Effects of Involvement on Persuasion
... The opposite prediction about involvement's effects was generated by Zimbardo (1960)within a cognitive dissonance 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 de ...
... The opposite prediction about involvement's effects was generated by Zimbardo (1960)within a cognitive dissonance 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 de ...
Elaboration and Attitude Strength
... Thus, these studies supported the role of elaboration in three primary strength outcomes: attitude–behavior correspondence, resistance to persuasion, and persistence over time. However, the most direct evidence, placing measures of elaboration in the mediating role, has only come to light quite rece ...
... Thus, these studies supported the role of elaboration in three primary strength outcomes: attitude–behavior correspondence, resistance to persuasion, and persistence over time. However, the most direct evidence, placing measures of elaboration in the mediating role, has only come to light quite rece ...
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 ...
The Persuasion Knowledge Model: How People Cope with
... agent. As one's role shifts, one's perspective shifts, but one's understanding of both roles is retained. Finally, sometimes a person will shift roles and perspectives within the course of an interaction, for example, when a consumer tries to bargain or negotiate, or attempts to induce a salesperson ...
... agent. As one's role shifts, one's perspective shifts, but one's understanding of both roles is retained. Finally, sometimes a person will shift roles and perspectives within the course of an interaction, for example, when a consumer tries to bargain or negotiate, or attempts to induce a salesperson ...
Attitudes and Attitude Change - UCSB Department of Sociology
... the representation of an object is linked to a global evaluation; encountering the object will thus bring to mind the global evaluation by means of an associative link. The MCM makes similar structural assumptions but includes the possibility that an object is linked to more than one summary evaluat ...
... the representation of an object is linked to a global evaluation; encountering the object will thus bring to mind the global evaluation by means of an associative link. The MCM makes similar structural assumptions but includes the possibility that an object is linked to more than one summary evaluat ...
The Dynamics of Ambivalence: Evaluative Conflict in Attitudes and
... stay uncommitted as well as to the univalent control group that did not have to choose. The results of their second study are depicted in Figure 1 and show an increase in arousal in each of the three experimental conditions starting at baseline, via the introduction of the forthcoming choice to the ...
... stay uncommitted as well as to the univalent control group that did not have to choose. The results of their second study are depicted in Figure 1 and show an increase in arousal in each of the three experimental conditions starting at baseline, via the introduction of the forthcoming choice to the ...
2 Attitude Change and Persuasion
... the central route. The more persuasion is based on thoughtful processing - that is, the more central route the process is - the more it tends to persist over time, resist attempts at change, and have consequences for other judgments and behavior (Petty, Haugtvedt, & Smith, 1995). To offer one exampl ...
... the central route. The more persuasion is based on thoughtful processing - that is, the more central route the process is - the more it tends to persist over time, resist attempts at change, and have consequences for other judgments and behavior (Petty, Haugtvedt, & Smith, 1995). To offer one exampl ...
Exploring Two Routes to Persuasion
... ability nor the motivation to evaluate everything carefully. Think about it. You are a busy person with many things to do. Add to this busyness the fact that you live in a complex world. Even if you are the type of person who loves to evaluate (Jarvis & Petty, 1996) and enjoys thinking about most th ...
... ability nor the motivation to evaluate everything carefully. Think about it. You are a busy person with many things to do. Add to this busyness the fact that you live in a complex world. Even if you are the type of person who loves to evaluate (Jarvis & Petty, 1996) and enjoys thinking about most th ...
How Theories of Persuasion Apply to Marketing and
... implications. First, it determines which components of a persuasive communication will be the most effective, either central cues (message quality) or peripheral cues (mood, expertise, source attractiveness). This helps explain the rather counterintuitive finding that quality of the message may have ...
... implications. First, it determines which components of a persuasive communication will be the most effective, either central cues (message quality) or peripheral cues (mood, expertise, source attractiveness). This helps explain the rather counterintuitive finding that quality of the message may have ...
Fundamental Processes Leading to Attitude Change
... in cancer prevention topics such as dieting simply because they often do not see them as personally relevant or important to their lives. Because of these challenges, it is essential for cancer-related researchers to understand what variables successfully engage the thoughtful processing of cancer-r ...
... in cancer prevention topics such as dieting simply because they often do not see them as personally relevant or important to their lives. Because of these challenges, it is essential for cancer-related researchers to understand what variables successfully engage the thoughtful processing of cancer-r ...
Increasing the Effectiveness of Communications to Consumers
... to enhance their effectiveness. In particular, the goal of this article is to focus on how to create effective public policy communications by applying the elaboration likelihood model (ELM) of persuasion (Petty and Cacioppo 1986b) and by integrating more recent developments on attitude certainty (R ...
... to enhance their effectiveness. In particular, the goal of this article is to focus on how to create effective public policy communications by applying the elaboration likelihood model (ELM) of persuasion (Petty and Cacioppo 1986b) and by integrating more recent developments on attitude certainty (R ...
Increasing the Effectiveness of Communications to Consumers
... to enhance their effectiveness. In particular, the goal of this article is to focus on how to create effective public policy communications by applying the elaboration likelihood model (ELM) of persuasion (Petty and Cacioppo 1986b) and by integrating more recent developments on attitude certainty (R ...
... to enhance their effectiveness. In particular, the goal of this article is to focus on how to create effective public policy communications by applying the elaboration likelihood model (ELM) of persuasion (Petty and Cacioppo 1986b) and by integrating more recent developments on attitude certainty (R ...
Dual Process Theories
... to engage in effortful processing. Heuristic processing, in contrast, relies on the activation, accessibility, and applicability of learned heuristics that require relatively few cognitive resources (e.g., I agree with people I like). According to the HSM, the likelihood that an individual engages i ...
... to engage in effortful processing. Heuristic processing, in contrast, relies on the activation, accessibility, and applicability of learned heuristics that require relatively few cognitive resources (e.g., I agree with people I like). According to the HSM, the likelihood that an individual engages i ...
Autism-Spectrum Disorder: Testing Perceptions of Reality through
... research indicates that other information processing systems may also interact with reality using heuristics. Heuristics are mental-shortcuts that are used to facilitate cognitively effortless interaction with the environment, but they often affect accuracy. Individuals with Autism Spectrum Disorder ...
... research indicates that other information processing systems may also interact with reality using heuristics. Heuristics are mental-shortcuts that are used to facilitate cognitively effortless interaction with the environment, but they often affect accuracy. Individuals with Autism Spectrum Disorder ...
The influence of trait anxiety on information processing
... This study explored the influence of trait anxiety on information processing in persuasive situations, and investigated cognitive load as a mediator of this relationship. The research presented was based off DeBono and McDermott’s (1994) framework for exploring trait anxiety and persuasion. The theo ...
... This study explored the influence of trait anxiety on information processing in persuasive situations, and investigated cognitive load as a mediator of this relationship. The research presented was based off DeBono and McDermott’s (1994) framework for exploring trait anxiety and persuasion. The theo ...
ATTITUDE CHANGE Persuasion and Social Influence
... when the initial motivated judgment is retrieved in new settings or when the information on which the judgment was based is retrieved, given that the motivated processing yielded a biased representation of the original information. Thus, because motives affect the judgments and the judgment-relevant ...
... when the initial motivated judgment is retrieved in new settings or when the information on which the judgment was based is retrieved, given that the motivated processing yielded a biased representation of the original information. Thus, because motives affect the judgments and the judgment-relevant ...
Persuasion - psychology at Ohio State University
... 1980s saw the emergence of several such theories in social psychology generally and in the field of persuasion in particular. Most notably, the elaboration likelihood model (ELM; Petty & Cacioppo, 1981, 1986) and the heuristic-systematic model (HSM; Chaiken, Liberman, & Eagly, 1989) articulated mult ...
... 1980s saw the emergence of several such theories in social psychology generally and in the field of persuasion in particular. Most notably, the elaboration likelihood model (ELM; Petty & Cacioppo, 1981, 1986) and the heuristic-systematic model (HSM; Chaiken, Liberman, & Eagly, 1989) articulated mult ...
Syntax in music and language: The role of cognitive control
... processing paradigms, where readers’ slowed processing of temporary syntactic ambiguities is especially pronounced when the disambiguating word is paired with a harmonically unexpected chord (Slevc, Rosenberg, & Patel, 2009; also see Hoch, Poulin-Charronnat, & Tillmann, 2011, for related findings). ...
... processing paradigms, where readers’ slowed processing of temporary syntactic ambiguities is especially pronounced when the disambiguating word is paired with a harmonically unexpected chord (Slevc, Rosenberg, & Patel, 2009; also see Hoch, Poulin-Charronnat, & Tillmann, 2011, for related findings). ...
Perspectives on Psychological Science (in press)
... Chaiken, Liberman, & Eagly, 1989) articulated multiple processes by which variables could affect attitudes in different situations. What was unique about these theories compared to the earlier duality approaches is that the new theories did not confound content and process. Recall that in Hovland’s ...
... Chaiken, Liberman, & Eagly, 1989) articulated multiple processes by which variables could affect attitudes in different situations. What was unique about these theories compared to the earlier duality approaches is that the new theories did not confound content and process. Recall that in Hovland’s ...
"The Inherence Heuristic: Generating Everyday Explanations" in
... in memory is equally accessible. When I think of mac-and-cheese, I can effortlessly retrieve information about its creamy taste and its artery-clogging nutritional content; in contrast, it might take me several seconds to retrieve information about how much a box of Kraft mac-and-cheese costs at my ...
... in memory is equally accessible. When I think of mac-and-cheese, I can effortlessly retrieve information about its creamy taste and its artery-clogging nutritional content; in contrast, it might take me several seconds to retrieve information about how much a box of Kraft mac-and-cheese costs at my ...
The Emotional‐Cognitive Processing Model
... hampered by the fact that people have limited cognitive resources. This limitation forces people to ration their cognitive resources, forcing them to weigh the “correctness” of a decision with the resources necessary to reach it. Hence, people are motivated to make “correct” decisions in an efficien ...
... hampered by the fact that people have limited cognitive resources. This limitation forces people to ration their cognitive resources, forcing them to weigh the “correctness” of a decision with the resources necessary to reach it. Hence, people are motivated to make “correct” decisions in an efficien ...
Chapter 7
... 74. In surveys conducted on groups of younger and older people over several years, the results supported the _______ explanation for how age plays a role in persuasion. A. generational B. life cycle C. age D. time ...
... 74. In surveys conducted on groups of younger and older people over several years, the results supported the _______ explanation for how age plays a role in persuasion. A. generational B. life cycle C. age D. time ...
Sample Test 1 (Word)
... 1. Which of the following statements best reflects the view of persuasion offered by Gass & Seiter? a. On balance, persuasion probably does more harm than good in the world. b. Persuasion is an essential feature of human interaction. c. Persuasion emphasizes manipulation, communication emphasizes co ...
... 1. Which of the following statements best reflects the view of persuasion offered by Gass & Seiter? a. On balance, persuasion probably does more harm than good in the world. b. Persuasion is an essential feature of human interaction. c. Persuasion emphasizes manipulation, communication emphasizes co ...
Ability - Social Cognition Lab
... A personality variable reflecting the extent to which people engage in and enjoy effortful cognitive activities. Sample Items: I usually end up deliberating about issues even when they do not affect me personally. I only think as hard as I have to. (R) ...
... A personality variable reflecting the extent to which people engage in and enjoy effortful cognitive activities. Sample Items: I usually end up deliberating about issues even when they do not affect me personally. I only think as hard as I have to. (R) ...