Greenwald's cognitive response account: rehearsal of the recipient's own cognitive responses explains persisting persuasion effects¶

Theory · All theories
Evidence · no claims cited

Description¶

The paper reproduces Greenwald's (1968) analysis of persuasion as a complex stimulus evoking a complex cognitive response, whose essential dimensions are response content (acceptance versus rejection) and intensity. Greenwald proposes that "rehearsal and learning of cognitive responses to persuasion may provide a basis for explaining persisting effects of communications in terms of cognitive learning." The article cites this to highlight the role of learners' own cognitive reactions, noting effects can range from persuasion to boomerang depending on whether rehearsed content supports or opposes the advocated position.

Design Implications¶

Context¶

Requirements¶

• Attitude change requires active rehearsal of attitude-relevant cognitions while the attitude object is salient

Constraints¶

• The account is quoted as background theory from Greenwald (1968), not tested in this article

Target Learners¶

• University EFL/ESL students

Target Learning Objectives¶

• Understanding how learners' cognitive reactions shape learning from communications

Claims¶

Related Theories¶

• Self-originated elaboration account of acceptance without comprehension
• Cognitivism

Examples¶

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Key Sources¶

• Ozlem Yagcioglui. (2016). The Positive Effects of Cognitive Learning Styles in ELT Classes. European Journal of English Language Teaching, 1(2). https://doi.org/10.5281/zenodo.166311