 2006 APA, all rights reserved)