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Banks LM, Brannon LA. Does Considering the Consequences of Selective Exposure Help Reduce Selective Exposure Behaviors? Psychol Rep 2023:332941231189214. [PMID: 37449741 DOI: 10.1177/00332941231189214] [Citation(s) in RCA: 0] [Impact Index Per Article: 0] [Reference Citation Analysis] [Abstract] [Key Words] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 07/18/2023]
Abstract
Selective exposure (the tendency to avoid information one disagrees with) is particularly easy to do and leads to problematic outcomes. This study investigated if personally relevant message frames would increase participant engagement and agreement when reading a counterattitudinal message. Participants (N = 180) were randomly assigned into one of three message frames: the idea attack frame asked participants to recall a time their ideas were attacked or summarily dismissed; the unable to defend position frame asked participants to recall a time they were vulnerable due to a lack of knowledge; and an irrelevant-frame control. Participants then read a counterattitudinal message about increasing internet service taxes. Next, participants rated their message agreement, and self-perceived engagement level. Although the messages did not influence agreement, the unable to defend position and the idea attack frames influenced participants to be more engaged with the message. This suggests that people are motivated to engage more with a counterattitudinal message when they are reminded of a time in which they were vulnerable due to a lack of knowledge or when others were summarily dismissive of their own ideas. Overall, both frames showed some promise and should be explored further.
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Affiliation(s)
- Lane M Banks
- Department of Psychological Sciences, Kansas State University, Manhattan, KS, USA
| | - Laura A Brannon
- Department of Psychological Sciences, Kansas State University, Manhattan, KS, USA
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2
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Linne R, Hildebrandt J, Bohner G, Erb HP. Sequential information processing in persuasion. Front Psychol 2022; 13:902230. [PMID: 36148101 PMCID: PMC9487525 DOI: 10.3389/fpsyg.2022.902230] [Citation(s) in RCA: 0] [Impact Index Per Article: 0] [Reference Citation Analysis] [Abstract] [Track Full Text] [Download PDF] [Figures] [Journal Information] [Subscribe] [Scholar Register] [Received: 03/22/2022] [Accepted: 07/28/2022] [Indexed: 11/23/2022] Open
Abstract
We present a theory of sequential information processing in persuasion (SIP). It extends assumptions of the heuristic-systematic model, in particular the idea that information encountered early in a persuasion situation may affect the processing of subsequent information. SIP also builds on the abstraction from content-related dichotomies in accord with the parametric unimodel of social judgment. SIP features one constitutional axiom and three main postulates: (A) Persuasion is the sequential processing of information that is relevant to judgment formation. (1) Inferences drawn from initial information may bias the processing of subsequent information if they are either activated rules or valence expectations that are relevant to the subsequent information. (2) Inferences drawn from initial information are resistant to change. Thus, the interpretation of subsequent information is assimilated to inferences drawn from the initial information. Or, if assimilation is impossible, contrast effects occur. (3) The overall effect of a persuasion attempt corresponds to the recipient’s judgment at the moment the processing of information is terminated. We illustrate how our predictions for assimilation and contrast effects may be tested by presenting results from an experiment (N = 216) in which we presented exactly the same arguments but varied the processing sequence. We discuss theoretical and applied implications of sequence effects for persuasion phenomena, as well as challenges for further research developing and testing the theory.
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Affiliation(s)
- Roman Linne
- Faculty of Humanities and Social Sciences, Helmut Schmidt University, Hamburg, Germany
- *Correspondence: Roman Linne,
| | | | - Gerd Bohner
- Department of Psychology, Bielefeld University, Bielefeld, Germany
| | - Hans-Peter Erb
- Faculty of Humanities and Social Sciences, Helmut Schmidt University, Hamburg, Germany
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Abeywickrama RS, Laham SM. Meta-Cognition Predicts Attitude Depolarization and Intentions to Engage With the Opposition Following Pro-Attitudinal Advocacy. SOCIAL PSYCHOLOGY 2020. [DOI: 10.1027/1864-9335/a000424] [Citation(s) in RCA: 1] [Impact Index Per Article: 0.3] [Reference Citation Analysis] [Abstract] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 11/23/2022]
Abstract
Abstract. Across two studies we show that attitudes can paradoxically depolarize when people advocate for their own opinions. In Study 1 ( n = 276), we show that attitude depolarization is driven by how much meta-cognitive confidence people place in their advocacy attempt, such that those who experience low confidence during advocacy are more likely to depolarize. In Study 2 ( n = 495), we show that meta-cognitive confidence predicts communicative intentions, such as intentions to engage with those holding dissimilar views. In Study 2, we also show that the confidence–polarization and confidence–engagement links are unaffected by audience attitudes, but are moderated by Need-for-Cognition. The findings suggest that confidence and level of elaboration may predict some self-persuasive effects of pro-attitudinal advocacy.
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Affiliation(s)
- Ravini S. Abeywickrama
- School of Psychological Sciences, Faculty of Medicine, Dentistry and Health Sciences, Australia
| | - Simon M. Laham
- School of Psychological Sciences, Faculty of Medicine, Dentistry and Health Sciences, Australia
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Wallace LE, Wegener DT, Quinn ME, Ross AJ. Influences of Position Justification on Perceived Bias: Immediate Effects and Carryover Across Persuasive Messages. PERSONALITY AND SOCIAL PSYCHOLOGY BULLETIN 2020; 47:1188-1204. [PMID: 33048012 DOI: 10.1177/0146167220963678] [Citation(s) in RCA: 4] [Impact Index Per Article: 1.0] [Reference Citation Analysis] [Abstract] [Key Words] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 11/16/2022]
Abstract
The current research examined how people infer whether novel sources are biased based on their ability to justify their position. Across nine studies, when sources provided weak versus strong arguments, message recipients perceived the source as more biased. This effect held controlling for other possible inferences, such as lack of expertise or untrustworthiness. This research also examined whether perceived source bias on one message can carry over to ambiguously related future persuasive messages. Studies 6 to 8 demonstrated that perceivers use both the perceived bias from an initial message and the argument quality of the second message to determine a source's bias on the new topic. Finally, perceived bias carried over from an initial message can influence persuasion on a second topic (Study 9). Ultimately, the present work provides insight into factors that affect perceived bias and the dynamic consequences of those perceptions.
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Lay concepts of source likeability, trustworthiness, expertise, and power: A prototype analysis. Behav Res Methods 2020; 53:1188-1201. [PMID: 33001383 DOI: 10.3758/s13428-020-01478-1] [Citation(s) in RCA: 0] [Impact Index Per Article: 0] [Reference Citation Analysis] [Abstract] [Key Words] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Accepted: 09/02/2020] [Indexed: 11/08/2022]
Abstract
Previous research on persuasion has used researcher-generated exemplars to manipulate source characteristics such as likeability, trustworthiness, expertise, or power. This approach has been fruitful, but it relies to some degree on an overlap between researcher understanding of these variables and lay understanding of these variables. Additionally, these exemplar manipulations may have unintentionally affected multiple characteristics and may be limited to certain topics or time periods. In the current work, we sought to provide persuasion researchers with a methodological tool to increase construct and potentially external validity by conducting a prototype analysis of the four traditional source characteristics: likeability, trustworthiness, expertise, and power. This bottom-up approach provided insight into the ways in which recipients perceive sources and allowed us to examine relations between the characteristics. Moving forward, a bottom-up understanding of source characteristics will allow researchers to more effectively develop manipulations that might transcend time and topic as well as isolate their effects to the intended source characteristic.
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Abeywickrama RS, Rhee JJ, Crone DL, Laham SM. Why moral advocacy leads to polarization and proselytization: The role of self-persuasion. JOURNAL OF SOCIAL AND POLITICAL PSYCHOLOGY 2020. [DOI: 10.5964/jspp.v8i2.1346] [Citation(s) in RCA: 2] [Impact Index Per Article: 0.5] [Reference Citation Analysis] [Abstract] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 11/20/2022] Open
Abstract
This research is the first to examine the effects of moral versus practical pro-attitudinal advocacy in the context of self-persuasion. We validate a novel advocacy paradigm aimed at uncovering why moral advocacy leads to polarization and proselytization. We investigate four distinct possibilities: (1) expression of moral foundational values (harm, fairness, loyalty, authority, purity), (2) reliance on moral systems (deontology and consequentialism), (3) expression of moral outrage, (4) increased confidence in one’s advocacy attempt. In Study 1 (N = 255) we find differences between moral and practical advocacy on the five moral foundations, deontology, and moral outrage. In Study 2 (N = 218) we replicate these differences, but find that only the expression of moral foundations is consequential in predicting attitude polarization. In Study 3 (N = 115) we replicate the effect of moral foundations on proselytization. Our findings suggest that practical compared to moral advocacy may attenuate polarization and proselytization. This carries implications for how advocacy can be re-framed in ways which minimize social conflict.
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Briñol P, Petty RE. Changing prejudiced attitudes, promoting egalitarianism, and enhancing diversity through fundamental processes of persuasion. EUROPEAN REVIEW OF SOCIAL PSYCHOLOGY 2020. [DOI: 10.1080/10463283.2020.1798102] [Citation(s) in RCA: 0] [Impact Index Per Article: 0] [Reference Citation Analysis] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 10/23/2022]
Affiliation(s)
- Pablo Briñol
- Facultad de Psicología, Universidad Autónoma de Madrid, Campus de Cantoblanco, Madrid, Spain
| | - Richard E. Petty
- Distinguished University Professor, Department of Psychology, The Ohio State University, Columbus, OH, USA
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Horcajo J, Santos D, Guyer JJ, Mateos R. A meta-cognitive approach to doping in sports: The effects of thought validation on attitudes related to doping. J Sports Sci 2020; 38:2242-2252. [DOI: 10.1080/02640414.2020.1776930] [Citation(s) in RCA: 4] [Impact Index Per Article: 1.0] [Reference Citation Analysis] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 10/24/2022]
Affiliation(s)
- Javier Horcajo
- Facultad de Psicología, Universidad Autónoma de Madrid, Madrid, Spain
| | - David Santos
- IE School of Human Sciences and Technology, IE University, Madrid, Spain
| | - Joshua J. Guyer
- Facultad de Psicología, Universidad Autónoma de Madrid, Madrid, Spain
| | - Rafael Mateos
- Facultad de Psicología, Universidad Autónoma de Madrid, Madrid, Spain
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Requero B, Santos D, Paredes B, Briñol P, Petty RE. Attitudes toward hiring people with disabilities: A meta‐cognitive approach to persuasion. JOURNAL OF APPLIED SOCIAL PSYCHOLOGY 2020. [DOI: 10.1111/jasp.12658] [Citation(s) in RCA: 10] [Impact Index Per Article: 2.5] [Reference Citation Analysis] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 11/28/2022]
Affiliation(s)
- Blanca Requero
- Centro Universitario Villanueva, Calle de la Costa BravaMadrid Spain
| | - David Santos
- IE School of Human Sciences and Technology Calle de María de Molina Madrid Spain
| | - Borja Paredes
- IE School of Human Sciences and Technology Calle de María de Molina Madrid Spain
| | - Pablo Briñol
- Department of Psychology Universidad Autónoma de Madrid Carretera de Colmenar Madrid Spain
| | - Richard E. Petty
- Distinguished University Professor and Chair Department of Psychology Ohio State University Columbus OH USA
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Paredes B, Santos D, Briñol P, Gómez Á, Petty RE. The role of meta-cognitive certainty on the relationship between identity fusion and endorsement of extreme pro-group behavior. SELF AND IDENTITY 2019. [DOI: 10.1080/15298868.2019.1681498] [Citation(s) in RCA: 6] [Impact Index Per Article: 1.2] [Reference Citation Analysis] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 10/25/2022]
Affiliation(s)
- Borja Paredes
- Departamento de Teoría y Análisis de la Comunicación, Universidad Complutense de Madrid, Madrid, Spain
| | - David Santos
- IE School of Human Sciences and Technology, IE University, Madrid, Spain
| | - Pablo Briñol
- Departamento de Psicología Social y Metodología, Universidad Autónoma de Madrid, Madrid, Spain
| | - Ángel Gómez
- Departamento de Psicología Social y de las Organizaciones, Universidad Nacional de Educación a Distancia, UNED, Madrid, Spain
| | - Richard E. Petty
- Department of Social Psychology, Ohio State University, Columbus, Ohio, USA
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Santos D, Stavraki M, Gandarillas B, Cancela A, Briñol P. Interrupting a joke validates thoughts and polarizes attitudes towards a recycling company / La interrupción de un chiste puede potenciar su efecto de validación del pensamiento y cambiar las actitudes hacia una empresa de reciclaje. INTERNATIONAL JOURNAL OF SOCIAL PSYCHOLOGY 2018. [DOI: 10.1080/02134748.2018.1483623] [Citation(s) in RCA: 0] [Impact Index Per Article: 0] [Reference Citation Analysis] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 10/28/2022]
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Clark JK, Thiem KC, Kang S. Positive Stereotype Validation: The Bolstering Effects of Activating Positive Stereotypes After Intellectual Performance. PERSONALITY AND SOCIAL PSYCHOLOGY BULLETIN 2017; 43:1630-1642. [PMID: 28914159 DOI: 10.1177/0146167217723324] [Citation(s) in RCA: 5] [Impact Index Per Article: 0.7] [Reference Citation Analysis] [Abstract] [Key Words] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 11/16/2022]
Abstract
Past research has found that members of stigmatized groups may feel more certain of poor performance when negative stereotypes are made accessible after finishing a task (i.e., stereotype validation). However, no research to date has identified the potential effects of activating positive stereotypes after performance. Based on past research and theory, we hypothesized that such positive stereotype validation may serve to bolster-rather than hinder-important beliefs related to one's abilities and future task performance. Across three studies, the accessibility of positive group stereotypes was manipulated after participants completed an initial test on a topic. Consistent with predictions, the activation of positive, self-relevant stereotypes after the initial test was found to increase how certain participants were that they performed well on it. Furthermore, these increases in evaluative certainty predicted more positive ability beliefs, higher expectations for future performance, and better performance on a follow-up test that participants completed.
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Abstract
This review covers research on attitudes and attitude change published between 2010 and 2017. We characterize this period as one of significant progress toward an understanding of how attitudes form and change in three critical contexts. The first context is the person, as attitudes change in connection to values, general goals, language, emotions, and human development. The second context is social relationships, which link attitude change to the communicator of persuasive messages, social media, and culture. The third context is sociohistorical and highlights the influence of unique events, including sociopolitical, economic, and climatic occurrences. In conclusion, many important recent findings reflect the fact that holism, with a focus on situating attitudes within their personal, social, and historical contexts, has become the zeitgeist of attitude research during this period.
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Affiliation(s)
- Dolores Albarracin
- Department of Psychology and Department of Business Administration, University of Illinois at Urbana-Champaign, Champaign, Illinois 61822; ,
| | - Sharon Shavitt
- Department of Psychology and Department of Business Administration, University of Illinois at Urbana-Champaign, Champaign, Illinois 61822; ,
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Clark JK, Thiem KC. Stereotype validation and intellectual performance: Negative implications for future achievement. SELF AND IDENTITY 2017. [DOI: 10.1080/15298868.2017.1320303] [Citation(s) in RCA: 2] [Impact Index Per Article: 0.3] [Reference Citation Analysis] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 10/19/2022]
Affiliation(s)
- Jason K. Clark
- Department of Consumer Science, Purdue University, West Lafayette, IN, USA
| | - Kelsey C. Thiem
- Department of Psychological and Brain Sciences, University of Massachusetts Amherst, Amherst, MA, USA
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Clark JK, Thiem KC. Group communicators, perceived entitativity, and persuasion: A self-validation analysis. JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY 2015. [DOI: 10.1016/j.jesp.2015.06.005] [Citation(s) in RCA: 12] [Impact Index Per Article: 1.3] [Reference Citation Analysis] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 10/23/2022]
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Santos D, Rivera RG. The accessibility of justice-related concepts can validate intentions to punish. SOCIAL INFLUENCE 2015. [DOI: 10.1080/15534510.2015.1031170] [Citation(s) in RCA: 6] [Impact Index Per Article: 0.7] [Reference Citation Analysis] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 10/23/2022]
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