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• W2017012205 abstract "This paper presents two studies of the processes underlying the change of value-expressive attitudes. An adaptation of functional theory predicts that messages with content addressing the values underlying these attitudes will be perceived as relevant to the extent that the attitude is considered useful for attaining the values mentioned in the message (i.e., value-relevance). As Study 1 demonstrates, the value-relevance of an attitude determines the extent to which a value-expressive message is perceived as relevant. Perceptions of message relevance increase perceptions of message quality, which, consequently, lead to attitude change. Study 2 replicated the findings while demonstrating that the value-relevance of an attitude is also affected by matching messages to the value underlying the initial attitude. It is also found that involvement has no moderating effect on the process. It is concluded that initial assessments of the attitude-value relationship are critical for constructing effective persuasive messages, and that the functional match substantially affects perceptions of argument quality." @default.
• W2017012205 created "2016-06-24" @default.
• W2017012205 creator A5002854928 @default.
• W2017012205 date "2002-06-01" @default.
• W2017012205 modified "2023-10-16" @default.
• W2017012205 title "Charting the process underlying the change of value-expressive attitudes: The importance of value-relevance in predicting the matching effect" @default.
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• W2017012205 doi "https://doi.org/10.1080/714041711" @default.
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