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When Labor Leads to Persuasion : = The IKEA Effect in Persuasive Texts.

Record Type:	Language materials, manuscript : Monograph/item
Title/Author:	When Labor Leads to Persuasion :/
Reminder of title:	The IKEA Effect in Persuasive Texts.
Author:	Pelled, Ayellet.
Description:	1 online resource (156 pages)
Notes:	Source: Dissertations Abstracts International, Volume: 85-06, Section: B.
Contained By:	Dissertations Abstracts International85-06B.
Subject:	Communication. -
Online resource:	click for full text (PQDT)
ISBN:	9798381186635

When Labor Leads to Persuasion : = The IKEA Effect in Persuasive Texts.
Pelled, Ayellet.

When Labor Leads to Persuasion :The IKEA Effect in Persuasive Texts. - 1 online resource (156 pages)

Source: Dissertations Abstracts International, Volume: 85-06, Section: B.

Thesis (Ph.D.)--The University of Wisconsin - Madison, 2023.

Includes bibliographical references

The IKEA effect, a term coined in economic psychology, refers to a common cognitive bias wherein individuals tend to overestimate the value of items that they have personally invested effort into creating or assembling. This dissertation explores the potential application of the IKEA effect as a mechanism for inducing attitude change within the realm of persuasive texts. It peruses a dual research question, inquiring whether assembling a persuasive text enhances its perceived valuation, and subsequently, whether this heightened valuation translates into increased support for its persuasive content. The empirical foundation of this project rests on four studies, encompassing a meta-analysis of the IKEA effect and three experiments designed to test the principal research question. The meta-analysis aggregates data from 31 empirical studies assessing the relationship between self-invested effort and product valuation (k = 55, N = 5454), providing estimations of average effect size, robustness, and generalizability, while highlighting the phenomenon's underlying mechanisms and potential boundary conditions. Experiments 1 (N = 153) and 2 (N = 95) use student samples to scrutinize the impact of text assembly (as opposed to reading the text) on attitude change concerning two healthcare practices. Experiment 3 (N = 534), a representative sample, replicates the model within a [mock] health information website, introducing additional manipulations to explore the influence of (a) self-expression via customization of the web page color scheme, and (b) the extent of effort invested in the assembly task, resulting in a 2 by 3 randomized experiment between subject design. In the preliminary experiments, participants assembling the text valued their labor more than those solely reading it. However, they also tended to evaluate the text less positively and express less agreement with its content. In contrast, the data from Study 3, supports the hypothesized relationship, as both the direct path from effort to post attitudes, and the indirect path via text evaluation, were significant and aligned with expectations. Additional analysis, as well as distinctions between the results of the three experiments, are further discussed in the dissertation.

Electronic reproduction.
Ann Arbor, Mich. :
ProQuest,
2024

Mode of access: World Wide Web

ISBN: 9798381186635Subjects--Topical Terms:

556422
Communication.
Subjects--Index Terms:

Effort heuristicIndex Terms--Genre/Form:

554714
Electronic books.

When Labor Leads to Persuasion : = The IKEA Effect in Persuasive Texts.
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520 $a The IKEA effect, a term coined in economic psychology, refers to a common cognitive bias wherein individuals tend to overestimate the value of items that they have personally invested effort into creating or assembling. This dissertation explores the potential application of the IKEA effect as a mechanism for inducing attitude change within the realm of persuasive texts. It peruses a dual research question, inquiring whether assembling a persuasive text enhances its perceived valuation, and subsequently, whether this heightened valuation translates into increased support for its persuasive content. The empirical foundation of this project rests on four studies, encompassing a meta-analysis of the IKEA effect and three experiments designed to test the principal research question. The meta-analysis aggregates data from 31 empirical studies assessing the relationship between self-invested effort and product valuation (k = 55, N = 5454), providing estimations of average effect size, robustness, and generalizability, while highlighting the phenomenon's underlying mechanisms and potential boundary conditions. Experiments 1 (N = 153) and 2 (N = 95) use student samples to scrutinize the impact of text assembly (as opposed to reading the text) on attitude change concerning two healthcare practices. Experiment 3 (N = 534), a representative sample, replicates the model within a [mock] health information website, introducing additional manipulations to explore the influence of (a) self-expression via customization of the web page color scheme, and (b) the extent of effort invested in the assembly task, resulting in a 2 by 3 randomized experiment between subject design. In the preliminary experiments, participants assembling the text valued their labor more than those solely reading it. However, they also tended to evaluate the text less positively and express less agreement with its content. In contrast, the data from Study 3, supports the hypothesized relationship, as both the direct path from effort to post attitudes, and the indirect path via text evaluation, were significant and aligned with expectations. Additional analysis, as well as distinctions between the results of the three experiments, are further discussed in the dissertation.
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