TO KNOW IS TO LOVE: THE EFFECT OF OBJECTIVE UNDERSTANDING ON AFFECTIVE-COGNITIVE MESSAGE CHOICE IN PERSUASION BETWEEN PARTNERS IN ROMANTIC RELATIONSHIPS

Abstract

Conflicts in attitudes between partners can potentially harm one’s relationship. Accordingly, knowing how your partner forms his or her attitudes has been associated with relationship quality. However, little research has been done to specifically examine the mechanism underlying this process. The present study aims to extend the literature by examining persuasion as a possible mitigating factor in this relationship. Given findings that affective-cognitive meta-bases positively influence susceptibility to affective and cognitive appeals respectively, we hypothesized that accurate partner knowledge of meta-base would significantly predict actor’s perceived ratings of persuasiveness for affectively or cognitively-framed message to persuade their partner, as well as message choice, when alerted of a conflict in their attitudes. Results revealed that only accurate knowledge of affective meta-base, and not cognitive meta-base, predicted persuasiveness ratings and message choice. Our findings have implications for communication and relationship well-being for partners in romantic relationships.