Uncertainty Orientation: Individual Differences in the Self-Inference Process

Abstract

As can be seen in Fig. 11.1, our hypothesis was supported. Persuasiveness of the message decreased from low to high personal relevance with a one-sided communication, and increased with a two-sided communication, for uncertaintyoriented persons. Note, however, that precisely the reverse occurred for certainty-oriented persons. These people were more persuaded by a one-sided commu-nication and less persuaded by a two-sided communication as personal relevance increased.