Self-attribution of attitude as a function of belief feedback

Previous research has found that subjects listening to a communication can be persuaded more when they receive false physiological feedback concerning their emotional state than when such feedback is not presented. Such results, in conjunction with Bem's (1972) postulate that subjects infer their attitude from the external circumstances of their behavior, suggested that false feedback of belief or disbelief would affect persuasion. Subjects listened to a speech while observing their (false) reactions on a "belief meter." Half of the subjects received strong positive belief feedback, and the other half received strong disbelief feedback. Demand characteristics were varied by telling half of the subjects in each group that the meter was highly reliable and valid and the other half that is was of questionable validity. Results showed that the meter feedback affected self-attributions of attitude. Subjects receiving disbelief feedback rated their attitude the same as a control group who merely completed the attitude scale. Subjects receiving belief feedback were persuaded more than a control group receiving only the communication. The implications of the data for the construct of attitude were discussed.     

The effects of fear arousal,fear position,fear exposure,and sidedness on compliance with dietary instructions

Investigated the effects of fear arousal and sidedness variables on compliance with a dietary regimen. Experiments involved 202 women volunteers who were 10 per cent or more overweight, and aged 20-60 years. Experiment 1 involved a 3 (low, medium, high fear) × 2 (single, multiple exposure to fear message) × 2 (one-, two-sided communication) design. The fear levels involved discussing the health hazards of obesity. Experiment 2 manipulated the fear-message position relative to the recommendations (fear-recommendations, recommendations-fear, fear-delay-recommendations). Persuasive impact was measured via follow-up weight checks at 2, 4, 8, and 16 weeks. Results indicate nonsignificant effects from sidedness and pre-standardised fear levels. Using subjects' fear arousal ratings medium fear is significantly better (p < .025), supporting Janis's curvilinear hypothesis. A single exposure to the fear message is superior (p < .025) to multiple exposures, the interaction with time being highly significant (p < .001). Experiment 2 results indicate the optimum position for the fear message as immediately prior to recommendations (p < .025). Results support both cognitive and fear-reduction hypotheses, but the latter is favoured.     

Mixing emotions: The use of humor in fear advertising

Fear is used to advertise many products, services, and causes such as antismoking, sunscreen usage, and safe driving. Past research indicates that high levels of fear tension arousal can prompt defensive responses in the audience, which, in turn, can reduce the persuasive effect of the ad. We show in two studies that humor can reduce these defensive responses and hence increase the persuasiveness of fear advertising. Specifically, we show that increasing the level of fear tension arousal decreases persuasion when humor is absent but increases persuasion when humor is present. Further, this interaction of humor and fear tension arousal is mediated by defensive responses related to message elaboration and vulnerability to threat. Our results suggest that the effectiveness of fear advertising can be increased by adding an element of humor to the ad. Copyright © 2012 John Wiley & Sons, Ltd.     

Converting the unconverted: the effect of inclination and opportunity to discount health-related fear appeals.

Two experiments indicated that the conventional wisdom for designing fear appeals, higher fear arousal, and a consequences-recommendations ordering, was more persuasive for adherents, or those who were already following the advocated recommendations. Instead, lowering the level of fear arousal and reversing the order of the consequences and recommendations were more effective for persuading the unconverted. The unconverted were more persuaded by the latter message format because it reduced the level of message discounting. Specifically, unconverted participants who received either a low fear appeal or recommendations preceding consequences perceived themselves to be more susceptible, perceived the consequences as more severe, regarded the recommendations as more efficacious, believed they were more able to follow the recommendations, and were less likely to refute the message claims.     

Audience response as a heuristic cue in persuasion

Previous research on the persuasive impact of an overheard audience has yielded conflicting results. In this study, we attempted to understand such audience effects within the framework of the heuristic model of persuasion. Subjects listened to an audiotaped persuasive message that conveyed arguments of either high or low quality and that was responded to by either an enthusiastic or an unenthusiastic overheard audience. In addition, subject involvement (high vs. low) was varied. Consistent with predictions, the audience response cue influenced postmessage opinions only under low involvement; under high involvement, only argument quality affected persuasion. Analyses that took into account subjects' need for cognition supported the additional hypothesis that individuals lower in need for cognition would be more responsive to the audience manipulation under low involvement. Thought-listing data and regression analyses provided further support for the heuristic model.     

The pupillary response as an indicator of arousal and cognition

Psychological research on the pupillary response since 1960 has focused on an arousal interpretation and a cognitive interpretation. Experiment 1 was an attempt to manipulate some arousal factors while controlling the cognitive demands of the task. Pupil size was cinematographically recorded while subjects who had different degrees of reported fear of snakes listened to passages describing imagined interactions with a snake in different proximities. There was also a set of control passages that made no mention of snakes but were otherwise semantically and syntactically identical to the aversive passages. The pupillary response showed no influence of the arousal manipulations, but rating and behavioral data indicated that the arousal variables had been effective. The cognitive demands of the task were clearly indicated by the pupillary response. In Experiment 2 two types of tasks were used: one that employed both arousal (incentive) and cognitive factors and another that had an arousal manipulation (threat of shock) but no explicit cognitive demands. The pupil response was recorded as well as heart rate, skin conductance, and EMG. The pupillary response showed an effect of the arousal manipulations only when cognitive demands were minimal. The results of both experiments are consistent with the view that cognitive demands take priority over arousal factors in affecting the pupillary response. Heart rate did show arousal effects that were not preempted by cognitive demands.     

Fear of fear,trait anxiety and aerobic fitness in relation to state anxiety during adrenalin provocation

Abstract

Psychological explanations of both spontaneous and experimentally induced panic anxiety stress the role of fear of fear, especially fear of bodily symptoms of arousal. Fear of fear is conceptually different from trait anxiety but may be associated with repeated experience of arousal symptoms in fearful situations, while frequent physical exercise may lead to habituation to these symptoms. To test this hypothesis, 44 healthy male volunteers, classified as having high or low trait anxiety and high or low aerobic fitness, underwent a single-dose adrenalin infusion (80 nanogram/kilogram bodyweight/minute). In both groups, during the experiment a significant rise in state anxiety was found; compared to the group with low trait anxiety, subjects with high trait anxiety reported higher levels of state anxiety, which could be attributed to differences in aerobic fitness. In the high-anxious group, subjects showed a greater decrease in state anxiety during the recovery phase. State anxiety during adrenalin was strongly associated with fear of bodily symptoms only in the high-anxious group. Correlations between trait anxiety and somatic anxiety were not significant; state anxiety scores tended to correlate negatively with physical fitness. It is concluded that these results lend support to a fear of fear-model of panic anxiety.     

The facilitative effects of heart-rate feedback in the emotional processing of claustrophobic fear

This study examines predictions derived from Foa and Kozak's theory of emotional processing. We hypothesized that the provision of heart-rate feedback would facilitate emotional processing through a fuller activation of the participant's fear structure, and by focusing participants' attention on information that is incompatible with the fear structure, i.e., the interoceptive pattern of habituation. Nonclinical students (N = 54) showing marked claustrophobic fear received 30 min of self-directed exposure to a claustrophobic chamber. Three exposure conditions (heart-rate feedback, paced-tone control, and exposure only control) were examined across six 5-min exposure trials. Participants receiving heart-rate feedback displayed greater between-trial habituation across treatment trials and lower levels of fear at post-treatment. Treatment process findings failed to support the fear activation hypothesis. Implications of the findings for theories of fear reduction are discussed.     

The role of esteem and coping in response to a threat communication

Two experiments examined the relations among self-esteem, perceived competency to cope, and actual coping behaviors following a threat communication. Leventhal's “parallel response model” (in Advances in experimental social psychology, L. Berkowitz (Ed.), New York: Academic Press, 1970, Vol. 5) predicts that low-esteem subjects will show deficits in both competency and coping behaviors. Experiment 1 manipulated threat level of a tetanus communication. Low-esteem subjects showed coping deficits on measures of free associations, free recall, fatalism, and coping. Threat groups differed only on fear and danger measures. Experiment 2 manipulated the fear level of an antismoking film and used false feedback to alter perceived competency. Positive feedback increased perceived competency to quit smoking among low-esteem subjects only. Without feedback, low-esteem subjects reduced smoking less than high-esteem subjects; positive feedback reversed the pattern. The discussion argued that, consistent with Leventhal's model, the low-esteem coping deficit has two independent causes: (1) excessive concern with fear, and (2) inadequate perceived competency.     

Observer states and traits and the imitative process: A test of a new formulation

In three studies the formulation was tested that characteristics of the observer have an effect on imitation only in situations which provide little information concerning appropriate or expected behaviors. In Experiment I, female college students of high, medium, and low need for social approval underwent either a high or low arousal manipulation. Subjects observed a videotaped model who engaged in a size judgment task. For half the subjects the model received verbal reward (high information); for the other half the model received no feedback (low information). Subsequently, the model and subject responded alternately in the task during which no feedback was given. Neither need for social approval nor manipulated arousal was found to be systematically related to imitation in either information condition. However, the hypothesized relationships were found when subjects' arousal or anxiety levels were determined by self ratings. These results were replicated in a second, similar experiment. In a third experiment, which involved an improved arousal manipulation, the hypothesized relationships were confirmed.     

The effect of feedback stimuli on contextual fear depends upon the length of the minimum intertrial interval

The present experiments investigated the effects of manipulation of the minimum intertrial interval (ITI) on the ability of a feedback stimulus to reduce the amount of fear conditioned to the shock context. In Experiment 1, we found that animals exposed to yoked shock with a feedback stimulus were equivalent to animals which received escapable shock, and both these groups showed less fear of the shock context than did yoked animals not given feedback, when a minimum ITI of 60 s was used. This replicated the effect of feedback on contextual fear conditioning. However, animals exposed to yoked shock with a feedback stimulus but for whom the minimum ITI was 5 s showed as much fear of the context as yoked animals not given feedback. Experiment 2 assessed whether this difference was solely due to the lower minimum ITI resulting in more fear than the 60-s minimum ITI, or whether the lower minimum ITI precluded the effect of feedback. The former possibility was discounted. Thus, these studies demonstrate that a relatively long minimum ITI is essential for the observance of a feedback effect on fear of the shock context.     

False physiological feedback and emotion: Experimenter demand and salience effects

Four experiments examined the hypothesis that the Valins (1966) false physiological feedback effect with attractiveness ratings of slides is due to experimenter demand. Experiments 1 and 2 showed significant feedback effects with 5-sec feedback periods, previously reported by Barefoot and Straub (1971) to be too brief a time to search the slides for a cause of the apparent physiological arousal. Experiments 3 and 4 had 17 variations of instructions (emotional, nonemotional), stimuli (slides of people, scenic tourist slides), and type of feedback information (heart rate, eyeblink, or none). The typical false feedback effect was found under many conditions that did not seem to meet the presumptive attributional requirements for the effect. In Experiment 4, only subjects who said they were supposed to rate feedback slides higher showed the effect, regardless of instructions, stimuli, or type of feedback. The overall results are interpreted in terms of experimenter demand and stimulus salience effects.     

Evaluating information for truthfulness: The effects of logical subordination

Research has shown that many individuals do not routinely evaluate new information for consistency with respect to what they already know. One factor that may affect the likelihood of critical evaluation is whether or not the information is the central focus of the message. Two experiments tested this possibility by establishing differential emphasis of false information within complex sentences. Half of the target sentences contained a false fact in the main clause and half contained a false fact in the subordinate clause. In Experiment 1 subjects verified 64 sentences presented orally as either true or false. In Experiment 2 subjects read and evaluated 20 paragraphs for the presence of false information. As expected, subjects were less likely to report the false information when it was conveyed as logically subordinate rather than central. The results suggest one explanation for deficits in comprehension monitoring and have implications for understanding susceptibility to persuasive communications.     

Mindless resistance to persuasion: Low self‐control fosters the use of resistance‐promoting heuristics

In our consumer society, people are confronted on a daily basis with unsolicited persuasion attempts. The present research challenges the prevailing view that resisting persuasion is more likely to fail when consumers have low self‐control. Four experiments tested the hypothesis that impaired self‐regulation may actually facilitate resistance to persuasion when the influence context contains resistance‐promoting heuristics. Indeed, participants with low self‐control were less likely to comply with a persuasive request (Experiments 1 and 3), reported a less favourable attitude towards an advertised product (Experiment 2), and generated more negative responses towards a persuasive message (Experiment 4) than participants with high self‐control, when they could rely on resistance‐promoting heuristics: a violation of the norm of reciprocity (Experiments 1 and 3), an advertisement disclaimer (Experiment 2), or negative social proof (Experiment 4). Together, these studies demonstrate that contextual cues can bolster resistance when one does not carefully scrutinize an influence attempt.     

Predictability and controllability: Differential effects upon contextual fear

The independence of action of controllability and predictability has recently been questioned by research demonstrating that the effects of control over shock termination can be mimicked by feedback stimuli when a contextual fear measure is used. This suggests that the varied effects of controllability, particularly controllability of shock termination, may result not from controllability per se but from predictability of shock absence. The present experiments address this issue by examining whether controllability and predictability similarly affect contextual fear under several parametric conditions. In Experiment 1, control over shock termination was found to reduce contextual fear at an earlier point in training than prediction of shock absence. Experiment 2 demonstrated an effect of controllability under conditions in which the feedback effect is precluded. Experiment 3 examined the possibility that the group differences observed in the above experiments could be due to a potential difference in the conditionability of the response-produced stimulation and the external feedback stimulus. The outcome of this study makes it unlikely that this is the case, since no evidence of overshadowing of the feedback stimulus was observed on a test of its associative strength. These experiments suggest that the effects of controllability may not be reducible to those of predictability. Furthermore, they have important implications for theoretical proposals concerning the effect of feedback on contextual fear.     

Differential effects of instructions and consequences on human conditional discrimination performance

Two studies evaluated the differential behavioral effects of instructions and feedback in matching-to-sample procedures. In Experiment 1, 20 college students received true or false instructions and trial-by-trial or delayed feedback in three phases. In a fourth, final phase the instructions remained the same, but feedback changed from trial-by-trial to delayed, or from delayed to trial-by-trial. In Experiment 2, half of another 20 participants received true instructions during three phases, followed by false instruction in a fourth phase; the other half of the participants received false instructions during three phases, followed by true instructions in the fourth phase. Feedback sequences were as in Experiment 1. The results of both experiments revealed historical effects of instructions and feedback. Most participants demonstrated strong instructional control, overriding the control by contingencies. These results suggest that the present procedure offers optimal possibilities to make the differential effects of instructions and feedback on human behavior clearly identifiable when conditional discrimination tasks are used.     

Assimilation and contrast in persuasion: the effects of source credibility in multiple message situations

The present research explores a contextual perspective on persuasion in multiple message situations. It is proposed that when people receive persuasive messages, the effects of those messages are influenced by other messages to which people recently have been exposed. In two experiments, participants received a target persuasive message from a moderately credible source. Immediately before this message, participants received another message, on a different topic, from a source with high or low credibility. In Experiment 1, participants' attitudes toward the target issue were more favorable after they had first been exposed to a different message from a low rather than high credibility source (contrast). In Experiment 2, this effect only emerged when a priming manipulation gave participants a dissimilarity mindset. When participants were primed with a similarity mindset, their attitudes toward the target issue were more favorable following a different message from a high rather than low credibility source (assimilation).     

Two methods of reducing overconfidence

Prior research has suggested that most people are seriously overconfident in their answers to general knowledge questions. We attempted to reduce over-confidence in each of two separate experiments. In Experiment 1 half of the subjects answered five practice questions which appeared to be difficult. The remaining subjects answered practice problems which appeared to be easy but were actually just as difficult as the other group's practice questions. Within each of these two groups, half of the subjects received feedback on the accuracy of their answers to the practice questions, while the other half received no feedback. All four groups then answered 30 additional questions and indicated their confidence in these answers. The group which had received five apparently “easy” practice questions and then had been given feedback on the accuracy of their answers was underconfident on the final 30 questions. In Experiment 2 subjects who anticipated a group discussion of their answers to general knowledge questions took longer to answer the questions and expressed less overconfidence in their answers than did a control group.     

Running from the shadow: psychological distancing from others to deny characteristics people fear in themselves

Four experiments tested the hypothesis that people distance themselves from others who display characteristics they fear in themselves. In Study 1, participants were given false feedback that they were high or low in repressed anger and were given information about a person who became angry and responded in a violent or nonviolent manner. High anger feedback participants distanced themselves only from the violent person. In Study 2, high anger feedback led to distancing from a violent other but not a dishonest other, whereas dishonesty feedback led to distancing from a dishonest other but not a violent other. The results of Studies 3 and 4 replicated and extended the distancing effect with an anger induction: Participants who were insulted distanced themselves from an angry/violent person, and verbalizing their emotions about being insulted eliminated this effect. Implications for understanding defenses against undesirable self-attributions are discussed.     

On Different Sides: Investigating the Persuasive Effects of Anger Expression in Political News Messages

Anger expression is increasingly prevalent in political news messages. However, the persuasive effects of expressing anger in a political context have received scant attention from researchers. We conducted two experiments to investigate the hypothesis that anger expression is detrimental to persuasion because it runs counter to well‐established social norms for the polite expression of opinions. We created political news messages including a persuasive appeal by a politician that was supported either with an expression of anger or with an expression of nonemotional disagreement. The results of Experiment 1 (N = 120) showed that anger messages were perceived as less appropriate than control messages, and that politicians expressing anger were perceived as less likable and less competent than politicians who disagreed in nonemotional terms. In Experiment 2 (N = 1,005), the negative effects of anger expression on perceived likability and competence were replicated. Also in line with Experiment 1, anger messages were perceived as less appropriate, but this time only for those with negative a priori attitudes toward the advocated position. In contrast, those with positive a priori positions toward the advocated position perceived anger messages as more appropriate than the control messages.