The Impact of Power-of-Speech Style, Argument Strength, and Need for Cognition on Impression Formation, Cognitive Responses, and Persuasion
This study investigated the impact of power-of-speech style, need for cognition, and argument quality on participants' perceptions of a speaker cognitive responses, and attitude toward the topic. Based on the Elaboration Likelihood Model (ELM) of persuasion, it was hypothesized that the three independent variables would interact to affect cognitive responses and attitude toward the topic. The results did not support the hypothesis. Path analysis was also used to analyze the data. The path analysis revealed that power-of-speech style had a small, direct effect on attitude and several, indirect effects mediated by cognitive response categories. Argument quality had a direct effect on attitude toward topic. The results are discussed in terms of their importance for the persuasive effects of power-of-speech style, with specific focus on the role of speech style in an ELM framework.
Journal of Language and Social Psychology
Hosman, L. A.,
Huebner, T. M.,
Siltanen, S. A.
(2002). The Impact of Power-of-Speech Style, Argument Strength, and Need for Cognition on Impression Formation, Cognitive Responses, and Persuasion. Journal of Language and Social Psychology, 21(4), 361-379.
Available at: http://aquila.usm.edu/fac_pubs/3448