Journal ArticleDOI
Central and peripheral routes to persuasion: An individual difference perspective.
TLDR
Deux experiences differenciant les sujets selon le niveau de leurs besoins en cognition examinent les effets de ces derniers sur le traitement d'un message and le persuasion and mettent a l'epreuve un modele associant un mode de pensee extensif a plus forte correspondance entre attitude and comportement as mentioned in this paper.Abstract:
Deux experiences differenciant les sujets selon le niveau de leurs besoins en cognition examinent les effets de ces derniers sur le traitement d'un message et le persuasion et mettent a l'epreuve un modele associant un mode de pensee extensif a une plus forte correspondance entre attitude et comportementread more
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Journal ArticleDOI
Establishing a causal chain: why experiments are often more effective than mediational analyses in examining psychological processes.
TL;DR: It is argued that when it is easy to manipulate and measure a proposed psychological process that a series of experiments that demonstrates the proposed causal chain is superior, and that designs that examine underlying process by utilizing moderation can be effective.
Journal ArticleDOI
Relationship between attitudes and evaluative space: A critical review, with emphasis on the separability of positive and negative substrates.
TL;DR: In this article, the authors suggest that this bipolar dimension is insufficient to portray comprehensively positive and negative evaluative processes and that the question is not whether such processes are reciprocally activated, but under what conditions they are not reciprocally, non-reciprocally, or independently activated.
Book ChapterDOI
Attitudes, Traits, and Actions: Dispositional Prediction of Behavior in Personality and Social Psychology
TL;DR: In this article, the authors examined the relation between two or more actions that were assumed to reflect the same underlying disposition, and provided little evidence to support the postulated existence of stable, underlying attitudes within the individual, which influence both verbal expressions and actions.
Journal ArticleDOI
Forming attitudes that predict future behavior: a meta-analysis of the attitude-behavior relation.
TL;DR: The findings indicated that attitudes correlated with a future behavior more strongly when they were easy to recall and stable over time and when participants had direct experience with the attitude object and reported their attitudes frequently.
Attitude change: Multiple roles for persuasion variables.
Abstract: OVERVIEW 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 attorneys for the prosecution and defense were of various races and genders. The evidence presented on each side was at times amazingly simple, visual, and emotional, and at times was verbal, abstract, and probably incomprehensible to jurors. The witnesses included individuals of diverse styles, demeanors, and credibility. The jurors, the recipients of the messages from these various sources, were themselves a mixed group of people of diverse backgrounds, beliefs, and personal experiences who had to sift through the trial material and arrive at a decision as to whether the defendant had been proven guilty or not. The context in which all of this took place was at times tense and sad, and at times filled with humor and positive feelings. Not surprisingly, no experiment has ever captured the extraordinary complexity inherent in this situation, yet almost all of the variables present in this trial (and many not present) have been examined in the social psychological literature on attitude formation and change. This chapter provides an overview of research on these diverse variables and addresses the processes by which these variables are thought to result in influence. Although it has become a cliché to say that the attitude construct is the most indispensable concept in contemporary social psychology, this statement appears as true today as when Allport (1935) initially wrote it in reviews of the attitude concept). Attitudes remain important as we enter the 21st century because of the fundamental role that individuals' attitudes, both explicit and implicit (Greenwald & Banaji, 1995), play in the critical choices people make regarding their own health and security as well as those of their families, friends, and nations. From purchase decisions provoked by liking for a product to wars spurned by ethnic prejudices, attitudes help to determine a wide variety of potentially consequential outcomes. Before turning to the relevant studies, it is useful to address some definitional issues. The term attitude is used to refer to a person's overall evaluation of persons (including oneself), objects, and issues. Thus, one's attitude refers to how favorably or unfavorably or how positively or negatively in general …
References
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Journal ArticleDOI
Self-efficacy: toward a unifying theory of behavioral change.
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Telling more than we can know: Verbal reports on mental processes.
TL;DR: In this paper, it was shown that people are sometimes unaware of the existence of a stimulus that influenced a response, unaware of its existence, and unaware that the stimulus has affected the response.
Book ChapterDOI
The elaboration likelihood model of persuasion
TL;DR: This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion, and outlines the two basic routes to persuasion.