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Defines involvement as a motivational state induced by an association between an activated attitude and the self-concept. Integration ofthe available research su~ests hat he effects of involvement on attitude change depended on the aspect of message recipients elf-concept that was activated to create involvement: (a) their enduring values (value-relevant i volvement), (b) their ability to attain desirable outcomes (outcome-relevant involvement), or (e) the impression they make on others (im-pression-relevant i volvement). Findings howed that (a) with value-relevant i volvement, high-in-volvement subjects were less persuaded than low-involvement subjects; (b) with outcome-relevant involvement, high-involvement subjects were more persuaded than low-involvement subjects by strong arguments and (somewhat inconsistently) less persuaded by weak arguments; and (c) with impression-relevant involvement, high-involvement subjects were slightly less persuaded than low-involvement subjects. To understand the conditions under which people are per-suaded by others, researchers have often invoked the concept of involvement. Although this construct was popular prior to M. Sherifand Cantrils (1947) work (see A. G. Greenwalds, 1982,
Johnson et al. (Fri,) studied this question.