Verbal and nonverbal behaviour as a basis for credibility attribution: The impact of task involvement and cognitive capacity

Reinhard, Marc‐André; Sporer, Siegfried L.

doi:10.1016/j.jesp.2007.07.012

Cited by 85 publications

(136 citation statements)

References 33 publications

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“…A consumer's variation in the degree of involvement in processing messages can be due to the amount of cognitive resources available-in the form of time pressure or cognitive load-or to a feeling that the information to be processed is irrelevant or non-essential to the achievement of her goals. For instance, manipulating individuals' cognitive capacity (by asking participants to perform two simultaneous tasks) or involvement in the task (by suggesting to participants that their answers are more or less important to the researcher) can result in greater use of peripheral cues over central cues (Reinhard and Sporer 2008). Finally, consumer involvement in information processing will vary depending on expertise in the product category.…”

Section: The Elaboration Likelihood Model (Elm)mentioning

confidence: 99%

Two minds, three ways: dual system and dual process models in consumer psychology

Samson

Voyer

2012

AMS Rev

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AMS Review, December 2012, Volume 2, pp 48-71. AbstractDual system and dual process views of the human mind have contrasted automatic, fast, and non-conscious with controlled, slow, and conscious thinking. This paper integrates duality models from the perspective of consumer psychology by identifying three relevant theoretical strands: Persuasion and attitude change (e.g. Elaboration Likelihood Model), judgment and decision making (e.g. Intuitive vs. Reflective Model), as well as buying and consumption behavior (e.g. Reflective-Impulsive Model). Covering different aspects of the consumer decision making process, we discuss the conditions under which different types of processes are evoked, how they interact and how they apply to consumers' processing of marketing messages, the evaluation of productrelated information, and purchasing behavior. We further compare and contrast theoretical strands and incorporate them with the literature on attitudes, showing how duality models can help us understand implicit and explicit attitude formation in consumer psychology. Finally, we offer future research implications for scholars in consumer psychology and marketing.

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Section: The Elaboration Likelihood Model (Elm)mentioning

confidence: 99%

Two minds, three ways: dual system and dual process models in consumer psychology

Samson

Voyer

2012

AMS Rev

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“…While a number of theories have been developed to explain why people may behave differently when they are lying as opposed to telling the truth (e.g., Buller & Burgoon, 1996;DePaulo et al, 2003;Ekman, 1992;Ekman & Friesen, 1969;Sporer, 2004;Sporer & Schwandt, 2006, 2007Vrij, 2000;Zuckerman & Driver, 1985;Zuckerman et al, 1981), the process of lie detection by laypersons has received little attention until most recently (Bond & DePaulo, 2006;Forrest & Feldman, 2000;Frank & Ekman, 1997;Reinhard & Sporer, 2008;Stiff, Miller, Sleight, Mongeau, Garlick, & Rogan, 1989). For example, researchers use the basic assumptions of dual process models, like the elaboration likelihood model (ELM ;Petty & Wegener, 1999) or the heuristic-systematic model (HSM; Chaiken, Liberman, & Eagly,…”

Section: The Process Of Lie Detectionmentioning

confidence: 99%

“…1989; Chen & Chaiken, 1999), to explain the process of credibility judgments (Forrest & Feldman, 2000;Reinhard & Sporer, 2008;Stiff et al, 1989).…”

Section: Running Head: Need For Cognition and The Process Of Lie Detementioning

confidence: 99%

“…For example, in three experiments, Reinhard and Sporer (2008) tested the assumption that only high, in contrast to low, task involvement/cognitive capacity leads to central processing of verbal information when individuals judge the credibility of a statement. For example, in Experiment 1 they found that highly involved participants used all judgment-relevant information.…”

Section: Accepted M Manuscriptmentioning

confidence: 99%

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Need for Cognition and the process of lie detection

Reinhard

2010

Journal of Experimental Social Psychology

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Four experiments investigated the influence of Need for Cognition on the process of lie detection. According to the basic assumptions of dual process models, only higher Need for Cognition leads to the use of verbal information when making judgments of veracity. People with lower Need for Cognition predominantly use stereotypical nonverbal information for their judgments. In both Experiments 1 and 2, participants saw a film in which nonverbal cues (fidgety vs. calm movements) and verbal cues (low vs. high plausibility) were manipulated. As predicted, when Need for Cognition was lower, only the nonverbal cues influenced participants' judgments of veracity. In contrast, participants with higher Need for Cognition also used the verbal cues. Experiments 3 and 4 tested the hypothesis that higher Need for Cognition leads to better discrimination of truthful from deceptive messages. Both experiments found that participants with higher Need for Cognition achieved higher accuracy at classifying truthful and deceptive messages than participants with lower Need for Cognition.Keywords: credibility attribution, lie detection, need for cognition, detection of deception, lay judgment A C C E P T E D M A N U S C R I P T ACCEPTED MANUSCRIPT Running head: NEED FOR COGNITION AND THE PROCESS OF LIE DETECTION 3 Need for Cognition and the Process of Lie DetectionIn a recent comprehensive meta-analysis of more than 200 studies, Bond and DePaulo (2006) found that people without special training achieved an accuracy rate of 54% when judging the veracity of true or invented statements. People overall were better at correctly rating truths as nondeceptive (61%) than lies as deceptive (47%). These general results were in line with previous (meta-analytic) reviews that reported accuracy rates in the range of 45 to 60%

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“…Spíše se ukazuje nutnost zkoumání obou složek jak verbálních, tak neverbálních sdělení v jejich koexistenci, což prokazují také experimenty, které dokládají, že opomenutí jedné složky zásadně změní význam komunikační situace (např. Reinhard & Sporer, 2008).…”

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Vizuální akty ve výukové komunikaci

Švaříček¹,

Šalamounová²

2013

PedOr

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Verbal and nonverbal behaviour as a basis for credibility attribution: The impact of task involvement and cognitive capacity

Cited by 85 publications

References 33 publications

Two minds, three ways: dual system and dual process models in consumer psychology

Two minds, three ways: dual system and dual process models in consumer psychology

Need for Cognition and the process of lie detection

Vizuální akty ve výukové komunikaci

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