Publisher Summary
This chapter outlines the two basic routes to persuasion. One route is based on the thoughtful consideration of arguments central to the issue, whereas the other is based on the affective associations or simple inferences tied to peripheral cues in the persuasion context. This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion. One of the basic postulates of the Elaboration Likelihood Model—that variables may affect persuasion by increasing or decreasing scrutiny of message arguments—has been highly useful in accounting for the effects of a seemingly diverse list of variables. The reviewers of the attitude change literature have been disappointed with the many conflicting effects observed, even for ostensibly simple variables. The Elaboration Likelihood Model (ELM) attempts to place these many conflicting results and theories under one conceptual umbrella by specifying the major processes underlying persuasion and indicating the way many of the traditionally studied variables and theories relate to these basic processes. The ELM may prove useful in providing a guiding set of postulates from which to interpret previous work and in suggesting new hypotheses to be explored in future research.

/pdf/the-elaboration-likelihood-model-of-persuasion-3y2y5dyvfe.pdf

The elaboration likelihood model of persuasion

Lincoln, Yvonna, and Egon Guba, "Postpositivism and the Naturalist Paradigm," pp. 14-46 in Yvonna Lincoln and Egon Guba, Naturalistic Inquiry . Beverly Hills, CA: Sage, 1985.*

Social behavior is ordinarily treated as being under conscious (if not always thoughtful) control. However, considerable evidence now supports the view that social behavior often operates in an implicit or unconscious fashion. The identifying feature of implicit cognition is that past experience influences judgment in a fashion not introspectively known by the actor. The present conclusion--that attitudes, self-esteem, and stereotypes have important implicit modes of operation--extends both the construct validity and predictive usefulness of these major theoretical constructs of social psychology. Methodologically, this review calls for increased use of indirect measures--which are imperative in studies of implicit cognition. The theorized ordinariness of implicit stereotyping is consistent with recent findings of discrimination by people who explicitly disavow prejudice. The finding that implicit cognitive effects are often reduced by focusing judges' attention on their judgment task provides a basis for evaluating applications (such as affirmative action) aimed at reducing such unintended discrimination.

/pdf/implicit-social-cognition-attitudes-self-esteem-and-2j32pp6h9o.pdf

Implicit Social Cognition: Attitudes, Self-Esteem, and Stereotypes.

A review is presented of the book “Heuristics and Biases: The Psychology of Intuitive Judgment,” edited by Thomas Gilovich, Dale Griffin, and Daniel Kahneman.

Heuristics and Biases: The Psychology of Intuitive Judgment

https://science.sciencemag.org/content/sci/5/110/206.full.pdf

The american psychological association.

Publisher Summary The chapter presents evidence consistent with the observations of Roethke and Vargas Llosa that introspection can be disruptive. The focus is on one type of introspection-thinking—the reasons for one's feelings. The chapter demonstrates that this type of thought can cause people to change their minds about the way they feel and lead to a disconnection between their attitudes and their behavior. It is clear that asking people to think about reasons will often produce attitude change, particularly for affectively based attitudes. The direction of this change, however, has been difficult to predict. The chapter explains people who think about reasons and end up with an attitude that is significantly more negative or positive, on the average, than the attitudes of control subjects. The direction of attitude change is difficult to predict, because it is closely related to the hypothesis about the generation of a biased sample of reasons. In the chapter, there are at least two sorts of harmful attitudes that might be changed by thinking about reasons—those that are undesirable from the individual's perspective and those that are undesirable from a societal perspective.

Introspection, attitude change, and attitude-behavior consistency: the disruptive effects of explaining why we feel the way we do

The American Psychological Association (APA) advocates the use of person-first language (e.g., people with disabilities) to refer to individuals with disabilities in daily discourse and to reduce bias in psychological writing. Disability culture advocates and disability studies scholars have challenged the rationale for and implications of exclusive person-first language use, promoting use of identity-first language (e.g., disabled people). We argue that psychologists should adopt identity-first language alongside person-first constructions to address the concerns of disability groups while promoting human dignity and maintaining scientific and professional rigor. We review the evolution of disability language and then discuss the major models used to characterize disability and people with disabilities. The rationale for person-first language and the emergence of identity-first language, respectively, are linked to particular models. We then discuss some language challenges posed by identity-first language and the current intent of person-first language, suggesting that psychologists make judicious use of the former when it is possible to do so. We conclude by offering five observations of ways that use of both person-first and identity-first language could enhance psychologists' cultural competence regarding disability issues in personal and scientific communications.

Person-first and identity-first language: Developing psychologists' cultural competence using disability language.

1. Adjusting to Modern Life. 2. Theories of Personality. 3. Stress and Its Effects. 4. Coping Processes. 5. Psychology and Physical Health. 6. The Self. 7. Social Thinking and Social Influence. 8. Interpersonal Communication. 9. Friendship and Love. 10. Marriage and Intimate Relationships. 11. Gender and Behavior. 12. Development and Expression of Sexuality. 13. Careers and Work. 14. Psychological Disorders. 15. Psychotherapy. 16. Positive Psychology.

Dana S. Dunn

Papers

Introspection, attitude change, and attitude-behavior consistency: the disruptive effects of explaining why we feel the way we do

Person-first and identity-first language: Developing psychologists' cultural competence using disability language.

Psychology Applied to Modern Life: Adjustment in the 21st Century

Well-being following amputation: Salutary effects of positive meaning, optimism, and control.

The disruptive effects of explaining attitudes: The moderating effect of knowledge about the attitude object