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Crano, W. D., & Gardikiotis, A. (in press). Attitudes and attitude change. In J. D. Wright (Ed.) International Encyclopedia of Social and Behavioral Sciences (2nd ed.). Oxford, UK: Elsevier.
Abstract
This self-‐ archived version is provided for non-‐ commercial and scholarly purposes only Crano, W. D., & Gardikiotis, A. (in press). Attitudes and attitude change. In J. D. Wright (Ed.) International Encyclopedia of Social and Behavioral Sciences (2 nd ed.). Oxford, UK: Elsevier.
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A meta-analysis of 14 studies reporting the effect of argument strength on attitude under various mood states was conducted. The analyses included 39 estimates of effect size that were used to test the predictions of the processing deficit perspectives (i.e., motivational or ability deficits) and the hedonic contingency model. The results were most consistent with the hedonic contingency model, indicating that participants’ processing of messages seemedto be motivated toward attaining or maintaining positive moods.
This chapter details the development of the context/comparison model, applied to the analysis of indirect minority influence. The model assumes that minorities generally cannot affect strongly established beliefs. When ingroup, however, the persuasive minority evokes leniency in its message targets. While change is resisted, the ingroup minority's message is elaborated, and the minority itself is not derogated. Such a pattern introduces an imbalance into the attitude structure, and beliefs proximate to the focal attitude may be affected. Research involving norm formation and established attitudes yields results consistent with these expectations, and highlights the cognitive underpinnings of such indirect changes.
This article is a reply to R. E. Petty and J. T. Cacioppo's (see record
1990-19685-001) critique of our meta-analysis in which we concluded that research has established 3 different types of involvement with distinctly different effects on persuasion (B. T. Johnson and A. H. Eagly; see record
1990-01215-001). We first correct their summary of our review. In response to their claim that outcome-relevant and value-relevant involvement are best reduced to a single construct, we assert that this proposal fails to account for existing research findings and provides only a highly speculative account of the processes that might mediate the impact of involvement on persuasion. We then reaffirm our earlier conclusion that the effects of outcome-relevant involvement are especially unstable when messages contain weak arguments. In fact, this conclusion is underscored by 4 studies that Johnson conducted after completing the meta-analysis. Finally, we explain how the methodological features of our review that Petty and Cacioppo fault are consistent with established principles of meta-analytic reviewing. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
In Exp I, 183 undergraduates read a persuasive message from a likable or unlikable communicator who presented 6 or 2 arguments on 1 of 2 topics. High involvement (HI) Ss anticipated discussing the message topic at a future experimental session, whereas low-involvement (LI) Ss anticipated discussing a different topic. For HI Ss, opinion change was significantly greater given 6 arguments but was unaffected by communicator likability. For LI Ss, opinion change was significantly greater given a likable communicator but was unaffected by the argument's manipulation. In Exp II with 80 similar Ss, HI Ss showed slightly greater opinion change when exposed to 5 arguments from an unlikable (vs 1 argument from a likable) communicator, whereas LI Ss exhibited significantly greater persuasion in response to 1 argument from a likable (vs 5 arguments from an unlikable) communicator. Findings support the idea that HI leads message recipients to employ a systematic information processing strategy in which message-based cognitions mediate persuasion, whereas LI leads recipients to use a heuristic processing strategy in which simple decision rules mediate persuasion. Support was also obtained for the hypothesis that content- vs source-mediated opinion change would result in greater persistence. (37 ref) (PsycINFO Database Record (c) 2004 APA, all rights reserved)
Students in an introductory psychology course at the University of Hawaii were contacted by telephone and positively or negatively reinforced with "good" for agreement or disagreement with a series of opinion statements relating to the creation of a Springtime Aloha Week. Approximately a wk. later a "Local Issues Questionnaire" was passed out in the introductory class. 2/3 of the way through this questionnaire occurred an item measuring attitude toward the creation of a Springtime Aloha Week. It was found that verbal reinforcement produced an effect on the telephone responses that carried over to the attitude questionnaire. These results were interpreted as indicating that verbal reinforcement in an interview situation can produce a genuine effect upon attitude and not just a transitory effect upon interview responses.
Study of attitudes and persuasion remains a defining characteristic of contemporary social psychology. This review outlines recent advances, with emphasis on the relevance of today's work for perennial issues. We reiterate the distinction between attitude formation and change, and show its relevance for persuasion. Single- and dual-process models are discussed, as are current views on dissonance theory. Majority and minority influence are scrutinized, with special emphasis on integrative theoretical innovations. Attitude strength is considered, and its relevance to ambivalence and resistance documented. Affect, mood, and emotion effects are reviewed, especially as they pertain to fear arousal and (un)certainty. Finally, we discuss attitude-behavior consistency, perhaps the reason for our interest in attitudes in the first place, with emphasis on self-interest and the theory of planned behavior. Our review reflects the dynamism and the reach of the area, and suggests a sure and sometimes rapid accumulation of knowledge and understanding.
This research was concerned with factors that affect adolescents' evaluations of persuasive anti-inhalant messages and the association of these evaluations with usage intentions. Sixth and 7th graders (N=894) received anti-inhalant messages that varied as a result of the factorial combination of message source (doctor or peer), suggested harm (social or physical), and target (message was addressed directly or indirectly to receivers). Manipulated variables were crossed with inhalant-user status (resolute nonuser, vulnerable nonuser, and user). Significant (p<.01) target and status effects on message evaluation were found. Significant interactions of status with each of the manipulated variables also emerged. Users were resistant to threatened physical harms, but suggested harms did not differentially affect resolute nonusers or vulnerable nonusers. Users and vulnerable nonusers evaluated the message more positively when targeted indirectly (p<.05). Vulnerable nonusers were more receptive to peer sources, whereas users preferred adult sources. Message evaluation was significantly associated with inhalant usage intentions (r=-.22), and this association held even after the contributions of sex, sensation seeking, acculturation, prior use, familism, and assumed peer usage were accounted for in a multiple regression analysis (overall R(2)=.24).
Whereas previous evaluative conditioning (EC) studies produced inconsistent results concerning the role of contingency knowledge, there are classical eye-blink conditioning studies suggesting that declarative processes are involved in trace conditioning but not in delay conditioning. In two EC experiments pairing neutral sounds (conditioned stimuli; CSs) with affective pictures (unconditioned stimuli; USs), we tested whether the type of conditioning procedure affects the relationship between awareness and EC. Auditory CSs and visual USs were either overlapping and co-terminating (Delay Conditioning Group), or they were separated by a short temporal gap (Trace Conditioning Group). In both groups, contingency awareness was manipulated by varying the duration at which the US was presented during conditioning. Furthermore, in addition to a post-conditioning measure of awareness, US detectability was measured concurrently during the learning phase in Experiment 2. US exposure duration affected both measures of awareness. The data of both experiments demonstrate that EC does not occur if the USs are presented at very brief durations, but reliable EC effects can be observed at longer US exposure durations. As there were no differences between trace and delay conditioning, the data suggest that contingency awareness plays a crucial role in trace and in delay conditioning of evaluative responses. These results challenge automatic association-formation accounts of EC, but they are in line with ‘single-process’ accounts assuming EC to be dependent on conscious declarative knowledge about CS–US contingencies.
Discusses right to refuse treatment which has been one of the most controversial issues in mental health law over the past almost 30 years. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
This chapter examines the contexts in which people will process more deeply, and therefore be more influenced by, a position that is supported by either a numerical majority or minority. The chapter reviews the major theories of majority and minority influence with reference to which source condition is associated with most message processing (and where relevant, the contexts under which this occurs) and experimental research examining these predictions. The chapter then presents a new theoretical model (the source‐context‐elaboration model, SCEM) that aims to integrate the disparate research findings. The model specifies the processes underlying majority and minority influence, the contexts under which these processes occur and the consequences for attitudes changed by majority and minority influence. The chapter then describes a series of experiments that address each of the aspects of the theoretical model. Finally, a range of research‐related issues are discussed and future issues for the research area as a whole are considered.
The project conceived in 1929 by Gardner Murphy and the writer aimed first to present a wide array of problems having to do with five major "attitude areas"--international relations, race relations, economic conflict, political conflict, and religion. The kind of questionnaire material falls into four classes: yes-no, multiple choice, propositions to be responded to by degrees of approval, and a series of brief newspaper narratives to be approved or disapproved in various degrees. The monograph aims to describe a technique rather than to give results. The appendix, covering ten pages, shows the method of constructing an attitude scale. A bibliography is also given.
Motivational and cognitive mediators of the reduced processing of persuasive messages shown by recipients in a positive mood were tested. Ss in positive or neutral moods read strong or weak counterattitudinal advocadies for either a limited time or for as long as they wanted. Under limited exposure conditions, neutral mood Ss showed attitude change indicative of systemic processing, whereas positive mood Ss showed no differentiation of strong and weak versions of the message. When message exposure was unlimited, positive mood Ss viewed the message longer than did neutral mood Ss and systematically processed it rather than relying on persuasion heuristics. These findings replicated with 2 manipulations of mood and 2 different attitude issues. We interpret the results as providing evidence that reduced cognitive capacity to process the message contributes to the decrements shown by positive mood Ss.
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