Effects of Forwarning of Persuasive Intent and Involvement on Cognitive Responses and Persuasion

Abstract

College undergraduates were either warned or not warned of the persuasive intent of a communication which was either of direct or only indirect personal relevance to them. Consistent with the hypothesis based on reactance theory (Brehm, 1966), the inhibiting effect of the forewarning (i.e., reduced persuasion, increased counterargumentation, and reduced favorable thoughts) was greater under high than low involvement conditions.