Resistance to persuasion and attitude certainty: the moderating role of elaboration

Recent research has demonstrated that when people resist persuasive attacks, they can under specifiable conditions become more certain of their initial attitudes. The present research explores the role of elaboration in determining when this effect will occur. Using both self-reported differences in situational elaboration (Study 1) and chronic individual differences in the need for cognition (Study 2), it is demonstrated that resisting persuasion increases attitude certainty primarily when elaboration is high. When elaboration is low, resisting persuasion does not appear to impact attitude certainty. These findings shed light on the role of metacognitive factors in resistance to persuasion, pinpointing the conditions under which these factors come into play.     

Resistance to persuasion as self-regulation: Ego-depletion and its effects on attitude change processes

Counterarguing persuasive messages requires active control processes (e.g., generation and application of contradictory information) similar to those involved in other forms of self-regulation. Prior research has indicated that self-regulation ability is a finite resource subject to temporary depletion with use, and so engaging in self-regulatory tasks could impair individuals’ ability to subsequently counterargue. Participants completed an initial task designed to deplete or not deplete their regulatory resources. Following the manipulation, participants read a message supporting a counterattitudinal policy. Results indicated that prior self-regulation reduced subsequent resistance, primarily when the message arguments were specious. Counterargument appears to be a self-regulatory process that can be undermined when self-regulatory resources have previously been diminished.     

元认知:态度与说服研究的新视角

态度元认知指个体对所持态度的主观判断(如态度是否正确、重要与否等),是态度强度的重要维度,并能在态度说服过程中发挥关键作用。首先介绍态度元认知的主要成分(态度确定性、重要性及矛盾性),然后重点阐述新近对态度说服元认知过程的解释模型:认知加工精细程度模型(ELM),内隐-外显双过程模型(APE)和元认知模型(MCM),并从来源属性(来源可信度)、受众属性(情绪及身体动作)、信息属性(信息与受众的匹配程度)和情景四个方面阐释了影响说服元认知过程的因素。未来可以在态度元认知成分及其影响、说服元认知过程的心理机制、态度元认知神经机制等方面展开进一步研究。     

The malleable influence of social consensus on attitude certainty

People often reflect on the opinions of others and express greater attitude certainty when they perceive their attitudes to be shared by others (high attitude consensus). The present research tests the possibility that either high or low attitude consensus can increase attitude certainty depending on people's salient social identification needs. In particular, high attitude consensus with a target group is found to be more validating when people seek to belong to the group, as this identification motive promotes a search for similarities between themselves and the group. In contrast, low attitude consensus with a target group is found to be more validating when people seek to be unique from a group, as this identification motive promotes a search for dissimilarities between themselves and the group. Two experiments support these hypotheses, offering insight into the intra-personal motives that alter the diagnostic value of social consensus information.     

A new look at the consequences of attitude certainty: the amplification hypothesis

It is well established that increasing attitude certainty makes attitudes more resistant to attack and more predictive of behavior. This finding has been interpreted as indicating that attitude certainty crystallizes attitudes, making them more durable and impactful. The current research challenges this crystallization hypothesis and proposes an amplification hypothesis, which suggests that instead of invariably strengthening an attitude, attitude certainty amplifies the dominant effect of the attitude on thought, judgment, and behavior. In 3 experiments, the authors test these competing hypotheses by comparing the effects of attitude certainty manipulations on univalent versus ambivalent attitudes. Across experiments, it is demonstrated that increasing attitude certainty strengthens attitudes (e.g., increases their resistance to persuasion) when attitudes are univalent but weakens attitudes (e.g., decreases their resistance to persuasion) when attitudes are ambivalent. These results are consistent with the amplification hypothesis.     

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.     

The mere perception of elaboration creates attitude certainty: exploring the thoughtfulness heuristic

Attitude theory has long proposed a mechanism through which antecedents of message elaboration produce attitude strength consequences. However, little direct evidence exists for the intervening process. The proposed thoughtfulness heuristic holds that perceiving that more thought has taken place leads to greater attitude certainty. Two roles were established for this heuristic: first as a mediator of the impact of antecedents of elaboration on attitude certainty and second as a way to influence attitude certainty independent of actual elaboration. In Studies 1 and 2, antecedents of elaboration (need for cognition, distraction) impacted attitude certainty because they impacted the actual amount of processing, which in turn affected perceptions of the amount of processing. In Studies 3 and 4, a manipulation of perceived thought impacted certainty independent of actual thought (i.e., after thinking had already occurred). Furthermore, the thoughtfulness heuristic was shown to influence behavioral intentions, establishing perceived amount of processing as both a mediator and an independent cause of attitude strength consequences.     

When resistance is futile: consequences of failed counterarguing for attitude certainty

This research tests the notion that attitudes after a failed attempt to counterargue may be stronger than attitudes after undirected thinking. Specifically, failed counterarguing may be accompanied by unique metacognitions that serve to strengthen the attitude. The present research examines this issue by giving participants a very strong message and instructing them to counterargue or simply think about the message. Across several experiments, attitudes were as favorable when individuals were trying to counterargue as when they were simply thinking, indicating that counterarguing failed to instill any extra resistance. However, attitudes were held with greater certainty following failed counterarguing compared with following undirected thinking. Furthermore, attitudes following failed counterarguing were more predictive of subsequent behavioral intentions. The metacognitions that follow failed counterarguing are addressed.     

What makes triangles point: Local and global effects in configurations of ambiguous triangles

Perceived pointing of ambiguous triangles was investigated in three experiments. The results show that the probability of seeing an equilateral triangle point in a given direction is strongly influenced by (a) the direction of the ambiguous alternatives, (b) the orientational characteristics of the configuration of elements surrounding the triangle, and (c) the shape of the surrounding elements. These findings are interpreted as supporting the hypothesis that perceived pointing is determined by perceptual reference frames induced at multiple levels of globality: one for the general visual field, one for the entire configuration, and one for the local elements of the configuration.     

Entitativity and prejudice: Examining their relationship and the moderating effect of attitude certainty

Previous research suggests that perceived entitativity, which represents the degree to which groups are perceived to possess unity, coherence, and organization, predicts intergroup stereotyping and bias. The present research yielded complementary evidence that prejudice (toward Muslims in Study 1 and toward South Asians in Study 2) can also predict groups’ perceived entitativity. In particular, Study 1 found that the relationships of two predictors, intergroup contact and social dominance orientation, with perceived entitativity were mediated by prejudice. Study 2 demonstrated, as predicted, that this set of relationships occurred primarily for intergroup attitudes of relatively high certainty. Neither study found support for models in which entitativity mediated the relationships of the predictors with prejudice. Conceptual and analytical factors that may account for evidence of the potential bi-directionality of the bias-entitativity relationship are considered.     

The pursuit of self-interest: self-interest bias in attitude judgment and persuasion

Self-interest affected the direction of attitudes in 4 studies exploring attitude judgment and persuasion. Experiment 1 showed that both self-interest and symbolic concerns predicted attitudes. The biasing role of self-interest in producing the well-known persuasion effects of personal relevance and argument strength was examined by disentangling the competing effects of personal costs and benefits. Experiment 2 used a standard personal relevance manipulation in the absence of supportive arguments and showed that perceptions of personal costs associated with the advocated policy partially mediated its negative effects on attitudes. Experiments 3 and 4 independently manipulated the onset of personal costs associated with an issue and the onset of issue-related benefits conveyed by supportive arguments. Postmessage attitudes were an additive function of personal costs and argument-specified benefits, and perceived costs and benefits biased information processing in a self-interested manner. A revised conception of personal relevance and argument strength is discussed.     

Cognitive vulnerability to depression: The role of thought suppression and attitude certainty

Previous research indicates that dysfunctional attitudes wax and wane with shifts in mood, suggesting that they are more likely the result than the cause of depression. The present research examined the possibility that attitudinal precursors to depression exist but are difficult to detect because at-risk individuals are trying to suppress dysfunctional thinking. However, the lingering maladaptive beliefs should be reflected in attitude uncertainty. To test this idea, participants completed a measure of chronic thought suppression and the Dysfunctional Attitude Scale that was amended to include certainty ratings. Participants also reported current and past experiences with depression. The results indicated that although formerly depressed individuals—who are at high risk for relapse—reported relatively adaptive attitudes, they were more uncertain about those beliefs than were their never-depressed counterparts. Moreover, this greater uncertainty was associated with high levels of thought suppression that, in turn, were related to previous depression.     

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.     

Casualties of war and sunk costs: Implications for attitude change and persuasion

The purpose of the present research was to gain greater insight into how people's support for an ongoing war might be influenced by providing information about recent casualties of war. On intuitive grounds, one might expect that such information might often decrease support for the war, especially when the war in question is relatively unpopular. However, research and theory on the “sunk cost effect” suggests, somewhat paradoxically, that highlighting such losses could actually increase, not decrease, support for the war, as driven by the goal to avoid wasting valuable resources. Across two experiments (one focusing on the war in Iraq, another focusing on the war in Afghanistan), we found that the effects of the war casualty information on attitudes were moderated by a recent use and activation of the relevant “don't waste” goal, which had been previously primed in a non-political context. The implications of our findings for theory and research on attitude change, as well as the judgment and decision making area, are discussed.     

Self-generated persuasion: effects of the target and direction of arguments

Previous research has revealed that self-persuasion can occur either through role-playing (i.e., when arguments are generated to convince another person) or, more directly, through trying to convince oneself (i.e., when arguments are generated with oneself as the target). Combining these 2 traditions in the domain of attitude change, the present research investigated the impact on self-persuasion of the specific target of one's own persuasive attempt (i.e., others vs. oneself). We found that the efficacy of self-persuasion depended on whether people believed that they would have to put more or less effort in convincing the self or others. Specifically, we found opposite effects for self-generated arguments depending on whether the topic of persuasion was proattitudinal or counterattitudinal. Across 4 studies, it was shown that when the topic of the message was counterattitudinal, people were more effective in convincing themselves when the intended target of the arguments was themselves versus another person. However, the opposite was the case when the topic was proattitudinal. These effects were shown to stem from the differential effort perceived as necessary and actually exerted in trying to produce persuasion under these conditions.     

False physiological feedback and persuasion: Effect of fear arousal vs. fear reduction on attitude change

Two experiments tested the hypothesis that increases in false physiological feedback of fear arousal will enhance persuasion and that reduction in the arousal feedback is unnecessary for increased persuasion to occur. Prior research has usually found a positive relation between level of arousal and persuasion, but support for the drive reduction hypothesis is tenuous. However, Harris and Jellison (1971) claimed support for such a hypothesis. They manipulated subjects' fear arousal cognitively via false physiological feedback while the subjects listened to a persuasive communication. The present experiments used a similar procedure in an attempt to test an "arousal only" against an "arousal reduction" hypothesis. Subjects listened to a persuasive speech while receiving false feedback via a meter concerning their fear arousal. In Experiment I half of the subjects received high arousal and half received moderate arousal information. Within each of these conditions half of the subjects had their arousal reduced, and the other half did not. In Experiment II subjects received either low arousal, high arousal, or high then low arousal feedback while listening. The results of the two studies generally provided support for the "arousal only" hypothesis. An interpretation in terms of Bem's attribution theory was tentatively suggested.     

Hiring you makes me look bad: Social-identity based reversals of the ingroup favoritism effect

The current research attempts to explain reversals of ingroup favoritism in terms of one of the prevalent mechanisms generally used to account for positive ingroup bias: Tajfel’s social identity theory. We propose that individuals strategically evaluate ingroup targets in order to maximize their own self-esteem and to avoid costly errors. This strategic evaluation typically results in ingroup favoritism toward an ingroup target member. However, if a positive evaluation of the target poses a significant self-esteem threat, denigration of the target will result. Two studies examined how ingroup and outgroup targets were evaluated when applicants were qualified versus unqualified (Study 1), or when the ingroup target might confirm a negative ingroup stereotype (Study 2). Study 1 results indicated that participants showed ingroup favoritism only toward qualified applicants. Study 2 demonstrated that, when a marginally qualified ingroup applicant has the potential to confirm a negative stereotype, bias against the ingroup is observed. Results of both studies both confirm and provide explanations for ingroup denigration.     

Direct contact as a moderator of extended contact effects: cross-sectional and longitudinal impact on outgroup attitudes, behavioral intentions, and attitude certainty

Cross-group friendships (the most effective form of direct contact) and extended contact (i.e., knowing ingroup members who have outgroup friends) constitute two of the most important means of improving outgroup attitudes. Using cross-sectional and longitudinal samples from different intergroup contexts, this research demonstrates that extended contact is most effective when individuals live in segregated neighborhoods having only few, or no, direct friendships with outgroup members. Moreover, by including measures of attitudes and behavioral intentions the authors showed the broader impact of these forms of contact, and, by assessing attitude certainty as one dimension of attitude strength, they tested whether extended contact can lead not only to more positive but also to stronger outgroup orientations. Cross-sectional data showed that direct contact was more strongly related to attitude certainty than was extended contact, but longitudinal data showed both forms of contact affected attitude certainty in the long run.