Investigating the social-adjustive and value-expressive functions of well-grounded attitudes: Implications for change and for subsequent behavior

Recent demonstrations of the plausibility of functional theories of persuasion have occurred within advertising contexts or have targeted potentially nebulous or uninvolving attitudes, and may thus have demonstrated the utility of functional explanations of attitude formation rather than attitude change. In the present study, attitudes that participants have acted on and consider important (i.e., the criteria they use to select dating partners) were the targets of persuasion. High and low self-monitoring individuals, who hold different dating attitudes that serve different functions, were exposed to functionally relevant or functionally irrelevant messages that reached either proattitudinal or counterattitudinal conclusions. As anticipated by functional theory, (a) low self-monitoring individuals changed their dating attitudes only after hearing a counterattitudinal message that addressed thevalue-expressive functions their dating attitudes served, whereas (b) high self-monitoring individuals changed their opinions only after hearing a counterattitudinal message that addressed thesocial-adjustive functions served by their dating attitudes. Although the data revealed that important attitudes can be changed via a functionally relevant appeal, only the low self-monitoring individuals subsequently used their changed attitudes to guide their behavior in a subsequent couple-matching task. Implications of these results for functional theories of persuasion and for variations in attitude/behavior consistency were discussed. This research is based on a Master’s thesis conducted by the first author under the direction of the second author.     

Majority versus minority influence and prediction of behavioral intentions and behavior

Two experiments examined the effects of majority and minority influence on attitude-consistent behavioral intentions. In the first experiment, when attitudes were changed via minority influence there was a greater likelihood to engage in an attitude-consistent behavioral intention than when attitudes were changed via majority influence. This suggests that minority influence leads to stronger attitudes (based on systematic processing) that are more predictive of behavioral intentions, while attitude change via majority influence is due to compliance through non-systematic processing. Further support for this interpretation comes from the finding that the amount of message-congruent elaboration mediated behavioral intention. When there was no attitude change, there was no impact on behavioral intention to engage in an attitude-consistent behavior. Experiment 2 explored the role of personal relevance of the topic and also included a real behavioral measure. When the topic was of low personal relevance, the same pattern was found as Experiment 1. When the topic was of high personal relevance, thus increasing the motivation to engage in systematic processing, attitudes changed by both a majority and minority source increased behavioral intention and actual behavior. The results are consistent with the view that both majorities and minorities can lead to different processes and consequences under different situations.     

Memory-based versus on-line processing: Implications for attitude strength

Three experiments tested whether the manner in which attitudes are created—through on-line or memory-based processing—can impact the resultant strength of those attitudes. In each study, participants were presented with 20 behavioral statements about a person named Marie. Whereas some participants were asked to continually evaluate Marie based upon each sentence and then report their overall evaluation (on-line processing), others were asked to focus on the sentence structure and to evaluate Marie only after they had read all the sentences (memory-based processing). Even when controlling for attitude accessibility, attitudes created through on-line processing were stronger than attitudes created through memory-based processing: Experiment 1 showed that participants in the on-line condition felt more certain of their attitudes, Experiment 2 showed that on-line attitudes were better predictors of participants’ evaluative preferences, while Experiment 3 showed that on-line attitudes manifested stronger attitude-behavioral intention correspondence.     

Effects of Positive and Negative Behavioral Feedback on Subsequent Attitude-Related Action

ABSTRACT This study examined the effect of positive and negative behavioral feedback on subsequent behavior The results indicate that positive and negative feedback concerning how well individuals have acted on their attitudinal in the past have different effects on subsequent behavior These effects are moderated by individual differences in self-monitoring and in the frequency with which an individual has acted on his or her attitude in the past–variables which can be seen as reflecting differences in the extent to which individuals see themselves as persons who act on their attitudes, either in general or in regard to a specific attitudes domain Implications of the findings for understanding the literature on labeling and on feedback about energy use are discussed, as are the practical implications for using behavioral feedback in an effort to increase attitude-related action     

The Temporary Construction of Consumer Attitudes

This article investigates factors that affect whether people will construct attitudes based on external information from others, their own direct experience, or some combination of the two. Evidence from two studies suggests that consumers' salient goals and the order and degree of favorability associated with the two types of information (external vs. experiential) are factors that may jointly determine attitude construction. In study 1, participants who were in an evaluative (nonevaluative) frame of mind were more likely to construct their attitudes based on initial (recent) diagnostic information regarding the attitude object (i.e., an advertisement). Participants appear to use an anchoring and adjustment process to construct their attitudes. In study 2, to further test this anchoring and adjustment explanation, we use the well‐established finding that people sometimes express attitude behaviors in line with a third party's views. When a third party created an external contingency, participants no longer systematically anchored on prior or recent information toward the attitude object. The results of these two studies point out the usefulness of identifying (a) processes of attitude construction, and (b) processes of how consumers determine whether a generated attitude is an appropriate guide for their behavior. The findings are discussed in terms of the current retrieval versus construction debate in the attitude literature.     

A dual process model of affective and instrumental implicit attitude,self-monitoring,and sedentary behavior

IntroductionA dual process model based upon the affect and health behavior framework was used to explain sedentary behavior, where affective and instrumental components of implicit attitude were measured. Extending dual process theory, we assessed the moderating role of self-monitoring on the effects of implicit attitude on behavior.MethodIn Study 1, 148 office workers completed measures of affective and instrumental implicit attitude and self-monitoring at baseline, followed by a measure of sedentary behavior one week later. We then replicated this study in 241 undergraduates, with the addition of measures of the theory of planned behavior at the initial time point to represent conscious pathways to behavior.ResultsIn both studies there was no direct effect of either form of implicit attitude on behavior. However, self-monitoring moderated the effect of affective implicit attitude such that affective implicit attitude was a significant correlate of sedentary behavior only in those low in self-monitoring. In Study 2, sedentary behavior was also associate with intention, and intention was in turn associated with explicit affective attitude, subjective norm, and perceived behavioral control. Self-monitoring was not associated with sedentary behavior, nor did it moderate the intention-behavior relationship.DiscussionFindings suggest sedentary behavior is a largely affect driven behavior. Further, both reasoned and automatic processes contribute to sedentary behavior, but automatic processes only make a significant contribution when individuals are not consistently monitoring their behavior.     

Acting on one's attitudes: Procedures for linking attitude and behavior

Two investigations examined the determinants of correspondence between attitudes and behaviors. The first investigation examined the relationship between previously measured attitudes toward affirmative action and subsequent behavioral verdicts in a sex discrimination court case. In this basic situation, correspondence between measured attitudes and judicial decision-making behavior was minimal, for both low-self-monitoring individuals and high-self-monitoring individuals. Increasing the availability of attitudes generated substantial correspondence between attitudes and behavior for low-self-monitoring individuals, but not for high-self-monitoring individuals. Increasing the relevance of attitudes generated substantial correspondence between attitudes and behavior for both low-self-monitoring individuals and high-self-monitoring individuals. The second investigation examined the decisions of individuals with favorable attitudes toward psychological research to volunteer to participate in extra sessions of a psychology experiment. Once again, increasing the relevance of attitudes was an effective procedure for inducing individuals to translate existing attitudes into corresponding behaviors. These empirical outcomes are interpreted within a theoretical framework that specifies the interactive contributions of availability, relevance, and self-monitoring to the creation of “action structures” that link attitudes and behavior. Practical implications of this viewpoint are discussed.     

On the consistency between attitudes and behavior: Look to the method of attitude formation

A field study and a laboratory experiment were conducted to test the hypothesis that the method by which an attitude was formed is a crucial variable affecting attitude-behavior consistency. It was predicted that people who form their attitudes on the basis of direct behavioral interaction with the attitude object will demonstrate significantly greater attitude-behavior consistency than individuals whose attitudes were formed by other means. In the field study, students with direct prior experience with a housing crisis demonstrated greater consistency between their attitudes and behavioral attempts to alleviate the crisis than did students with similar attitudes but without prior direct experience. In the laboratory experiment, subjects who indicated their attitude toward a variety of puzzle types after working examples of each demonstrated greater consistency between these attitudes and subsequent behavior in a free play situation than subjects with similar attitudes formed on the basis of information given by the experimenter. It was suggested that direct behavioral experience produces an attitude which is more clearly, confidently, and stably maintained than an attitude formed through more indirect means.     

The Influence of Self-Monitoring on Inflation of Grade-Point Averages for Research and Selection Purposes1

The present study investigated the tendency to inflate self-reports of GPAs on application forms and research surveys. The major purpose of the research was to examine the consistency of inflation behavior across situations and determine whether self-monitoring moderates this consistency. Two hundred and twenty-six graduating seniors reported their GPAs on application forms used at a university's placement office and 1 month later reported their GPAs on a research survey in a classroom setting. Respondents’ self-monitoring and attitude toward inflation were also measured on the survey. Results indicated that inflation was more prevalent on the research survey than on application forms and low GPA respondents exhibited greater inflation than did high GPA respondents. Furthermore, inflation across situations was more consistent and could be better predicted by inflation attitudes for low self-monitors than for high self-monitors. Implications for impression management and self-reports in employment contexts are discussed.     

Vested interest and environmental risk communication: improving willingness to cope with impending disasters

Vested interest theory (VIT), first investigated on environmental risk, suggests that the hedonic relevance of an attitude object moderates relations between attitudes, intentions, and responses to danger. Emphasizing vested interest may maximize impacts of risk communications. Study 1 (N = 215) assessed differences between inhabitants of two flood‐risk areas in Italy on past experience, risk perceptions, concerns, attitudes, and behavioral intentions. Objectively, higher risk areas' residents reported more experience, and greater perceived risk and concern, while no preparedness differences were found (both at “between cities” and “within city” levels). Study 2 (N = 444) looked at the moderating role of VIT‐based risk communication messages on the relationship between vested interest and behavioral intentions. Components of vested interest moderate attitude–intention consistency, suggesting a new method of developing effective risk announcements.     

Evaluative conditioning in social psychology: Facts and speculations

The aim of the present paper is to examine the contribution of evaluative conditioning (EC) to attitude formation theory in social psychology. This aim is pursued on two fronts. First, evaluative conditioning is analysed for its relevance to social psychological research. We show that conditioned attitudes can be acquired through simple co‐occurrences of a neutral and a valenced stimulus. Moreover, we argue that conditioned attitudes are not confined to direct contact with a valenced stimulus, but can be formed and dynamically reformed indirectly, through association chains. Second, social research is examined in an effort to identify evaluative learning mechanisms. We suggest that several important phenomena in social psychology (e.g., ingroup favouritism, prejudice, name letter effect) are at least partly due to simple mechanisms of evaluative learning. The implications for attitude formation theory and for applied settings are discussed.     

Evaluative conditioning in social psychology: Facts and speculations

The aim of the present paper is to examine the contribution of evaluative conditioning (EC) to attitude formation theory in social psychology. This aim is pursued on two fronts. First, evaluative conditioning is analysed for its relevance to social psychological research. We show that conditioned attitudes can be acquired through simple co-occurrences of a neutral and a valenced stimulus. Moreover, we argue that conditioned attitudes are not confined to direct contact with a valenced stimulus, but can be formed and dynamically reformed indirectly, through association chains. Second, social research is examined in an effort to identify evaluative learning mechanisms. We suggest that several important phenomena in social psychology (e.g., ingroup favouritism, prejudice, name letter effect) are at least partly due to simple mechanisms of evaluative learning. The implications for attitude formation theory and for applied settings are discussed.     

Understanding knowledge effects on attitude-behavior consistency: the role of relevance, complexity, and amount of knowledge

The role of properties of attitude-relevant knowledge in attitude- behavior consistency was explored in 3 experiments. In Experiment 1, attitudes based on behaviorally relevant knowledge predicted behavior better than attitudes based on low-relevance knowledge, especially when people had time to deliberate. Relevance, complexity, and amount of knowledge were investigated in Experiment 2. It was found that complexity increased attitude- behavior consistency when knowledge was of low-behavioral relevance. Under high-behavioral relevance, attitudes predicted behavior well regardless of complexity. Amount of knowledge had no effect on attitude- behavior consistency. In Experiment 3, the findings of Experiment 2 were replicated, and the complexity effect was extended to behaviors of ambiguous relevance. Together, these experiments support an attitude inference perspective, which holds that under high deliberation conditions, people consider the behavioral relevance and dimensional complexity of knowledge underlying their attitudes before deciding to act on them.     

The effects of self-monitoring and self-reported consistency on the consistency of personality judgments made by strangers and intimates

How consistent are strangers' and intimates' judgments of stimulus people's personalities, and how is this interjudge consistency affected by stimulus persons' assessed self-monitoring and self-reported behavioral consistency? To answer these questions, 38 stimulus subjects rated themselves on the personality dimensions of extraversion and anxiety and also rated their cross-situational consistency on these dimensions. Strangers, friends, mothers, and fathers of stimulus persons also rated them on extraversion and anxiety. The results indicated that: For judgments of anxiety there was lower interjudge consistency for high than for low self-monitoring stimulus subjects. For judgments of extraversion there was no difference in interjudge consistency for low and high self-monitoring stimulus subjects. The results also showed that anxiety was a more “private” trait in that intimates' but not strangers' judgments correlated with stimulus subjects' self-reported anxiety (r = .50 and r = .11, respectively), while extraversion was a more “public” trait in that both intimates' and strangers' judgments correlated with stimulus subjects' self-reported extraversion (r = .42 and r = .51, respectively). These results suggest that self-monitoring of stimulus persons affects interjudge consistency of peroonality judgments particularly for “private” traits such as anxiety, which are most subject to expressive control and inhibition.     

The Pervasive Effects of Vested Interest on Attitude-Criterion Consistency in Political Judgment

The vested interest construct suggests that people act in attitudinally consistent ways on important issues of high hedonic relevance. Accordingly, vested individuals should endorse policies consistent with their attitudes. Symbolic politics holds self-interest unrelated to attitude and thus of little use. Three secondary analyses of national election data assessed the predictive utility of vested interest on policy-related issues. Consistent with expectations, Analysis 1 found vested interest to be unrelated to policy endorsement. However, Analysis 2 disclosed that vested interest significantly moderated attitude-endorsement consistency on beliefs regarding busing, health insurance, and government-guaranteed living standards. Analysis 3 investigated vested interest effects across three national election surveys and six policy issues. Without exception, vested interest significantly moderated the relationship between attitudes and policy endorsement. These results, obtained across a broad range of topics and respondents, suggest that vested interest is an important moderator of consistency between attitudes and policy endorsement.     

On the predictive validity of attitudes: The roles of direct experience and confidence1

Previous research has demonstrated that behavior is more accurately predicted from attitudes formed via direct, behavioral interaction with the attitude object than from attitudes developed via indirect, nonbehavioral experience. The present research examined the hypothesis that the confidence with which an attitude is held may be a mediating variable in the observed relationship between the manner of attitude formation and attitude-behavior consistency. In the first experiment, it was demonstrated that subjects who formed their attitudes through direct experience held those attitudes more confidently and behaved more consistently with those attitudes than did subjects who formed their attitudes through indirect experience. In the second experiment, it was found that, regardless of the manner of attitude formation, subjects who were led to believe that they held their attitudes confidently displayed greater attitude-behavior consistency than did subjects led to believe that they held their attitudes with little confidence. Taken together, the results suggest that it may be fruitful to view confidence both as a variable which mediates the effect of the manner of attitude formation on attitude-behavior consistency and as one which, independent of how an attitude is formed, acts as a determinant of attitude-behavior consistency.     

Attitude Importance: Understanding the Causes and Consequences of Passionately Held Views

People care passionately about some attitudes and consider them deeply important, and they accord no particular significance to other attitudes. In the current paper, we review the state of the psychological literature on attitude importance. We consider the factors that cause people to attach importance to some attitudes but not to others, and we review the cognitive, affective, and behavioral consequences of attaching importance to an attitude. Finally, we explore several open questions regarding attitude importance, charting a course for future research in this area.     

Perceiving stability as a means to attitude certainty: The role of implicit theories of attitudes

This research introduces the concept of implicit theories of attitude stability. Across three studies, individuals are shown to vary both naturally and situationally in their lay theories about the stability of attitudes. Furthermore, these general theories are shown to impact people's certainty in their specific attitudes by shaping their perceptions of the stability of the attitude under consideration. By affecting attitude certainty, implicit theories of attitude stability also influence the extent to which people rely on their attitude when committing to future attitude-relevant behavior. Moreover, following exposure to a persuasive attack, implicit theories are shown to interact with situational perceptions of attitude stability to determine attitude certainty. Collectively, these findings suggest that implicit theories of attitude stability have an important influence on people's attitude certainty, subsequent behavioral intentions, and resistance to persuasive messages. Future directions concerning the potential impact of these theories for other attitudinal phenomena are discussed.     

态度强度的维度结构与研究操作

态度强度指态度具有坚持性和抵抗性的程度及其对信息加工过程和行为产生影响的程度,包括可获得性、两面性、确定性、精细加工、极端性、重要性、知识性、个人相关性和结构一致性9个常见维度。文章介绍了态度强度的操纵和测量方法,对探讨态度强度维度结构的已有研究进行了阐述和总结,在此基础上指出态度强度至少包含三重维度结构,并提出将态度强度与群体水平变量和社会预警系统相联系等研究角度     

Implicit ambivalence from attitude change: an exploration of the PAST model

Traditional models of attitude change have assumed that when people appear to have changed their attitudes in response to new information, their old attitudes disappear and no longer have any impact. The present research suggests that when attitudes change, the old attitude can remain in memory and influence subsequent behavior. Four experiments are reported in which initial attitudes were created and then changed (or not) with new information. In each study, the authors demonstrate that when people undergo attitude change, their old and new attitudes can interact to produce evaluative responses consistent with a state of implicit ambivalence. In Study 1, individuals whose attitudes changed were more neutral on a measure of automatic evaluation. In Study 2, attitude change led people to show less confidence on an implicit but not an explicit measure. In Studies 3 and 4, people whose attitudes changed engaged in greater processing of attitude-relevant information than did individuals whose attitudes were not changed.