Values-based Political Messages and Persuasion: Relationships among Speaker, Recipient, and Evoked Values

The persuasive power of values-based political messages may depend on recipients having (1) shared values with the speaker (a type of personal identity match ); (2) shared political party identifications with the speaker (a type of social identity match ); and/or (3) expectations about values traditionally associated with different political parties (an expectancy violation/confirmation ). The independent and joint effects of these factors on the success of a persuasive message were examined, using the theoretical framework of dual-process models of persuasion. Participants (N = 301), classified according to their party identifications and primary value orientations, read a political speech that varied by argument quality, speaker party, and values evoked. Results indicated that value matching promotes close attention to the message, while party mismatching increases message rejection. These effects depend to some extent, however, on expectancies about values traditionally associated with different parties. Participants especially rejected messages from rival party members when the speaker evoked unexpected values. Results are discussed in terms of their implications for the efficacy of values-based political communication.     

Beyond attitude consensus: The social context of persuasion and resistance

The current research presents a new type of social context effect on attitude certainty. It is proposed that when people receive persuasive messages, they appraise their attitudes not only in terms of whether they are shared or not shared by others, but also in terms of whether they are based on similar or dissimilar assessments of the information presented. In two experiments, participants were presented with persuasive messages. In Experiment 1, they were induced to perceive that they responded favorably (persuasion) or unfavorably (resistance) to the message arguments. In Experiment 2, they were allowed to vary in their actual message responses. In both experiments, message response similarity—the degree to which people perceived that their evaluations of persuasive arguments were shared or unshared by others—moderated the classic effect of attitude similarity on attitude certainty. In particular, attitude similarity only affected attitude certainty under conditions of message response similarity. When message responses were believed to be dissimilar, attitude similarity had no effect on attitude certainty.     

Matching the message source to attitude functions: Implications for biased processing

A study was conducted to examine the hypothesis that matching (vs. mismatching) the source of a persuasive message to the functional basis of recipients’ attitudes may lead to positively biased processing. Under conditions conducive to effortful processing, high and low self-monitors were presented with a persuasive message ascribed to a source that either matched or mismatched the functional basis of their attitudes (i.e., an expert source for low self-monitors and an attractive source for high self-monitors). The message content was either unambiguous strong, unambiguous weak, or ambiguous. As predicted, given an ambiguous message biased processing led to more agreement when the source matched (vs. mismatched) attitude functions. In contrast, an unambiguous strong message led to more agreement than an unambiguous weak message regardless of source matching (unbiased processing). Results are discussed with respect to the role of the activation and use of heuristics in biased processing.     

Contextual contrast and perceived knowledge: Exploring the implications for persuasion

The present research tested the notion that perceived target knowledge can be affected by the amount of information one has about other recently encountered stimuli—whether that information is relevant or not. Furthermore, the present research tested the implications of this effect for persuasion. In 4 experiments, participants were presented with a persuasive message promoting a fictitious department store, but first received another message containing more or less information about something else (e.g., another store, a car, or a person). Regardless of the type or valence of initial information received, the initial message had a contrast effect on perceived target knowledge, which influenced target attitudes. The less information the initial message contained, the more persuasive knowledge participants thought they received from the target message, and the more their attitudes agreed with that message. These findings suggest that the perceived amount of persuasive information one has about a target stimulus can be manipulated to increase persuasion, even when the actual amount of information about the target stimulus does not vary.     

From repetition to conviction: Attitude accessibility as a determinant of attitude certainty

The present experiment investigated the influence of attitude accessibility on several meta-attitudinal strength measures. It was predicted that certainty and perceived likelihood of change, i.e., commitment-related attributes of attitude strength, are influenced by changes in attitude accessibility, while no effects were expected for importance and perceived centrality to values and the self, i.e., centrality-related attributes. Accessibility was manipulated by having participants express their attitudes either repeatedly or only once. As hypothesized, accessibility and measures of commitment were enhanced after repeated expression compared to single expression. Furthermore, mediation analyses supported the idea that subjective commitment may be inferred from the ease of attitude retrieval. Centrality-related attributes were found to be unaffected by the accessibility manipulation. The results are discussed in the light of a multi-dimensional structure of attitude strength and antecedent processes of meta-cognitive attributes of strength.     

In the mood to face the facts: When a positive mood promotes systematic processing of self-threatening information

Two experiments tested the hypothesis that a positive mood can increase attendance to, and systematic processing of, threatening health information, particularly when the information is self-relevant. In Study 1, a positive mood increased differentiation between strong and weak arguments in a threatening health message about RSI only for participants who had received false feedback regarding their high vulnerability to RSI. Mood had no effects under conditions of low vulnerability. In Study 2, a positive mood speeded up responses to self-threatening words—compared with neutral words—for smokers who had just read a threatening health message about smoking. The authors conclude that fostering a positive mood may promote attendance to and systematic processing of information that threatens the self, and hence contribute to the success of health campaigns targeted at individuals who are vulnerable to specific health risks.

The tune in-and-out model: A random walk and its application to a presidential election survey

The stochastic model for the evolution of preferences proposed by Falmagne, Regenwetter, and Grofman [1997. Journal of Mathematical Psychology, 41, 129-143] and tested by Regenwetter, Falmagne, and Grofman [1999. Psychological Review, 106, 362-384], as well as the alternative Thurstonian model of Böckenholt [Falmagne, J.-C., Regenwetter, M., & Grofman, B. (1997). A stochastic model for the evolution of preferences. In A. A. J. Marley (Ed.), Choice, decision and measurement: Essays in honor of R. Duncan Luce (pp. 113-131). Mahwah, NJ: Lawrence Erlbaum.], gave a good statistical account of attitudinal panel data from the 1992 US presidential election. We show, however, that both models have the defect of underestimating the number of respondents who did not change their order of preference for the candidates across different polls. We present a generalization of Falmagne et al.'s model based on the idea that some individuals may become momentarily impervious to all matters related to the campaign and ‘tune out.’ This behavior could be triggered by some personal reason or by some external event related to the campaign. Like the original model, the resulting model is a random walk, but on an augmented set of states. A respondent in a ‘live’ state behaves as in the previous model, except when receiving a ‘tune-out’ token, which effectively freezes the respondent's preference state until it is reversed by a ‘tune-in’ token. We describe and successfully test the new model on the same 1992 National Election Study panel data as those used by Böckenholt (2002) and Regenwetter et al. (1999).     

Psychopathic personality traits and cognitive dissonance: Individual differences in attitude change

In a study using a classic cognitive dissonance paradigm, 164 undergraduate participants were induced to deceive a fellow student; half were directly instructed to lie whereas the other half were politely requested but not instructed to lie. Participants were assessed for psychopathic traits using the Psychopathic Personality Inventory-Revised: Short Form and the Levenson Self-Report Psychopathy Scale, and for Machiavellianism using the MACH-IV. As predicted, participants low in psychopathic traits exhibited classic cognitive dissonance effects following their lie whereas participants high in psychopathic traits did not. Results for Machiavellianism were nonsignificant. These results indicate that cognitive dissonance effects in an induced compliance paradigm are reduced or eliminated among individuals with high levels of psychopathic traits.     

Changing commuters’ behavior using rewards: A study of rush-hour avoidance

In a 13-week field study conducted in The Netherlands, participants were provided with daily rewards – monetary and in-kind, in order to encourage them to avoid driving during the morning rush-hour. Participants could earn a reward (money or credits to keep a Smartphone handset), by driving to work earlier or later, by switching to another mode or by teleworking. The collected data, complemented with pre and post measurement surveys, were analyzed using longitudinal techniques and mixed logistic regression. The results assert that the reward is the main extrinsic motivation for discouraging rush-hour driving. The monetary reward exhibits diminishing sensitivity, whereas the Smartphone has endowment qualities. Although the reward influences the motivation to avoid the rush-hour, the choice how to change behavior is influenced by additional factors including education, scheduling, habitual behavior, attitudes, and travel information availability.     

Attitudes toward health-messages: The link between perceived attention and subjective strength

IntroductionMany efforts are invested in promoting healthy attitudes and behaviors; nonetheless there is no clear, definitive evidence of sustained effectiveness of those efforts in all cases.ObjectiveThe present study examined the role of perceived attention in changing attitudes toward vegetable consumption as well as the perceived stability and resistance of those changes (attitude strength).MethodParticipants were randomly assigned to read a strong or weak health communication arguing in favor of vegetable consumption. After reading the message, participants reported attitudes toward this health issue, the perceived attention, and the perceived strength associated with their evaluations.ResultsParticipants who reported high (vs. low) perceived attention showed a greater effect of argument quality on persuasion. Furthermore, such participants also reported stronger attitudes compared to those who reported low perceived attention.ConclusionThis study showed that attitudes toward vegetable consumption can be changed after reading a persuasive message, and that the extent of perceived attention moderated the extent to which those changes were perceived as stable and resistant (stronger attitudes).     

A match made in heaven: predictive approaches to (an unorthodox) sensorimotor enactivism

Phenomenology and the Cognitive Sciences - It has been pointed out that Sensorimotor Enactivism, a theory that claims that perception is enacted and brought about by movement, says very little...     

Subliminal exposure to faces and racial attitudes: Exposure to Whites makes Whites like Blacks less

Despite recent social and political advances, most interracial contact is still superficial in nature, and White individuals interact mainly with other Whites. Based on recent mere exposure research, we propose that repeated exposure to Whites may actually increase prejudice. In a series of experiments, White participants were subliminally exposed to White faces or nothing (control) and then completed various explicit and implicit measures of racial attitudes. Exposure to White faces consistently led to more prejudice by making attitudes toward Blacks more negative, rather than by making attitudes toward Whites more positive. A final experiment demonstrated that the pattern of increased prejudice following exposure to Whites was moderated by the strength of participants’ attitudes toward Whites. Only when White attitudes were strong did Black attitudes became more negative after exposure to White faces.     

The representation of negative numbers: Exploring the effects of mode of processing and notation

The representation of negative numbers was explored during intentional processing (i.e., when participants performed a numerical comparison task) and during automatic processing (i.e., when participants performed a physical comparison task). Performance in both cases suggested that negative numbers were not represented as a whole but rather their polarity and numerical magnitudes were represented separately. To explore whether this was due to the fact that polarity and magnitude are marked by two spatially separated symbols, participants were trained to mark polarity by colour. In this case there was still evidence for a separate representation of polarity and magnitude. However, when a different set of stimuli was used to refer to positive and negative numbers, and polarity was not marked separately, participants were able to represent polarity and magnitude together when numerical processing was performed intentionally but not when it was conducted automatically. These results suggest that notation is only partly responsible for the components representation of negative numbers and that the concept of negative numbers can be grasped only through that of positive numbers.     

A perceptual defense approach to the study of gender sex related traits,stereotypes, and attitudes1

In the present study men who varied in the degree to which they viewed themselves as relatively masculine and/or feminine and the degree to which they expected others to engage in activities based on their gender sex (sex role attitude) were tachistoscopically presented pictures of a man and a woman engaged in sex role nontraditional activities. A signal detection theory analysis of the data yielded information on two aspects, the sensory (d′) and the nonsensory (β), of the subjects' perceptions of the stimulus material. The major finding was that nontraditional men defended against the anxiety-producing stimuli whereas the traditional man did not so defend. This finding was interpreted to support the concept of the “well-meaning liberal male.”     

When underadditivity of factor effects in the Psychological Refractory Period paradigm implies a bottleneck: Evidence from psycholinguistics

The Psychological Refractory Period (PRP) paradigm is a dual-task procedure that can be used to examine the resource demands of specific cognitive processes. Inferences about the underlying processes are typically based on performance in the second of two speeded tasks. If the effect of a factor manipulated in Task 2 decreases as the stimulus onset asynchrony (SOA) between tasks decreases (underadditivity), the normative inference is that the effect of this factor occurs prior to a limited-capacity central processing mechanism. In contrast, if the effect of a factor is additive with SOA then the inference is that this indexes a process that either uses a limited-capacity central processing mechanism or occurs after some process that uses this mechanism. A heretofore unidentified exception to this logic arises when Task 2 involves two separate processes that operate in parallel, but compete. Interference with one process in Task 2 because of work on Task 1 will eliminate or reduce competition within Task 2 and is hence manifest as an underadditive interaction with decreasing SOA. This is illustrated here by reference to a PRP experiment in which the ubiquitous effect of spelling-to-sound regularity on reading aloud time is eliminated at a short SOA and by consideration of three converging lines of investigation in the PRP paradigm when Task 2 involves reading aloud.     

Revisiting the Obama Effect: Exposure to Obama reduces implicit prejudice

The present research experimentally evaluated whether exposure to Barack Obama, a positive counter-stereotypic exemplar, can result in a decrease in implicit anti-Black prejudice among non-Black participants. In order to undo any existing influence of exposure to Obama, we first exposed some participants to negative Black exemplars. Participants were assigned to one of three conditions where they were exposed subtly to negative Black exemplars, to negative Black exemplars and then Obama, or to neutral X's (i.e., control). Participants who were only primed with negative Black exemplars showed more implicit negativity toward Black people compared to the control group. Participants exposed to the same negative Black exemplars and then Obama showed a decrease in implicit racial bias levels compared to those in the negative exemplar only condition, providing experimental evidence that exposure to Obama can decrease implicit racial bias levels. These findings indicate that even subtle exposure to a positive, counter-stereotypic exemplar can reduce implicit prejudice.     

Inferring the importance of arguments: Order effects and conversational rules

This paper investigates order effects in one-sided and two-sided communications. While most theorizing attributes both primacy and recency effects to cognitive processes (e.g., attention decrement), we propose that, in addition, communicative aspects play a central role in the emergence of order effects. We postulate that individuals—drawing on conversational norms—hold expectations about the order in which arguments are presented. Depending on these expectations, arguments presented first or last will be highly influential. The results of three studies indicate that recipients hold such expectations, which lead to order effects. Arguments were most influential when they were presented at a position where participants expected the most important arguments. Moreover, these effects were eliminated when the applicability of participants’ expectations was experimentally reduced.     

The interaction of pathways to fear in childhood anxiety: a preliminary study

Recent research has shown that the verbal information pathway to fear creates long-term fear cognitions and can create cognitive biases and avoidance in children. However, the interaction between the verbal information pathway to fear and other pathways is untested. This experiment exposed children (aged 6–8) to threat information about a novel animal to see the impact on a measure of avoidance after a subsequent simulated direct negative encounter with that animal. Results showed that a direct negative experience (without prior information) or threat information (without a subsequent negative experience) produced similar effects, but in combination (verbal threat information followed by a direct negative experience) the effect was significantly magnified. These results support theories of fear acquisition that suppose that verbal information impacts on the strength of associations formed in subsequent conditioning episodes, and suggest that pathways to fear have interactive effects.     

Unique stereotypes for Holland's personality types,testing the traits attributed to men and women in Holland's typology

The researchers used experimental and control groups to compare the rankings of selected stereotypes by 67 male and 124 female college freshmen for the occupational representatives of Holland's six personality and occupational types. The stereotypes were found to be reliable and valid, single stereotype lists were concluded to be adequate for males and females, and unique stereotypes were found for each occupational type. Suggestions for future research were offered.     

A PRP-study to determine the locus of target priming effects

Visual stimuli that are made invisible by a following mask can nonetheless affect motor responses. To localize the origin of these target priming effects we used the psychological refractory period paradigm. Participants classified tones as high or low, and responded to the position of a visual target that was preceded by a prime. The stimulus onset asynchrony (SOA) between both tasks varied. In Experiment 1 the tone task was followed by the position task and SOA dependent target priming effects were observed. When the visual position task preceded the tone task in Experiment 2, with short SOA the priming effect propagated entirely to the tone task yielding faster responses to tones on visually congruent trials and delayed responses to tones on visually incongruent trials. Together, results suggest that target priming effects arise from processing before and at the level of the central bottleneck such as sensory analysis and response selection.