Resisting persuasion by the skin of one's teeth: the hidden success of resisted persuasive messages

Recent research has suggested that when people resist persuasion they can perceive this resistance and, under specifiable conditions, become more certain of their initial attitudes (e.g., Z. L. Tormala & R. E. Petty, 2002). Within the same metacognitive framework, the present research provides evidence for the opposite phenomenon--that is, when people resist persuasion, they sometimes become less certain of their initial attitudes. Four experiments demonstrate that when people perceive that they have done a poor job resisting persuasion (e.g., they believe they generated weak arguments against a persuasive message), they lose attitude certainty, show reduced attitude-behavioral intention correspondence, and become more vulnerable to subsequent persuasive attacks. These findings suggest that resisted persuasive attacks can sometimes have a hidden yet important success by reducing the strength of the target attitude.     

Attribution versus persuasion as a means for modifying behavior.

The present research compared the relative effectiveness of an attribution strategy with a persuasion strategy in changing behavior. Study 1 attempted to teach fifth graders not to litter and to clean up after others. An attribution group was repeatedly told that they were neat and tidy people, a persuasion group was repeatedly told that they should be neat and tidy, and a control group received no treatment. Attribution proved considerably more effective in modifying behavior. Study 2 tried to discover whether similar effects would hold for a more central aspect of school performance, math achievement and self-esteem, and whether an attribution of ability would be as effective as an attribution of motivation. Repeatedly attributing to second graders either the ability or the motivation to do well in math proved more effective than comparable persuasion or no-treatment control groups, although a group receiving straight reinforcement for math problem-solving behavior also did well. It is suggested that persuasion often suffers because it involves a negative attribution (a person should be what he is not), while attribution generally gains because it disguises persuasive intent.     

Thinking outside the box: a metacognitive / theory of mind perspective on concrete thinking

Concrete thinking, an extraordinarily difficult condition to treat, has been psychoanalytically theorized to result from failures of symbolization-problems forming, linking, or fathoming the meaning of symbols-and/or failures of differentiation, resulting in difficulties distinguishing symbols from the thing being symbolized, fantasy from reality, self from other. Though difficulties symbolizing and differentiating are clearly evident in patients whose thinking is concrete, these may be a manifestation of concrete thinking rather than a root cause. Childhood thinking is characteristically concrete, and a persistence of such thinking into adulthood can be adequately explained as a failure to develop a more sophisticated theory of mind. Given that patients who exhibit such thinking tend to respond poorly to classic psychoanalytic interpretations, alternative technical approaches have been proposed. One such approach, "metacognitive" in nature, draws on a mode of thought used by gifted individuals that helps them "think outside the box" by dispensing with a typical pattern-recognition search so that novel meanings might be discovered. Metacognition, thoughts about one's thoughts and thought processes, facilitates symbolic thinking by creating sufficient distance from one's thoughts to allow the consideration of alternative meanings.     

The influence of delaying judgments of learning on metacognitive accuracy: a meta-analytic review

Many studies have examined the accuracy of predictions of future memory performance solicited through judgments of learning (JOLs). Among the most robust findings in this literature is that delaying predictions serves to substantially increase the relative accuracy of JOLs compared with soliciting JOLs immediately after study, a finding termed the delayed JOL effect. The meta-analyses reported in the current study examined the predominant theoretical accounts as well as potential moderators of the delayed JOL effect. The first meta-analysis examined the relative accuracy of delayed compared with immediate JOLs across 4,554 participants (112 effect sizes) through gamma correlations between JOLs and memory accuracy. Those data showed that delaying JOLs leads to robust benefits to relative accuracy (g = 0.93). The second meta-analysis examined memory performance for delayed compared with immediate JOLs across 3,807 participants (98 effect sizes). Those data showed that delayed JOLs result in a modest but reliable benefit for memory performance relative to immediate JOLs (g = 0.08). Findings from these meta-analyses are well accommodated by theories suggesting that delayed JOL accuracy reflects access to more diagnostic information from long-term memory rather than being a by-product of a retrieval opportunity. However, these data also suggest that theories proposing that the delayed JOL effect results from a memorial benefit or the match between the cues available for JOLs and those available at test may also provide viable explanatory mechanisms necessary for a comprehensive account.     

Cognitive and affective matching effects in persuasion: an amplification perspective

Past research suggests that cognitive and affective attitudes are more open to change toward cognitive and affective (i.e., matched) persuasive attacks, respectively. The present research investigates how attitude certainty influences this openness. Although an extensive literature suggests that certainty generally reduces an attitude's openness to change, the authors explore the possibility that certainty might increase an attitude's openness to change in the context of affective or cognitive appeals. Based on the recently proposed amplification hypothesis, the authors posit that high (vs. low) attitude certainty will boost the resistance of attitudes to mismatched attacks (e.g., affective attitudes attacked by cognitive messages) but boost the openness of attitudes to matched attacks (e.g., affective attitudes attacked by affective messages). Two experiments provide support for this hypothesis. Implications for increasing the openness of attitudes to both matched and mismatched attacks are discussed.     

Studies in social influence III: Majority versus minority influence in a group

This experimental study was aimed at investigating the mechanisms of influence involved in the two functionally opposed phenomena of innovation and conformity. We have been concerned for several years with the former of these two phenomena because of its intrinsic importance and the limited amount of research devoted to it. In the present article we have attempted not only to analyse the position more thoroughly, but also to compare the effects of innovation with those of conformity. In particular, we have endeavoured to show that behavioural style acts as a general source of influence in the two phenomena under consideration, where manifest judgments are concerned. On the other hand, the latent effects of influence may be different in the two cases of innovation and conformity. To investigate these questions, we developed an experimental design consisting of three parts. The first part was intended to study manifest influence on a quasi-physical judgment based on a cultural truism. The second part was aimed at the study of latent modifications in the perceptual-cognitive code as a result of influence. The third, in the form of a postexperimental questionnaire, was intended to provide information about various aspects, including the perception of the agent of influence by subjects. The main function of the experimental manipulations was to vary the minority or majority relationship of the agent of influence within a group, and its behavioural style, consistent or inconsistent. Our main findings indicate that behavioural consistency is the main factor behind the influence exerted by both majority and minority. But whereas, in conformity, influence is limited to modifying manifest judgments, in innovation, it changes the perceptual-cognitive code underlying such judgments.     

Adolescent sexual behavior in two ethnic minority groups: a multisystem perspective

Adolescents are at high risk for a number of negative health consequences associated with early and unsafe sexual activity, such as infection with HIV and other sexually transmitted diseases, as well as unintended pregnancy. In the present study, a multisystem model was applied to one adolescent sexual behavior, penile-vaginal intercourse. Nine hundred seven Black and Hispanic adolescents (aged 14 to 17 years) and their mothers were interviewed. Factors from three systems (self, family, and extrafamilial) that are influential in the lives of adolescents were evaluated using four outcome measures. Factors from most or all systems emerged as predictors of each outcome measure. A cumulative risk index suggested a linear relationship between the number of systems identified as being at risk and indicators of adolescent sexual behavior. The implications for prevention are discussed.     

The influence of the minority on perception: A note on a possible alternative explanation

This research note raises some concerns about possible alternative explanations to studies using perceptual change as indicative of minority vs majority influence. Having failed to replicate the original study (S. Moscovici & B. Personnaz, Journal of Experimental Social Psychology 1980, 16, 270–282), using the same and an alternate measuring procedure, inspection of additional data introduces the role of suspiciousness in explaining this and previous findings. An informal study adds further credence to this explanation.     

Majority influence,minority influence and conversion behavior: A replication

A recent experiment by Moscovici and Personnaz (Journal of Experimental Social Psychology 1980, 16, 270–282) showed that whereas a majority produces merely compliance, or a change in the individual's verbal responses, a minority induces conversion, or a true change in one's subjective judgments. Because of the theoretical significance of these findings and because of their inconsistency with data from other experiments, an exact replication and extension of this experiment was performed. There was no evidence of compliance in any social influence condition. Instead, and in contrast to Moscovici and Personnaz, both a majority and a minority produced “conversion” behavior. Subjects' behavior is interpreted as the expression of an improved perception, resulting from a heightened level of attention to the object of judgment under social influence conditions.     

The pantomime of persuasion: Fit between nonverbal communication and influence strategies

How can we be more successful in persuading others and increase the odds of behavioral compliance? We argue that when a verbal influence strategy is embedded in a nonverbal style that fits its orientation, this boosts the strategy's effectiveness, whereas a misfit attenuates its impact. In field-experiment 1, agents tried to persuade participants in buying a candybox by using an approach-oriented strategy (Door-In-The-Face, DITF). An eager nonverbal style increased the impact of the DITF, whereas vigilant nonverbal cues rendered it ineffective. Conversely, field-experiment 2 showed that an avoidance-oriented strategy (Disrupt-Then-Reframe) benefited from being presented in a vigilant, rather than an eager nonverbal style, which similarly attenuated its impact. Hence, eager nonverbal cues promote the effectiveness of approach-oriented influence strategies whereas vigilant cues do the opposite and increase the impact of avoidance-oriented influence strategies.     

The effects of majority size on minority influence

Two experiments investigated the role of majority size (social pressure) in minority influence. Opposite predictions were derived from an attributional account and two social impact models. In Experiment 1 there was a tendency for minority influence to decrease with increasing majority size when the minority argued against gay rights. The results were stronger and clearer in Experiment 2. For pro-abortion minorities, the minority's impact clearly declined as the size of the opposing majority increased. As predicted by the social impact models, this decline occurred during the initial increase of the majority size. The limitations of the mathematical models are discussed.     

Taking a fresh perspective: Vicarious restoration as a means of recovering self-control

In the realm of self-regulation, recent work shows that the state of ego depletion can be vicariously transmitted from a target to a perceiver simply by imagining the perspective of a depleted target (i.e., vicarious depletion; Ackerman et al., 2009). The present study asked whether such vicarious effects can extend to the domain of self-regulatory recovery. In Experiment 1, depleted participants who took the perspective of someone engaging in a restorative activity showed recovered self-control on a later task. Experiments 2 and 3 expanded upon this effect by illustrating that such vicarious self-regulatory processes only emerge if the target is similar to the participant. Taken together, the present studies offer a powerful method by which mental resources can be replenished, and identify one critical boundary condition of its effectiveness.     

Indirect majority and minority influence: An exploratory study

In a 2 × 2 design, 85 subjects were asked to estimate the size of angles (direct influence) that were either 90 or 85°, after being confronted with incorrect judgements of a majority (88 per cent) or a minority (12 per cent) of people estimating the angles at 50°. Additionally, pre- and post-test measures were used to establish indirect influence on subjects' judgements pertaining to acute angles (i.e. on the estimation of the length of lines constituting the angles, and on the imaginary weight of figures represented by these angles). Overall, little direct influence is observed. This may partly be due to the introduction of a denial of the credibility of the source in all conditions. In fact, some evidence of direct influence is only found in the majority–85° angles condition. An instance of indirect influence (on the estimation of length of lines) appeared as the result of a majority stance when the angles in the experimental phase were 90°. When these angles were 85°, indirect minority influence (on the estimation of weight of figures) was observed. These effects had been predicted on the basis of the hypothesis stating that indirect majority influence would be possible when subjects expected consensus on the correct response (in the 90° angles condition), without being able to reach consensus at the manifest level (because of the denial and the restriction imposed by the clear shape of 90° angles). Indirect minority influence was hypothesized to be stronger in a situation that allows for diverse responses (i.e. for 85° angles).     

Judging a group by sampling members: how the subdivision of a minority affects its perceived size and influence

The authors used a frequency sampling paradigm to investigate how perceptions of a minority group's size and influence are affected by the manner in which the subgroup structure of the minority is presented. Participants in two experiments read sequentially sampled opinions that hypothetical members of a committee supposedly held about a controversial proposal. The minority members holding "against" opinions were described as belonging either to one homogenous group (the single-entity condition) or to one of three subgroups (the multiple-subgroups condition). Although the numbers of "for" and "against" opinions were held constant, predictable biases emerged in participants' frequency reports. Consistent with an information loss account, the minority was viewed as larger in the multiple-subgroups condition than in the single-entity condition. The manipulation also affected the perceived social influence of the minority on the committee's final decision about the proposal.     

Bringing the frame into focus: the influence of regulatory fit on processing fluency and persuasion

This research demonstrates that people's goals associated with regulatory focus moderate the effect of message framing on persuasion. The results of 6 experiments show that appeals presented in gain frames are more persuasive when the message is promotion focused, whereas loss-framed appeals are more persuasive when the message is prevention focused. These regulatory focus effects suggesting heightened vigilance against negative outcomes and heightened eagerness toward positive outcomes are replicated when perceived risk is manipulated. Enhanced processing fluency leading to more favorable evaluations in conditions of compatibility appears to underlie these effects. The findings underscore the regulatory fit principle that accounts for the persuasiveness of message framing effects and highlight how processing fluency may contribute to the "feeling right" experience when the strategy of goal pursuit matches one's goal.     

Studies on latent influence by the spectrometer method I: The impact of psychologization in the case of conversion by a minority or a majority

The effects of psychologization on the conversion phenomenon were studied for cases where influence was exerted either by a minority or by a majority. In a 2×2×3 ANOVA design (minority source versus majority source, personality versus aesthetics, phases) 48 subjects are faced with a confederate who represents either 18.2 per cent or 81.8 per cent of a population and consistently responds green when an objectively blue slide is shown. Colour perception is said to be associated with either aesthetic or personality factors. The prediction is in this last case that psychologization of the majority induces conversion of the subjects, while psychologization of the minority stands in the way of this latent influence. Influence is measured by four response levels for each trial of the three phases (pre-influence, post-influence in the presence or in the absence of the influence source). Manifest influence is measured in terms of the Subjects' Judgements and by the way in which they adjust their stimulus colour perception, as determined with the help of a spectrometer. The latent influence is reflected by the subjects' judgements about the colour of the afterimage upon presentation of the stimulus, as measured on a nine-point scale and with the help of spectral adjustments of this afterimage. The subjects having been influenced without being aware of their conversion shows up in the shifts toward green or the complementary colour of green. Results indicate a cross-over for the effect of indirect influence. Under the personality condition, psychologization has the anticipated effect. The majority is the only one to produce a conversion. The attenuating effect of minority influence again manrfests itserf (Mugny and Papastamou, 1980). Under the aesthetic condition, non-psychologization also induces latent and perceptive shifts, but they go in the opposite direction and coincide closely with other results (Moscovici and Personnaz, 1980; Personnaz, 1981). In this condition, only the minority exerts an influence on all three levels.