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Attitudes and Persuasion: Classic and Contemporary Approaches
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In this paper, the authors present a general framework for understanding attitude change processes, including the message-learning approach and the self-persuasion approach, as well as other approaches.Abstract:
Attitudes and Persuasion -- Foreword -- Preface -- Attitudes and Persuasion -- Introduction to Attitudes and Persuasion -- Conditioning and Modeling Approaches -- The Message-learning Approach -- Judgmental Approaches -- Motivational Approaches -- Attributional Approaches -- Combinatory Approaches -- Self-persuasion Approaches -- Epilog: A General Framework for Understanding Attitude Change Processesread more
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Effects of Source Congruity on Brand Attitudes and Beliefs: The Moderating Role of Issue-Relevant Elaboration
Amna Kirmani,Baba Shiv +1 more
TL;DR: In this paper, the conditions under which source congruity affects brand attitudes and beliefs were examined, and it was shown that when the level of issue-relevant elaboration is high, the effect on brand attitudes was negligible.
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Reactive Devaluation of an “Israeli” vs. “Palestinian” Peace Proposal:
TL;DR: In this article, three studies used the Palestinian-Israeli context to investigate the tendency for political antagonists to derogate each other's compromise proposals, and explored the role that differences in construal of proposal terms play in mediating reactive devaluation.
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Uneven progress: Social psychology and the study of attitudes.
TL;DR: In this paper, the effects of attitudes on behavior were examined in research on the attitude-behavior relation, and their effects on information processing are examined in the field of attitudinal selectivity.
Journal ArticleDOI
Tension and trust in international business negotiations: American executives negotiating with Chinese executives
TL;DR: In this article, the antecedents and consequences of tension felt during international business negotiations were analyzed using a structural equations approach and then a more exploratory content analysis, finding that the tension felt decreased the likelihood of an agreement, did not affect interpersonal attraction, but did have a direct negative effect on trust.
Journal ArticleDOI
The role of affective choice mode in the consumer purchase of expressive products
TL;DR: In this article, a concept of affective choice mode is developed based on Zajonc's (1980) thesis, and it is argued that when products are expressive (i.e., they are sought for psycho-social goals rather than for utilitarian goals), then the predominant mode of consumer brand selection is the Affective Choice mode.
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