Elaboration and Attitude Strength
... predicts attitude persistence, resistance to attack, and influence on behavior (see Conner & Sparks, 2002, for a review). As a contributor to the effect of elaboration on attitude strength consequences, the notion is that the more a person thinks about his or her attitude, or a persuasive message, th ...
... predicts attitude persistence, resistance to attack, and influence on behavior (see Conner & Sparks, 2002, for a review). As a contributor to the effect of elaboration on attitude strength consequences, the notion is that the more a person thinks about his or her attitude, or a persuasive message, th ...
Effects of Involvement on Persuasion
... framework. Following Festinger's (1957) claim that the magnitude of the dissonance created by the juxtaposition of inconsistent cognitive elements increases with the importance of the dements, Zimbardo argued that involvement should facilitate attitude change, provided that other methods of reducing ...
... framework. Following Festinger's (1957) claim that the magnitude of the dissonance created by the juxtaposition of inconsistent cognitive elements increases with the importance of the dements, Zimbardo argued that involvement should facilitate attitude change, provided that other methods of reducing ...
An introduction to cognitive dissonance theory and an overview of
... finding that the less money received for engaging in the counterattitudinal behavior, the more positive the attitude has been labeled the negative-incentive effect. The reason that term is used is that there is a negative relationship between the amount of incentive (money) and the amount of attitud ...
... finding that the less money received for engaging in the counterattitudinal behavior, the more positive the attitude has been labeled the negative-incentive effect. The reason that term is used is that there is a negative relationship between the amount of incentive (money) and the amount of attitud ...
Cognitive Dissonance Theory - Social Emotive Neuroscience Lab
... at this point unless individuals are distracted from the cognitive discrepancy. It is possible that the arousal following attitude change is the result of a motivation to follow through with the commitment. Moreover, research using the misattribution paradigm has revealed that discrepancy reduction ...
... at this point unless individuals are distracted from the cognitive discrepancy. It is possible that the arousal following attitude change is the result of a motivation to follow through with the commitment. Moreover, research using the misattribution paradigm has revealed that discrepancy reduction ...
Attitudes and Attitude Change - psychology at Ohio State University
... positive and negative evaluative reactions are reciprocally activated (i.e. increases in one will be associated with decreases in the other), but that findings from research literatures as diverse as attitude research and animal learning suggest this assumption is often not tenable. Although explici ...
... positive and negative evaluative reactions are reciprocally activated (i.e. increases in one will be associated with decreases in the other), but that findings from research literatures as diverse as attitude research and animal learning suggest this assumption is often not tenable. Although explici ...
Attitude Change: Multiple Roles for Persuasion
... The O.J. Simpson “trial of the century” in the mid-1990s captured the attention of the American populace more than any other public spectacle since the kidnaping of the Lindberg baby in the 1920s. A prominent football player and popular sportscaster was charged with a gruesome double homicide. The a ...
... The O.J. Simpson “trial of the century” in the mid-1990s captured the attention of the American populace more than any other public spectacle since the kidnaping of the Lindberg baby in the 1920s. A prominent football player and popular sportscaster was charged with a gruesome double homicide. The a ...
Processes of social influence through attitude change.
... tial and produce more attitude change than sources of low credibility. A person's credibility or authority (see Cialdini, 2001) stems from his or her reputa tion for having extensive knowledge, expertise, or honesty, and much research has been devoted to these individual source factors in persuasio ...
... tial and produce more attitude change than sources of low credibility. A person's credibility or authority (see Cialdini, 2001) stems from his or her reputa tion for having extensive knowledge, expertise, or honesty, and much research has been devoted to these individual source factors in persuasio ...
Attitudes and Attitude Change - UCSB Department of Sociology
... manifest the qualities of durability and impactfulness” (Krosnick & Petty 1995, p. 2; for a recent review, see Bassili 2008). The assumption is that strong attitudes are more stable across situations and over time and, hence, can consistently be recalled from memory, whereas weak attitudes are less ...
... manifest the qualities of durability and impactfulness” (Krosnick & Petty 1995, p. 2; for a recent review, see Bassili 2008). The assumption is that strong attitudes are more stable across situations and over time and, hence, can consistently be recalled from memory, whereas weak attitudes are less ...
Chapter 2 - Persuasion: Insights from the Self
... attitudes. In line with this reasoning, Petty et al. (2002) found that attitudethought correlations increased as measured thought confidence increased. More specifically, we conducted an initial study in which thought confidence was assessed following a persuasive message along with the traditionall ...
... attitudes. In line with this reasoning, Petty et al. (2002) found that attitudethought correlations increased as measured thought confidence increased. More specifically, we conducted an initial study in which thought confidence was assessed following a persuasive message along with the traditionall ...
The Dynamics of Persuasion
... organized in generally the same way as the first edition. However, in an effort to modernize, reflect the field, and connect with readers, particularly students, I have done much rewriting—actually new writing. Although the format is similar and the skeleton of the '93 book remains, this is, in many ...
... organized in generally the same way as the first edition. However, in an effort to modernize, reflect the field, and connect with readers, particularly students, I have done much rewriting—actually new writing. Although the format is similar and the skeleton of the '93 book remains, this is, in many ...
- eRepository @ Seton Hall
... decision rules based on content; thus, it is optimal for the message to be framed with simple, straightforward wording. Conversely, it was stated that emotional framing allows the reader to use ‘affect-as-information.’ In other words, participants rely on the emotion they experience from reading the ...
... decision rules based on content; thus, it is optimal for the message to be framed with simple, straightforward wording. Conversely, it was stated that emotional framing allows the reader to use ‘affect-as-information.’ In other words, participants rely on the emotion they experience from reading the ...
Behaviour and Attitudes
... going to be, we usually won’t learn much by giving them tests of self-esteem, anxiety, or defensiveness. In a situation with clear-cut demands, we are better off knowing how most people react. Likewise, many critics of psychotherapy began to argue that talking therapies, such as psychoanalysis, seld ...
... going to be, we usually won’t learn much by giving them tests of self-esteem, anxiety, or defensiveness. In a situation with clear-cut demands, we are better off knowing how most people react. Likewise, many critics of psychotherapy began to argue that talking therapies, such as psychoanalysis, seld ...
ATTITUDE CHANGE Persuasion and Social Influence
... private. Kassin & Kiechel (1996) provide a compelling example of the extended consequences of motivated processing. They simulated procedures sometimes used in the interrogation of crime suspects by (falsely) accusing research participants of an act of negligence while they were typing data into a c ...
... private. Kassin & Kiechel (1996) provide a compelling example of the extended consequences of motivated processing. They simulated procedures sometimes used in the interrogation of crime suspects by (falsely) accusing research participants of an act of negligence while they were typing data into a c ...
The influence of trait anxiety on information processing
... is characterized by a reliance on these cues rather than the presence of effortful message elaboration. Individuals are unlikely and unable to exert “considerable mental effort” in processing all messages. Therefore, individuals rely on cues as mental shortcuts to decision making regarding messages ...
... is characterized by a reliance on these cues rather than the presence of effortful message elaboration. Individuals are unlikely and unable to exert “considerable mental effort” in processing all messages. Therefore, individuals rely on cues as mental shortcuts to decision making regarding messages ...
Lecture 6: Brainwashing - Albright College Faculty
... Summary of Lifton’s Research “Behind the web of semantic… confusion lies an image ...
... Summary of Lifton’s Research “Behind the web of semantic… confusion lies an image ...
Central and Peripheral Routes to Sustained Technology Usage
... (ELM). We address two broad research questions (1) what specific processes act to drive behavior change? and (2) does the route of persuasion that is activated for the recipient affect the long-term behavior of the recipient, i.e. are the changes enduring? We use longitudinal data collected in three ...
... (ELM). We address two broad research questions (1) what specific processes act to drive behavior change? and (2) does the route of persuasion that is activated for the recipient affect the long-term behavior of the recipient, i.e. are the changes enduring? We use longitudinal data collected in three ...
Compliance
... commitment is elicited, replaced with a higher offer on the pretence that the lower one could not be honoured Used by salespeople, who say they have to check the offer made with their manager and then get back to you saying it they have to offer a slightly higher price ...
... commitment is elicited, replaced with a higher offer on the pretence that the lower one could not be honoured Used by salespeople, who say they have to check the offer made with their manager and then get back to you saying it they have to offer a slightly higher price ...
Increasing the Effectiveness of Communications to Consumers
... Specifically, if both motivation and ability to process a message are present, elaboration is likely to be high; however, as either motivation or ability decreases, elaboration is likely to be low. Consumers’ motivations can be influenced by several variables, such as the perceived personal relevanc ...
... Specifically, if both motivation and ability to process a message are present, elaboration is likely to be high; however, as either motivation or ability decreases, elaboration is likely to be low. Consumers’ motivations can be influenced by several variables, such as the perceived personal relevanc ...
Increasing the Effectiveness of Communications to Consumers
... Specifically, if both motivation and ability to process a message are present, elaboration is likely to be high; however, as either motivation or ability decreases, elaboration is likely to be low. Consumers’ motivations can be influenced by several variables, such as the perceived personal relevanc ...
... Specifically, if both motivation and ability to process a message are present, elaboration is likely to be high; however, as either motivation or ability decreases, elaboration is likely to be low. Consumers’ motivations can be influenced by several variables, such as the perceived personal relevanc ...
Fundamental Processes Leading to Attitude Change
... people are to think about a message, the more their attitudes are determined by their issue-relevant thoughts in response to the message (Petty, Ostrom, & Brock, 1981). In a persuasion context, issue-relevant elaboration typically involves accessing relevant information from both external and intern ...
... people are to think about a message, the more their attitudes are determined by their issue-relevant thoughts in response to the message (Petty, Ostrom, & Brock, 1981). In a persuasion context, issue-relevant elaboration typically involves accessing relevant information from both external and intern ...
The TARES Test: Five Principles for Ethical Persuasion
... communications—that must be left to philosophers and theologians. What is of primary concern here is examining that relative last end toward which a discussion of applied ethics in the persuasive communication can/should be directed. The immediate end in some forms of persuasive communication is re ...
... communications—that must be left to philosophers and theologians. What is of primary concern here is examining that relative last end toward which a discussion of applied ethics in the persuasive communication can/should be directed. The immediate end in some forms of persuasive communication is re ...
Chapter 20: Attitudes and Social Influence
... everything you hope to be. He is a successful musician, has many famous friends, and seems to know a great deal about everything. In many ways you identify with him and copy his behavior. One night, during an intense conversation, your uncle asks you why you do not vote. At first, you feel defensive ...
... everything you hope to be. He is a successful musician, has many famous friends, and seems to know a great deal about everything. In many ways you identify with him and copy his behavior. One night, during an intense conversation, your uncle asks you why you do not vote. At first, you feel defensive ...
Attitudes, meaning, emotion and motivation in design for behaviour
... presenting an argued explanation of why the message is correct. For this to work, [t]he message recipient attends to the message arguments, attempts to understand them, and then evaluates them. Some arguments lead to favorable thoughts, whereas others lead to counterarguments. The person then inte ...
... presenting an argued explanation of why the message is correct. For this to work, [t]he message recipient attends to the message arguments, attempts to understand them, and then evaluates them. Some arguments lead to favorable thoughts, whereas others lead to counterarguments. The person then inte ...
2 Attitude Change and Persuasion
... and attitudes. In general, being certain about a thought or attitude means that one holds the thought or attitude with confidence or conviction and believes it is valid (Rucker et al., 2014). This feeling of confidence or conviction can stem from one's perception that the thought or attitude is corr ...
... and attitudes. In general, being certain about a thought or attitude means that one holds the thought or attitude with confidence or conviction and believes it is valid (Rucker et al., 2014). This feeling of confidence or conviction can stem from one's perception that the thought or attitude is corr ...
Persuasion
Persuasion is an umbrella term of influence. Persuasion can attempt to influence a person's beliefs, attitudes, intentions, motivations, or behaviors. In business,persuasion is a process aimed at changing a person's (or a group's) attitude or behavior toward some event, idea, object, or other person(s), by using written or spoken words to convey information, feelings, or reasoning, or a combination thereof. Persuasion is also an often used tool in the pursuit of personal gain, such as election campaigning, giving a sales pitch, or in trial advocacy. Persuasion can also be interpreted as using one's personal or positional resources to change people's behaviors or attitudes.Systematic persuasion is the process through which attitudes or beliefs are leveraged by appeals to logic and reason. Heuristic persuasion on the other hand is the process through which attitudes or beliefs are leveraged by appeals to habit or emotion.