Sequential information processing in persuasion.

We present a theory of sequential information processing in persuasion (SIP). It extends assumptions of the heuristic-systematic model, in particular the idea that information encountered early in a persuasion situation may affect the processing of subsequent information. SIP also builds on the abstraction from content-related dichotomies in accord with the parametric unimodel of social judgment.

Ambivalent Stereotypes and Persuasion: Attitudinal Effects of Warmth vs. Competence Ascribed to Message Sources.

The stereotype content model (Fiske et al., 2002) defines warmth and competence as basic dimensions of social judgment, with warmth often dominating perceptions; it also states that many group-related stereotypes are ambivalent, featuring high levels on one dimension and low levels on the other. Persuasion theories feature both direct and indirect source effects (Bohner et al.