Implications of the Elaboration Likelihood Model for interviewer decision processes

One dimension of corporate social performance is concern for employee relations. The selection interview represents one of the earliest points at which employers develop relationships with future employees. The Elaboration Likelihood Model (Petty & Cacioppo, 1986) is useful for predicting when variables which are irrelevant for predicting performance on the job can influence an interviewer's rating of an applicant. Such knowledge is helpful for organizations in terms of improving the validity of their selection interview decisions and enhancing applicants' perceptions of fairness.     

Effect of Recruiter on Attraction to the Firm: Implications of the Elaboration Likelihood Model

The effect of recruiter behaviors on organizational attractiveness is the focus of a growing body of literature. The elaboration likelihood model (ELM) is a promising model for generating research examining how and when recruiter behaviors will influence job applicant attitudes formed during the recruitment process. In this paper, the ELM is described and considered in relation to variables that affect job applicant ability and motivation to accurately process information about organizational and job attributes and assess their fit with a firm during the recruitment process. In addition, several recruiter behaviors and characteristics known to affect applicant attraction to the firm are discussed in terms of the ELM.     

Examining Sex Differences in Altering Attitudes About Rape: A Test of the Elaboration Likelihood Model

This intervention sought to improve first-year college students' attitudes about rape. The Elaboration Likelihood Model (ELM) was used to examine men and women's attitude change processes. Both quantitative and qualitative methodologies were used to examine how men and women construed rape prevention messages. Results indicated numerous sex differences in the ways in which men and women experienced and changed during and after the rape prevention intervention. Women seemed to use more central-route attitude change processes and showed more lasting change from the intervention at 2-month follow-up, whereas men seemed to attend more to peripheral cues of the speaker and demonstrated more transient attitude change.     

社会判断的选择通达理论

比较是社会判断的核心过程。近期,Mussweile提出了选择通达理论模型,该模型区分了比较中两个基本的假设过程,整合了比较中的多种结果,为人们更好地理解判断的本质提供了一个新视角。本文主要介绍了选择通达的过程、结果及其存在的普遍性,并讨论了参照点运用和选择通达机制之间的区别和联系。     

The Effects of Source Credibility and Message Framing on Exercise Intentions,Behaviors, and Attitudes: An Integration of the Elaboration Likelihood Model and Prospect Theory1

This study examined the influence of source credibility and message framing on promoting physical exercise in university students. Participants were randomly assigned to reading a positively or negatively framed communication that was attributed to either a credible or a noncredible source. Exercise intentions and attitudes were measured immediately following the delivery of the communication and following a 2‐week delay. Exercise behavior was also measured following the delay. There were Source Frame interactions for the exercise intentions, exercise behaviors, and cognitive response/elaboration measures such that participants receiving a positively framed communication from a credible source elaborated more and reported more positive exercise intentions and behaviors than participants in the other conditions. The results of the present investigation indicate that it might be beneficial for health professionals to provide exercise‐related information stressing the benefits of participating in exercise, rather than the traditional fear appeals, to motivate clients to engage in regular physical exercise. Implications for future research are discussed.     

对医生服务态度的思考——基于社会心理学视角

运用态度理论对服务态度进行解读,分析医患沟通、患者服务期望和感知与服务态度评价的关系.研究发现患者所述服务态度偏离了心理学态度本意,更倾向于服务行为或者服务;提高医生沟通能力对改善患者评价有积极作用;明晰医患不同视角服务态度内涵及差异具有理论和实践意义.     

Inhibited power motivation and persuasive communication: a lens model analysis

The authors tested the hypothesis that after motive arousal, individuals with an inhibited power motive (IPM) would excel at a persuasive task and explored the behavioral strategies IPM individuals use to that purpose. Sixty-eight participants presented their point of view on a controversial subject to another person. Power motivation and inhibition were both assessed by a picture-story test. Prior to their presentation, half of the participants imaginatively explored the ensuing task. The other half was assigned to a no-imagery control condition. Lens model analysis of videotaped presentations revealed that IPM participants in the imagery condition were judged to be the most persuasive of all participants. This interactive effect of power motivation, inhibition, and imagery condition was accounted for by three behavioral cues: verbal fluency, gesturing, and eyebrow lifts. No comparable effects emerged among no-imagery participants.     

道德判断的社会直觉模型述评

传统的理性主义模型认为,道德判断是一系列理性推理的结果;而当前的社会直觉模型认为,道德判断包括直觉系统和推理系统两种加工,很多时候人们的道德判断更多的是一种直觉和情感的结果。近期神经心理学研究的一些成果证实了社会直觉模型的理念。     

Restricted Maximum Likelihood Estimation for Parameters of the Social Relations Model

In many areas of research, the round-robin design is used to study interpersonal judgments and behaviors. The resulting data are analyzed with the social relations model (SRM), whereby almost all previously published studies have used ANOVA-based methods or multilevel-based methods to obtain SRM parameter estimates. In this article, the SRM is embedded into the linear mixed model framework, and it is shown how restricted maximum likelihood can be employed to estimate the SRM parameters. It is also described how the effect of covariates on the SRM-specific effects can be estimated. An example is presented to illustrate the approach. We also present the results of a simulation study in which the performance of the proposed approach is compared to the ANOVA method.     

Elaboration and Attitude Strength: The New Meta‐cognitive Perspective

The effect of elaboration (i.e., information processing) on attitude strength has been a key prediction of some of the most influential theories of persuasion over the past few decades. This article provides a new look at this relationship. After reviewing support for the notion that structural processes (i.e., knowledge acquisition, structural consistency, and attitude accessibility) drive the effect of elaboration on attitude strength, we examine recent work investigating the role of meta‐cognitive factors in this domain. Based on recent evidence, we propose that the effect of elaboration on attitude strength depends largely on people's perceptions of their own elaboration and their beliefs that more elaboration produces better judgments that can be held with greater certainty. We highlight the role of naïve theories in these effects, suggesting that they might be more malleable than previously known, and call for future research into some of the important remaining questions in this area that have yet to be fully explored.     

The Effects of Argument Quality and Involvement Type on Attitude Formation and Attitude Change: A Test of Dual‐Process and Social Judgment Predictions

Involvement has long been theoretically specified as a crucial factor determining the persuasive impact of messages. In social judgment theory, ego‐involvement makes people more resistant to persuasion, whereas in dual‐process models, high‐involvement people are susceptible to persuasion when argument quality is high. It is argued that these disparate predictions might be reconciled by either different involvement types (i.e., value relevant vs. outcome relevant) or different attitude modification processes (i.e., attitude change vs. attitude formation). An experiment (N = 684) varying topic, position advocated, outcome relevance, and argument quality tested these moderators. The data were consistent with existence of two different types of involvement, but none of the theoretical predictions were consistent with the data. Instead, a main effect for argument quality had the largest impact on attitude change. Regardless of value‐relevant involvement, outcome‐relevant involvement, and attitude modification process, participants were more persuaded by high‐ rather than low‐quality arguments, with boomerang effects observed for low‐quality arguments. These findings highlight the importance of sound message design in persuasion.     

Moral reframing: A technique for effective and persuasive communication across political divides

The political landscape in the US and many other countries is characterized by policy impasses and animosity between rival political groups. Research finds that these divisions are fueled in part by disparate moral concerns and convictions that undermine communication and understanding between liberals and conservatives. This “moral empathy gap” is particularly evident in the moral underpinnings of the political arguments members of each side employ when trying to persuade one another. Both liberals and conservatives typically craft arguments based on their own moral convictions rather than the convictions of the people they target for persuasion. As a result, these moral arguments tend to be unpersuasive, even offensive, to their recipients. The technique of moral reframing—whereby a position an individual would not normally support is framed in a way that is consistent with that individual's moral values—can be an effective means for political communication and persuasion. Over the last decade, studies of moral reframing have shown its effectiveness across a wide range of polarized topics, including views of economic inequality, environmental protection, same‐sex marriage, and major party candidates for the US presidency. In this article, we review the moral reframing literature, examining potential mediators and moderators of the effect, and discuss important questions that remain unanswered about this phenomenon.     

道德理论的新进展--道德判断的社会直觉模式

道德判断的研究一直遵循皮亚杰和柯尔伯格的理性主义模式．但随着人们对认知双重过程论的逐渐认可,传统的道德判断理论受到了挑战。本文介绍了道德判断的一种新的理论模式——道德判断的社会直觉模式。该理论认为,道德判断是由迅速、自动的评价(直觉)所导致。     

Bending without breaking: examining the role of attitudinal ambivalence in resisting persuasive communication

The present research aims at showing that ambivalence may serve an adaptive function: to preserve attitudes and to resist persuasion. In two experiments, participants were exposed to a counter‐attitudinal message attributed to an ingroup majority. Results of both experiments showed that individuals high in ambivalence changed toward the source more than individuals low in ambivalence at the direct level, while at the indirect level––where the link between attitudes and the source's message is less apparent––individuals low in ambivalence changed toward the source more than individuals high in ambivalence. Experiment 2 also showed that this effect is particularly true for high self‐monitoring participants, thereby supporting a motivational interpretation of the effect. Copyright © 2007 John Wiley & Sons, Ltd.     

Integrating Social Identity and the Theory of Planned Behavior: Predicting Withdrawal from an Organizational Recruitment Process

This study develops and tests a model of applicant withdrawal. Drawing on tenets from social identity theory and the theory of planned behavior, this study proposes that applicants who highly identify with an organization will experience higher pursuit intentions and subsequently be less inclined to withdraw from recruitment. Data were collected from a sample of 669 applicants to the U.S. military at 2 intervals, separated by 3 months. Strong support was found for the proposed theoretical model. Implications for research and practice will be discussed.     

Attitude Toward Asian Americans: Theory and Measurement

A theoretical framework to account for Whites' attitudes toward Asian Americans was developed and tested in 3 studies. An Attitude Toward Asians (ATA) scale was developed and found to be valid and reliable. Consistent with the framework, a negative factor and a positive factor were found to underlie attitudes toward Asian Americans. As expected, negative attitudes were shown to stem from both negative and positive instrumental attributes, whereas positive attitudes stemmed from positive instrumental and noninstrumental attributes. Predictions regarding emotional reactions to Asian Americans and attitude ambivalence were supported. Attitudes toward Asian Americans were also shown to influence judgments of African Americans. Implications and future research directions are discussed.