A Motivational Model of Information Processing Intensity

A general theory of motivation, derived from Tolman and Atkinson and his associates is applied to message processing. The model explains a person's tendency to process a message and his resultant information processing intensity in terms of his need for information on the given topic, his expectancy that processing the message will lead to information relevant to the need and his evaluation of the particular message as a source of information.

[1]  R. Bolles Reinforcement, expectancy, and learning. , 1972 .

[2]  Chester A. Insko,et al.  Effects of High and Low Fear-Arousing Communications upon Opinions toward Smoking , 1965 .

[3]  K. Maccorquodale,et al.  Edward C. Tolman. , 1954 .

[4]  Carl I. Hovland,et al.  Reconciling conflicting results derived from experimental and survey studies of attitude change. , 1959 .

[5]  T. Parsons,et al.  Toward a General Theory of Action , 1952 .

[6]  A. Greenwald 6 – Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change1 , 1968 .

[7]  B. Weiner Theories of motivation : from mechanism to cognition , 1972 .

[8]  J. Freedman,et al.  Confidence, utility, and selective exposure: a partial replication. , 1965, Journal of personality and social psychology.

[9]  W. Edwards Behavioral decision theory. , 1961, Annual review of psychology.

[10]  T. Brock,et al.  Familiarity, utility, and supportiveness as determinants of information receptivity , 1970 .

[11]  Brian Sternthal,et al.  Fear Appeals: Revisited and Revised , 1974 .

[12]  E. Hilgard,et al.  Theories of Learning , 1981 .

[13]  Terence R. Mitchell,et al.  Instrumentality theories: Current uses in psychology. , 1971 .

[14]  J. Kagan Motives and development. , 1972, Journal of personality and social psychology.

[15]  Alice H. Eagly,et al.  Current trends in attitude theory and research , 1974 .

[16]  John W. Atkinson,et al.  Introduction: Motivation , 1964 .

[17]  Norman H. Anderson,et al.  Integration theory applied to judgments of the value of information , 1972 .

[18]  J. Freedman,et al.  SELECTIVE EXPOSURE TO INFORMATION: A CRITICAL REVIEW , 1967 .

[19]  Robert S. Wyer,et al.  Quantitative Prediction of Belief and Opinion Change: A Further Test of a Subjective Probability Model. , 1970 .

[20]  E. E. Jones,et al.  Foundations of Social Psychology , 1967 .

[21]  N. Anderson Functional measurement and psychophysical judgment. , 1970, Psychological review.

[22]  D. Norman Toward a theory of memory and attention. , 1968 .

[23]  Terence R. Mitchell,et al.  Expectancy models of job satisfaction, occupational preference and effort: A theoretical, methodological, and empirical appraisal. , 1974 .

[24]  K. Higbee,et al.  Fifteen years of fear arousal: research on threat appeals: 1953-1968. , 1969, Psychological bulletin.

[25]  L. Festinger Conflict, Decision, and Dissonance , 1964 .

[26]  G M Becker,et al.  Value: behavioral decision theory. , 1967, Annual review of psychology.

[27]  R. F. Weiss 5 – An Extension of Hullian Learning Theory to Persuasive Communication1 , 1968 .

[28]  E. Tolman The nature and functioning of wants. , 1949, Psychological review.

[29]  Allen Newell,et al.  Elements of a theory of human problem solving. , 1958 .

[30]  W. Estes Modern learning theory , 1957 .

[31]  P. H. Lindsay Human Information Processing , 1977 .

[32]  T. Wallsten,et al.  Individual Decision Behavior , 1972 .

[33]  I. Ajzen,et al.  Attitudinal and normative variables as predictors of specific behavior. , 1973 .

[34]  N. Feather,et al.  An expectancy-value model of information-seeking behavior. , 1967, Psychological review.

[35]  P. Tannenbaum,et al.  Theories of cognitive consistency: a sourcebook. , 1968 .

[36]  J. Freedman,et al.  EFFECTS OF EXPECTED FAMILIARITY WITH ARGUMENTS UPON OPINION CHANGE AND SELECTIVE EXPOSURE. , 1965, Journal of personality and social psychology.

[37]  John W. Atkinson,et al.  A theory of achievement motivation , 1966 .

[38]  Peter D. Bennett,et al.  Prepurchase Information Seeking Behavior of New Car Purchasers—The Learning Hypothesis , 1969 .

[39]  C. L. Hull,et al.  A Behavior System , 1954 .

[40]  Robert S. Wyer,et al.  A probabilistic analysis of the relationships among belief and attitudes , 1970 .

[41]  H. E. Krugman THE IMPACT OF TELEVISION ADVERTISING: LEARNING WITHOUT INVOLVEMENT , 1965 .