Motivated Cognitive Processing and Attitude Change

Abstract

Two experiments investigated cognitive processing and attitudes under different motivations. In Experiment 1, 63 participants had either strong nondirectional (accuracy) or directional (defensive, impression) motives. Accuracy motivation resulted in extensive objective processing. Defensive motivation resulted in extensive biased processing. Impression motivation resulted in extensive processing that was directional in some measures but balanced in other measures. Cognitive processing mediated the effects of motivation on attitudes, which were stable across measurements. In Experiment 2, 44 participants processed under two combined strong motivations. Accuracy was successfully combined with directional motivation in both processing and attitudes. It reduced bias when combined with impression motivation but not when combined with defensive motivation. Two opposing directional motivations were difficult to combine, and participants eventually abandoned extensive processing.