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Personality and Social Psychology Bulletin, Vol. 22, No. 7, 651-665 (1996)
DOI: 10.1177/0146167296227001
© 1996 Society for Personality and Social Psychology, Inc.

The Cognitive Mediation Hypothesis Revisited: An Empirical Response to Methodological and Theoretical Criticism

Anna A. Romero

University of North Carolina at Chapel Hill, romero{at}email.unc.edu

Christopher R. Agnew

University of North Carolina at Chapel Hill

Chester A. Insko

University of North Carolina at Chapel Hill

The cognitive mediation hypothesis has become a well-established assumption in persuasion theory. However, several theoretical and methodological criticisms have been raised to call this assumption into question. Three experiments that address these criticisms were conducted to provide a more direct test of the cognitive mediation hypothesis. Using the forewarning effect as a testing arena, Experiment I demonstrated that interference with either motivation or ability to counterargue reduced fore-warning-induced resistance to persuasion. Experiment 2 demonstrated that exposure to counterarguments generated by others and self-generated counterarguments were functionally equivalent and redundant. Experiment 3 used a path-analytic approach to demonstrate that the persuasion differences produced by forewarning were eliminated by covarying the effect of cognitive responses generated between forewarning and message exposure. Taken together, the three experiments provide converging support for the cognitive mediation hypothesis, reconfirming the central role of cognition in the persuasion process.


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[Abstract]