Sensory Deprivation Used In the Reduction of Cigarette Smoking: Attitude Change Experiments In an Applied Context1

A series of three studies has investigated the effects of sensory deprivation on persuasibility. Cigarette smoking was used as the target of the persuasive messages. The technique appears to have a degree of success in bringing about smoking cessation or reduction for several months after a 24-hr. sensory deprivation session. Implications for attitude experimentation and for the application of research findings are discussed.     

Cognitive and affective matching effects in persuasion: an amplification perspective

Past research suggests that cognitive and affective attitudes are more open to change toward cognitive and affective (i.e., matched) persuasive attacks, respectively. The present research investigates how attitude certainty influences this openness. Although an extensive literature suggests that certainty generally reduces an attitude's openness to change, the authors explore the possibility that certainty might increase an attitude's openness to change in the context of affective or cognitive appeals. Based on the recently proposed amplification hypothesis, the authors posit that high (vs. low) attitude certainty will boost the resistance of attitudes to mismatched attacks (e.g., affective attitudes attacked by cognitive messages) but boost the openness of attitudes to matched attacks (e.g., affective attitudes attacked by affective messages). Two experiments provide support for this hypothesis. Implications for increasing the openness of attitudes to both matched and mismatched attacks are discussed.     

Pre-driving adolescent attitudes: Can they change?

The problem of reducing young drivers’ high accident rates has been approached from many different angles but a primary focus has been to try and find ways of changing the attitudes and behaviours of young people who are already drivers. It is hypothesised that there is a link between pre-driver attitudes, intentions and their future driving behaviour. By changing pre-driver attitudes and/or intentions, individuals may mature into safer drivers. This study approaches this young driver problem by looking at pre-drivers’ attitudes to driving to see how they change over time. The results from two questionnaires indicated significant gender differences and changes in responses (both long-term and short-term) over a 6-month period. It is concluded that adolescent attitudes and intentions towards driving remain fluid such that they may be positively influenced through pre-driver interventions, even if only temporarily. Regular pre-driver interventions could thus reinforce safe driving messages and create safety-conscious driving attitudes in the next generation of drivers.     

Appreciation of nature and appreciation of environmental protection: How stable are these attitudes and which comes first?

IntroductionAttitude toward nature and attitude toward environmental protection are two separate but correlated attitudes. Little is known about the two attitudes’ stability/volatility over time, despite the practical value of such knowledge.Objectives & methodUsing longitudinal survey data from 251 adults in a cross-lagged structural equation model, we assessed the degree of spontaneous (i.e., unprompted) change in the two attitudes. We also considered whether such change could provide evidence regarding causal direction; causation could go in either of two directions between the two attitudes, or it could even be bi-directional.ResultsWe corroborated the substantive connection between attitude toward nature and attitude toward environmental protection; however, the absence of change in the attitudes despite the passage of two years disallows reliable statements about causal direction.ConclusionIt is possible to protect the environment by encouraging appreciation of nature, but change in attitude toward nature and attitude toward environmental protection may be difficult to achieve with mature individuals.     

Attitude accessibility and message processing: The moderating role of message position

Past research suggests that pre-message attitude accessibility can influence the amount of processing of persuasives messages (with highly accessible attitudes eliciting higher levels of processing than attitudes lower in accessibility). The current research suggests that the previous conclusions are only partly true—effects of accessibility on message processing are moderated by the extent to which the persuasive message is proattitudinal versus counterattitudinal. In two experiments, pre-message attitudes and attitude accessibility were measured (Study 1) or manipulated (Study 2) prior to receiving a strong or weak persuasive message. When messages were counterattitudinal, increased pre-message accessibility was associated with greater message processing (as in past research). However, when messages were proattitudinal, increased pre-message accessibility was associated with decreased message scrutiny. Potential underlying mechanisms and implications are discussed.     

The effects of daily newspapers on their readers—Exemplary presentation of a study and its results

Investigated in a long term study the effects of daily newspapers. A field experiment was carried out in which newspapers with different political standpoints were allocated to the 760 subjects (male students). The effect criteria measured were both specific and general political attitudes, images of politicians, and judgmental tendencies. The analysis of media effect extended to both differential and general effects. Clear attitude changes consistent with the opinions presented in the newspapers could be established in attitude spheres where the arguments presented were of a more controversial nature. Analogous effects could only partially be observed as regards the image of well known politicians. If features of the subjects' judgmental process are taken as effect criteria (use of dimensions), no newspaper related effects can be observed. In spite of considerable devaluation of one newspaper by the subjects, there were no boomerang effects. This ties in with the fact that practically no differential attitude changes (e.g. relating to dogmatism or political interest) could be established. Taking into account the historical background to our study, we conclude that the effect of the daily newspapers examined here was more or less confined to attitudes towards more salient issues. Finally, we have outlined general hypotheses which can be the starting point for the analysis of long term cumulative media effects.     

Circumventing resistance: Using values to indirectly change attitudes

Most research on persuasion examines messages that directly address the attitude of interest. However, especially when message recipients are inclined to resist change, indirect methods might be more effective. Because values are rarely attacked and defended, value change could serve as a useful indirect route for attitude change. Attitudes toward affirmative action changed more when the value of equality was attacked (indirect change) than when affirmative action was directly attacked using the same message (Experiments 1-2). Changes in confidence in the value were responsible for the indirect change when the value was attacked (controlling for changes in favorability toward the value), whereas direct counterarguments to the message were responsible for the relative lack of change when the attitude was attacked directly (Experiment 2). Attacking the value of equality influenced attitudes toward policies related to the value but left policy attitudes unrelated to the value unchanged (Experiment 3). Finally, a manipulation of value confidence that left attitudes toward the value intact demonstrated similar confidence-based influences on policies related to the value of freedom (Experiment 4). Undermined value confidence also resulted in less confidence in the resulting policy attitudes controlling for the changes in the policy attitudes themselves (Experiments 3 and 4). Therefore, indirect change through value attacks presented a double threat-to both the policy attitudes and the confidence with which those policy attitudes were held (potentially leaving them open to additional influence). (PsycINFO Database Record (c) 2012 APA, all rights reserved).     

COMMUNICATION RESEARCH AND THE ATTITUDE-VERBAL REPORT-OVERT BEHAVIOR RELATIONSHIP: A CRITIQUE AND THEORETIC REFORMULATION1

Although communication theory provides a significant rationale for the relationship of messages to both attitudes and behaviors, relatively few researchers have examined systematically the effects of communication on attitude statements and related behaviors. Those studies which have assessed communication effects on both classes of behavior have yielded conflicting findings concerning verbal report-overt behavior correspondence, as well as the role of communication and mediating variables in underlying attitude-verbal report-overt act relationships. It is argued that inconclusive results have been the product of: (1) inadequate theoretical formulation of the relationship of attitudes to behaviors, and of communication to both attitudes and behaviors; (2) inadequate conceptual and operational definitions of these and other relevant variables; (3) inadequate control of factors influencing the relationships. Theoretical reformulations are suggested in each of these areas, hypotheses are offered concerning conditions for verbal report-overt behavior compliance correspondence, and a path analytic model is proposed for empirical test.     

Persuasibility of Women: Conventional Wisdom Re-examined

This study examined sex differences in persuasibility at differing levels of topic involvement. A pilot study was conducted to select topics which were of high and low involvement and which did not show sex differences in terms of agreement, interest or information about the topics. Subjects were 296 Introductory Psychology students. Pre-test and post-test measures were obtained as a measure of opinion change. Control groups were used to control for effects of testing, maturation, and other threats to internal and external validity. The treatment consisted of written persuasive communications arguing against the opinions previously reported by a majority of subjects. Contrary to most previous research, results indicated that there were no significant sex differences or interactions in persuasibility using topics of low or high involvement.     

Warm or competent? Improving intergroup relations by addressing threatened identities of advantaged and disadvantaged groups

Applying the Needs‐Based Model of Reconciliation to contexts of group disparity, two studies examined how messages from outgroup representatives that affirmed the warmth or competence of advantaged or disadvantaged groups influenced their members' intergroup attitudes. Study 1 involved natural groups differing in status; Study 2 experimentally manipulated status. In both studies, advantaged‐group members responded more favorably, reporting more positive outgroup attitudes and willingness to change the status quo toward equality, to messages reassuring their group's warmth. Disadvantaged‐group members responded more favorably to messages affirming their group's competence. Study 2 further demonstrated that the effectiveness of reassuring a disadvantaged group's competence stemmed from restoring its threatened dimension of identity, irrespective of a change of the status quo. In line with Social Identity Theory (Tajfel & Turner, 1979), these results indicate that beyond the competition over tangible resources, groups are concerned with restoring threatened dimensions of their identities. Exchanging messages that remove identity‐related threats may promote not only positive intergroup attitudes but also greater willingness to act collectively for intergroup equality. Copyright © 2013 John Wiley & Sons, Ltd.     

Changes in implicit and explicit exercise-related attitudes after reading targeted exercise-related information

The purpose of this research was to examine if reading exercise information targeted at pretest explicit attitudes were related to changes in corresponding implicit or explicit attitudes. The associative-propositional evaluation (APE) model guided the research. Participants (N = 154) completed pretest measures of implicit and explicit attitudes; one week later they read information that targeted pretest explicit affective or instrumental attitudes and again completed the attitude measures. Results showed changes in implicit attitudes in both instrumental message conditions that supported the hypotheses that counter-attitudinal information would result in implicit attitude change in the opposite direction to the reading whereas information that targeted congruent attitudes would show changes in keeping with the information. This study demonstrates the importance of considering how implicit cognitions may change as a result of reading exercise-related information, and the relationship between implicit and explicit attitudes.     

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.     

INERTIA IN COGNITIVE PROCESSES: THE ROLE OF ACCUMULATED INFORMATION IN ATTITUDE CHANGE

Research evidence is presented to support a new and simple theory of attitude formation and change. This theory posits that the attitude of any individual converges over time on the arithmetic mean of the attitude-pertinent information received by the individual. Consequently, the stability of an attitude is dependent on the number of messages out of which that attitude was formed. This formulation also implies that the emotional state or feelings of an individual and the degree of heterogeneity of influences to which he or she was exposed are unrelated to attitude change. Using a multi-stage, multi-time procedure, and instruments designed to detect and measure interpersonal influence, data provided by 135 high school students over a six-month interval support these hypotheses.     

Compensatory Effects of Cognitive Characteristics of the Source,the Message,and the Receiver Upon Attitude Change

This study explored the interactive effects of four cognitive variables (perceived expertise of the source, recipients' initial attitudes, number of arguments, and message sidedness) on attitude change. A 2 × 2 × 2 factorial design was used (N = 236 Canadian students): Results showed a positive and significant main effect of initial attitude on attitude change and three significant compensatory effects of independent variables on attitude change: (a) two-sided messages were more persuasive with fewer arguments; conversely for one-sided messages; (b) high expertise compensated for low number of arguments and conversely; and (c) higher expertise was more persuasive in the case of unfavorable recipients and conversely. Results also showed that when the message was one-sided and the number of arguments was large, low expertise was more persuasive than high expertise on initially opposed recipients, which confirms the cognitive response.     

The Waffle Phenomenon: Negative Evaluations of Those Who Shift Attitudinally1

The past two presidential campaigns have been filed with charges that the Democratic nominee “changed his mind” on various issues. The present research explored the possibility that negative evaluations may be produced by attitude change per se. In the first experiment, subjects responded to a stranger whose attitudes remained stable or who changed his attitudes over a period of two months vs. one year. Individuals who changed their attitudes were generally evaluated more negatively than those whose attitudes remained stable; the amount of time over which the change occurred produced no effect. A second expcriment sought to determine if the direction of change (toward increased or decreased similarity with subjects) influenced evaluations of a stranger. Attitude change which resulted in decreased similarity was rated most negatively. Even when a stranger changed his attitudes in the direction of greater similarity with subjects, however, he was still regarded as less decisive, less reliable, and a worse leader than was an individual with stable attitudes. This negative evaluation of attitude change was labeled the “waffle phenomenon”, and the implications for political candidates were discussed.     

The Effects of Auditory Structural Complexity on Attitudes,Attention, Arousal,and Memory

Twenty-five participants listened to 8 radio messages—half of which were greater in auditory structural complexity. Physiological measures were taken during message presentation, and self-report measures after each. Results show that increased auditory structural complexity led to higher self-reported and physiological arousal, better attitudes toward the messages overall and toward their nonclaim components. There were no differences in attitudes toward the claims made in the messages at each level of structural complexity. Structurally complex messages were also freely recalled more often than simple messages. The prediction that messages high in auditory structural complexity would result in greater self-reported attention levels received only moderate support. Furthermore, high levels of auditory structural complexity resulted in unexpectedly higher cardiac activity compared to messages low in structural complexity.     

Salience of initial attitude,magnitude of incentive,and attitude change in a forced compliance paradigm

To examine the application of interpersonal simulation findings to cognitive dissonance and incentive theories of attitude change in the forced compliance paradigm, 60 Ss were paid 50 cents or $2.50 to write counterattitudinal essays with salient or nonsalient initial attitudes. Findings showed that the larger incentive yielded greater change for salient pretest attitudes but that the smaller incentive led to more change of nonsalient pretest attitudes. Measures of error in attitude recall and a correlational analysis between pretest, posttest, and recalled attitudes were also consistent with Bem's (1967) hypothesis of isomorphism between the attributions of Ss and observers. It is proposed that remaining simulation data reported in the cognitive dissonance/self-perception controversy may identify additional parameters of attitude changes in forced compliance experiments.     

Cultural evolution: interpersonal influence, issue importance, and the development of shared attitudes in college residence halls

This article investigates cultural evolution in four college residence halls. Up to four attitude surveys were completed by 1,252 participants in a semester. Participants' attitudes became more similar to those living closest to them over time as a result of localized interpersonal influence processes. Correlations between attitudes also increased with time as these cultural attributes grew increasingly interdependent. These basic findings support the predictions of dynamic social impact theory. However, these effects were stronger for more important issues even when controlling for discussion. These findings are likely the result of (a) individual-level selective attention to personally important information, (b) greater attitude-behavior consistency for important issues, and/or (c) nonlinear attitude change processes for important issues as suggested by the catastrophe theory of attitudes. These results suggest that intrapsychic processes as well as interpersonal processes contribute to cultural evolution.     

Persuasion as Reinforcement: Strengthening the Pro-Environmental Attitude-Behavior Relationship through Ecotainment Programming

This study investigated whether the effects of viewing pro-environmental messages within a narrative context affected intention to perform ecofriendly behaviors through the accessibility of participants’ (N = 332) environmental attitudes. One week after an online pretest, participants viewed one of two television clips that either included or did not include pro-environmental messages. Participants then completed attitude accessibility latency measures and reported behavioral intent to perform several ecofriendly behaviors. Reinforcement of pro-environmental attitudes by the pro-environmental messages occurred through the accessibility of the attitudes, which, in turn, predicted intention to engage in the depicted ecofriendly behaviors. Consistent with a category activation hypothesis, accessible attitudes toward the specific behaviors depicted in the program predicted the accessibility of attitudes toward ecofriendly behaviors that were not depicted or explicitly discussed in the program, and these accessible attitudes predicted intention to engage in ecological behaviors not depicted in the program. These findings are a first demonstration that portrayals of specific behaviors in a narrative television program can increase behavioral intention for related behaviors not shown in the program and that these effects occur through the activation of existing, positive attitudes.