Distraction during persuasive communication: A meta‐analytic review

Buller, David B.

doi:10.1080/03637758609376130

Cited by 45 publications

(31 citation statements)

References 37 publications

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“…Research on the effects of distractions from non-narrative messages on persuasion provides support for this claim, by demonstrating that people can be influenced by a subtext even when their focus is split between the message itself (e.g., a persuasive subtext) and message-relevant details (e.g., a storyline) (Buller, 1986). The current paper draws from these findings to understand narrative persuasion, arguing that transportation functions as a type of subtext-relevant distraction.…”

Section: Supplemental Conclusionmentioning

confidence: 88%

“…Notably, this explanation was eventually adopted by the E-ELM to explain how transportation leads to narrative persuasion by distracting people from generating arguments against the subtext (Slater & Rouner, 2002). But Buller's (1986) meta-analysis of 38 studies examining the effects of distraction on attitude change showed little support for the counterargument disruption hypothesis. On the contrary, lending support to the message comprehension hypothesis, the meta-analysis showed that overall, distraction had a negative effect on attitude change, and distractions from message comprehension were also associated with reduced persuasion.…”

Section: Transportation As Communication-relevant Distractionmentioning

confidence: 99%

“…In fact, Allyn and Festinger (1961) first showed that persuasion can occur even when individuals' attention is distracted away from an argument. But, the line of research that followed their study uncovered mixed findings and competing explanations of how distraction affects attitude change (for a review see Buller, 1986). Some studies showed that distraction reduced attitude change.…”

Section: Transportation As Communication-relevant Distractionmentioning

confidence: 99%

“…While external distractions that are unrelated to the message are a detriment to persuasion, some distractions, which are related to the persuasive message (e.g., conversation about the message), or bear some relevance to the message, have the potential to work with the message to positively impact persuasion (Buller, 1986). Accordingly, this section concludes by advocating a conceptualization of transportation and subtext processing that recognizes the combined ability of these processes to enhance, rather than distort, people's appreciation for a message.…”

Section: Literature Reviewmentioning

confidence: 99%

“…Specifically the model distinguishes between relatively objective and relatively biased processing , 1986. Relatively objective processing is associated with an open mind.…”

Section: Non-narrative and Narrative Persuasion Modelsmentioning

confidence: 99%

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Exploring Subtext Processing in Narrative Persuasion: The Role of Eudaimonic Entertainment-Use Motivation and a Supplemental Conclusion Scene

Cohen

2016

Communication Quarterly

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This study sought to expand current narrative persuasion models by examining the role of subtext processing. The extended elaboration likelihood model suggests that transportation leads to persuasion by reducing counterarguments to stories' persuasive subtexts. The model implicitly argues that transportation should reduce total subtext processing, including counterarguments and intended elaboration. But this study reasoned that people with stronger eudaimonic motivation to have meaningful entertainment experiences, would put more effort into processing stories' subtexts while engaging with the narrative. Because less eudaimonically motivated individuals may be at risk for missing the subtext, it was also expected that adding a supplemental conclusion scene that reiterates the intended message would facilitate persuasion.Following a pre-test survey, 201 undergraduate students were randomly assigned to view an episode of the crime drama Numb3rs: one of two versions of "Harvest," designed to promote organ donation (with or without a conclusion scene), or a control episode. After viewing, participants completed a thought-listing task and second survey.Results show that "Harvest" did not result in persuasive outcomes related to organ donation. Transportation was a marginally significant positive predictor of total subtext processing. Contrary to predictions, eudaimonic motivation negatively predicted amount of total subtext processing.Eudaimonic motivation also negatively (but marginally) predicted doctor mistrust, but this effect was moderated by conclusion condition: eudaimonic motivation was negatively associated with doctor mistrust only in the no conclusion condition. Eudaimonic motivation was also negatively (but marginally) associated with intended elaboration. Further examination showed that, compared to people with low eudaimonic motivation, those with high eudaimonic motivation were less likely to engage in intended elaboration, but only in the no conclusion condition. This pattern of findings provides indirect evidence that intended elaboration was responsible for decreasing doctor mistrust among people with high eudaimonic motivation who saw the conclusion. But surprisingly, intended elaboration was not directly related to any persuasive outcomes.The findings tentatively suggest that transportation and subtext processing can coexist and that eudaimonic motivation can affect the extent to which viewers engage in subtext processing during narrative engagement. The results also indicate that supplemental conclusions may be useful tools for narrative persuasion. Nobody has influenced my development as a scholar more than Cindy Hoffner. Her research and teaching inspired me, and her mentorship gave me the skills, professional socialization, and confidence to become an independent scholar. This dissertation is a direct product of her hours of dedication, her firm guidance, her unrelenting patience, and her unwavering faith in me. I hope that I one day have the opportunity to be half as good a mentor to ...

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Section: Supplemental Conclusionmentioning

confidence: 88%

Section: Transportation As Communication-relevant Distractionmentioning

confidence: 99%

Section: Transportation As Communication-relevant Distractionmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

“…Specifically the model distinguishes between relatively objective and relatively biased processing , 1986. Relatively objective processing is associated with an open mind.…”

Section: Non-narrative and Narrative Persuasion Modelsmentioning

confidence: 99%

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