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.     

Boosting the Potency of Resistance: Combining the Motivational Forces of Inoculation and Psychological Reactance

The efficacy of inoculation theory has been confirmed by decades of empirical research, yet optimizing its effectiveness remains a vibrant line of investigation. The present research turns to psychological reactance theory for a means of enhancing the core mechanisms of inoculation—threat and refutational preemption. Findings from a multisite study indicate reactance enhances key resistance outcomes, including: threat, anger at attack message source, negative cognitions, negative affect, anticipated threat to freedom, anticipated attack message source derogation, perceived threat to freedom, perceived attack message source derogation, and counterarguing. Most importantly, reactance‐enhanced inoculations result in lesser attitude change—the ultimate measure of resistance.     

AN EMPIRICAL TEST OF A MODEL OF RESISTANCE TO PERSUASION

This investigation synthesized research from several related areas to produce a model of resistance to persuasion based upon variables not considered by earlier congruity and inoculation models. Support was found for the prediction that the kind of critical response set induced and the target of the criticism are mediators of resistance to persuasion. The more critical acts are focused on arguments presented in a persuasive message, the more likely that the critical act will not be distracting and therefore promote counterarguing which will lead people to be resistant to subsequent persuasive messages arguing on the same side of given attitudinal issue. When criticism is less central to message variables and focuses on speaker and/or delivery characteristics, distraction occurs which decreases the probability of counterarguing and induces people to be vulnerable to forthcoming persuasive messages. This is especially true when negative criticism of speaker characteristics reduces threat to present attitudes and reduces motivation to counterargue to protect privately held beliefs. A completely counterbalanced design employing several manipulation checks was created to rule out competing explanations for differential resistance to persuasion.     

Enriching the Inoculation Construct The Role of Critical Components in the Process of Resistance

This investigation tested the effectiveness of inoculation treatments on 790 participants. The study probed the relationship between threat and involvement, their role in inoculation, and the nature of cognitive processes triggered via inoculation. The pattern of results suggests that inoculation elicits threat, threat contributes to resistance, and resistance is most pronounced for more involved receivers and on behalf of more involving topics. Finally, the results shed additional light on the process of inoculation but revealed a process considerably more intricate than was initially predicted. Structural equation analyses indicated that inoculation and involvement exert parallel, but independent, effects throughout the process of resistance. Both contributed directly to resistance, and both indirectly furthered resistance, but along unique paths. Whereas inoculation elicited receiver threat, which indirectly enhanced resistance through its sizable and immediate impact on Phase 2 attitudes, involvement contributed to the process of counterarguing and, thus, exerted a delayed indirect impact on Phase 3 attitudes.     

The Influence of Online Comments on Perceptions of Antimarijuana Public Service Announcements on YouTube

Web‐based media often present multiple sources of influence, such as mass media and peers, within one interface. When individuals identify with peers who are visually anonymous and with whom they do not directly interact, they should be susceptible to social influence from that group. This study examined the interplay among antimarijuana public service announcement (PSA) videos in a YouTube environment and adjacent message postings from other viewers about those videos. Results show that supportive or derisive comments affected PSA evaluations but not marijuana attitudes, whereas the interaction effect of identification and comment valence affected both PSA evaluations and marijuana attitudes. Other factors previously related to PSA evaluation such as message strength and perceivers' sensation‐seeking did not interact with hypothesized factors.     

Distraction,counterarguing and the internalization of attitude change

The hypothesis that distraction during a persuasive communication enhances the resulting attitude change by disrupting counterarguing was critically examined. Although previous research using Brock's postcommunication counterarguing index has shown that distraction inhibits counterarguing, the relationship was re-evaluated in the present experiments with a more direct measure of counterarguing. In these experiments, the direct measure of counterarguing was shown to increase with distraction, contradicting hypotheses that attribute the distraction effect to counterarguing disruption. Furthermore, with a wide range of distraction, Brock's measure was nonmonotonically related to distraction. Since observed attitude change is also predicted to be nonmonotonically related to distraction, Brock's index was interpreted us a correlate rather than a mediator of measured attitude change. The results suggested that distraction actually inhibits the internalization of the message and that the apparently enhancing effects of distraction are a result of the demand characteristics and/or evaluation apprehension created by the experimental task of paying attention to both a message and a distractor. The implications of the results for the theoretical role of counterarguing in mediating the internalization of persuasive communications were discussed.     

Perceived credibility of a "neutral" abortion-related message and its sponsor

This study investigated the effect of a high- versus low-credibility sponsor on the perceived credibility of an abortion-related message. Three groups of subjects read a message that had been evaluated as "neutral" by officials of both "pro-life" and "pro-choice" groups. Sponsorship of the message was varied among the three groups (no sponsor; pro-life sponsor; pro-choice sponsor). Subjects rated the credibility of the message and credibility of the sponsor and also indicated their own attitudes toward abortion. Pro-life and pro-choice subjects did not differ in their perception of the nonsponsored message. The signature of a high-credibility sponsor improved the message's perceived credibility; however, the signature of a low-credibility sponsor did not diminish the message's credibility.     

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 RELATIONSHIP BETWEEN VIOLATIONS OF EXPECTATIONS AND THE INDUCTION OF RESISTANCE TO PERSUASION

This investigation expanded and refined a model of resistance to persuasion developed by Burgoon, Cohen, Miller, and Montgomery (1978). It is argued that a logical shortcoming of this model of resistance to persuasion is its failure to incorporate the notion of confirmation and disconfirmation of receiver expectations. Support was found for the prediction that violations of induced receiver expectations and the intensity of a persuasive message are mediators of resistance to persuasion. Positive violations of expectations induce counterarguing and lead to reversals of initial positive attitudes after receipt of a second message arguing on the same side of an attitude issue. Negative violations of receiver expectations decrease the probability of counterarguing, and increase the vulnerability of people to subsequent persuasive attacks. Strong support for the predictions was obtained in this investigation. Competing explanations for the results were ruled out through the utilization of a counterbalanced design and control procedures. These results provide a partial replication of the earlier empirical evidence supporting this new model of resistance to persuasion and cannot be explained by other models of resistance to persuasion. Moreover, the findings break new theoretical ground in their explanation of findings that appear counterintuitive without reference to this theoretical rationale.     

Imagined contact in high conflict settings: The role of ethnic group identification and the perspective of minority group members

Recent contact literature has shown that imagining a positive intergroup encounter improves intergroup attitudes and behaviors, yet less is known about the effects of imagined contact in high conflict settings. We conducted three studies to understand the potential effects of imagined intergroup contact among ethnic Turks (majority status) and ethnic Kurds (minority status) in the Turkish‐Kurdish interethnic conflict setting. Study 1 (N = 47, Turkish) tested standard imagined contact effects (neutral vs. standard imagined contact condition) among majority Turks and showed that imagined contact was effective on outgroup attitudes, perceived threat, intergroup anxiety, and support for multiculturalism only among participants with higher ethnic identification. Study 2 (N = 107, Turkish) examined how ethnic identification of the contact partner would influence the effectiveness of the standard imagined contact scenario (neutral vs. standard vs. ethnic identification condition) and demonstrated that imagined contact effects were more negative when the contact partner identified with his/her ethnic group during imagined contact. Study 3 (N = 55, Kurdish) investigated imagined contact effects (neutral vs. standard imagined contact condition) among an ethnic minority group and showed that imagined contact did not improve minority group members' outgroup attitudes, but did decrease intergroup anxiety and perceived discrimination (marginally significantly) and increased perceived positive attitudes from the majority group. Practical implications of the use of imagined intergroup contact strategy in conflict‐ridden settings were discussed.     

Lies and bullshit: The negative effects of misinformation grow stronger over time

In a world where exposure to untrustworthy communicators is common, trust has become more important than ever for effective marketing. Nevertheless, we know very little about the long-term consequences of exposure to untrustworthy sources, such bullshitters. This research examines how untrustworthy sources—liars and bullshitters—influence consumer attitudes toward a product. Frankfurt's (1986) insidious bullshit hypothesis (i.e., bullshitting is evaluated less negatively than lying but bullshit can be more harmful than are lies) is examined within a traditional sleeper effect—a persuasive influence that increases, rather than decays over time. We obtained a sleeper effect after participants learned that the source of the message was either a liar or a bullshitter. However, compared to the liar source condition, the same message from a bullshitter resulted in more extreme immediate and delayed attitudes that were in line with an otherwise discounted persuasive message (i.e., an advertisement). Interestingly, attitudes returned to control condition levels when a bullshitter was the source of the message, suggesting that knowing an initially discounted message may be potentially accurate/inaccurate (as is true with bullshit, but not lies) does not result in the long-term discounting of that message. We discuss implications for marketing and other contexts of persuasion.     

The Influence of Episodic and Thematic Frames on Policy and Group Attitudes: Mediational Analysis

An experiment examined how episodic and thematic political message frames affect attitudes toward older adults and Social Security. When exposed to messages about abolishing Social Security, participants exposed to episodic frames were significantly more likely to endorse message‐consistent attitudes than participants exposed to a thematic frame. In mediation analyses, an episodic frame featuring a counterstereotypical exemplar increased endorsement of individual responsibility for retirement planning, which then led to more negative attitudes toward Social Security. These effects did not occur with a stereotypical exemplar in an episodic frame. The same mediated pathway influenced attitudes toward older adults in a more complex manner. Results provide support for individual responsibility attributions as a mediating mechanism underlying the effects of certain episodic frames.     

When message tailoring backfires: The role of initial attitudes in affect–cognition matching

This research explores when and how tailoring messages to attitudinal bases backfires. Study 1 demonstrated that for attitudes (toward education subsidies) that were based more on beliefs than emotions, recipients whose initial attitudes were incongruent with the message position (i.e., message opponents) showed mismatching effects, such that the affective message was more persuasive than the cognitive message. Study 2 replicated these mismatching effects among message opponents for attitudes (toward a rival university) that were primarily affective. Study 3 controlled for effects of initial attitude certainty and replicated the mismatching effects of Study 2 for affective attitudes toward an increase in tuition. Finally, Study 4 suggested a potential mechanism for mismatching effects, revealing that for attitudes (toward an online course management system) that were based more on beliefs than emotions, message opponents counter‐argued with the cognitive appeal more intensely than the affective appeal. Contrary to the notion in the extant literature that mismatching effects are relatively rare compared with matching effects, the current research suggests that mismatching effects occur for both primarily affective and cognitive attitudes when the recipient is highly opposed to the message position. The present findings also demonstrate the utility of examining attitudinal bases at the object level in the context of message tailoring. Implications for message tailoring and for affective versus cognitive attitudes are discussed. Copyright © 2013 John Wiley & Sons, Ltd.     

THE MEDIATION OF RESISTANCE TO PERSUASION STRATEGIES BY LANGUAGE VARIABLES AND ACTIVE-PASSIVE PARTICIPATION

This investigation attempted to confer resistance to persuasion by inoculating people with either supportive, refutational, or combination pretreatment messages. Following inoculation, subjects either passively received a high or low intense attack message or actively encoded a message of high or low intensity. As predicted, there was a significant interaction between type of attack and level of language intensity. Discussion centered on the effects of language intensity as a mediator of attitude change in yet another persuasive paradigm.     

Induced lateral orientation and persuasibility

It was hypothesized from three different lines of evidence that relative activation of the left cerebral hemisphere of right-handers would increase resistance to a persuasive message as compared to relative activation of the right hemisphere. An experiment was performed using 22 subjects who heard the counterattitudinal message in only one ear and filled in response measures while their body was turned toward that same side. Subjects who listened and turned toward the left agreed more with the views of the message (p less than .05) and produced more thought favorable to the message (p less than .05) than those induced to orient rightward. It was concluded that these results may be due to asymmetries in selective attention, counterarguing, consistency, self-awareness, and perseveration between the cerebral hemispheres of the normal human brain.     

A Note on the Age of Marriage and Size of Family of two Comparable Vocational Groups

Summary

In a 4 × 2 design the effects of utility and attitudinal-supportiveness of information on message selection were tested. From data obtained in the pretest session, subjects were assigned to one of four Prior Attitude levels (Strongly Anti, Anti, Pro, Strongly Pro), and required to make either a Proabortion or an Antiabortion speech. Statements for and against legalized abortion were reproduced on slides which subjects selected and viewed to prepare their speeches. Unobtrusive measures of the proportion of Proabortion slides viewed and the proportion of time spent viewing Proabortion slides constituted the major dependent variables of the study. A main effect of information utility was hypothesized, and this expectation was strongly supported (p < .001). Within each speech condition subjects were expected to prefer attitudinally supportive information. This hypothesized additivity of supportive and useful information was evident (p < .002) for subjects assigned to make Proabortion speeches, but insignificant differences were obtained for subjects assigned Antiabortion speeches.     

Talking Health With a Machine: How Does Message Interactivity Affect Attitudes and Cognitions?

By affording interactive communication and natural, human‐like conversations, can media tools affect the way we engage with content in human–machine interactions and influence our attitudes toward that content? A between‐subjects experiment (N = 172) examined the effects of two communication variables: (a) message‐interactivity and (b) conversational tone, in an online health information (Q&A) tool. Findings suggest that informal conversational tone lowers perceptions of relative susceptibility to health risks. Perceived contingency positively mediates the influence of message interactivity on individuals' health attitudes and behavioral intentions whereas perceived interactivity negatively mediates the relationships between these variables. These contrasting mediation effects are further explored via a phantom model analysis that tests two theoretically distinct paths, with implications for both theory and practice.     

Explaining the Effects of Narrative in an Entertainment Television Program: Overcoming Resistance to Persuasion

Research has examined the ability of entertainment‐education (E‐E) programs to influence behavior across a variety of health and social issues. However, less is known about the underlying mechanisms that account for these effects. In keeping with the extended elaboration likelihood model (E‐ELM) and the entertainment overcoming resistance model (EORM), we examined how story features, such as narrative transportation and involvement with characters, may reduce three forms of resistance to persuasion—reactance, counterarguing, and perceived invulnerability. In a between‐subjects experiment, 367 undergraduates viewed either a dramatic narrative or a nonnarrative program about the difficult consequences of an unplanned teen pregnancy. Participants completed a questionnaire assessing their reactions to the program immediately after viewing and again 2 weeks later. Consistent with predictions derived from the EORM and E‐ELM, the dramatic narrative reduced reactance by fostering parasocial interaction with characters and decreasing perceptions of persuasive intent. Also as expected, identification with characters in the narrative reduced counterarguing and increased perceived vulnerability to unplanned pregnancy—although the latter occurred only at the delayed posttest 2 weeks after exposure. Unexpectedly, transportation into the dramatic narrative was associated with greater counterarguing. Taken together, this research demonstrates that investigating narrative influence from the perspective of overcoming resistance is a useful approach. Findings also suggest important differences in how individuals process narrative and nonnarrative messages.     

Connections Between Family Communication Patterns,Person‐Centered Message Evaluations,and Emotion Regulation Strategies

In this study, we theorize that family communication patterns (FCPs) and 2 emotion regulation strategies (reappraisal and suppression) explain variations in person‐centered (PC) supportive message evaluations. Specifically, we forward an emotion regulation model that predicts reappraisal and suppression will mediate the relation between FCPs and PC message evaluations. Results (N = 361) suggest that conversation orientation positively predicted reappraisal and negatively predicted suppression; conformity orientation positively predicted suppression only. Reappraisal positively and suppression negatively predicted the extent to which people discriminated among PC message evaluations. Reappraisal also mediated the relation between conversation orientation and PC message evaluations. These results have implications for how capable people are to evaluate and ultimately profit from beneficial support when coping with negative emotions.     

Desire for control and reaction to proattitudinal and counterattitudinal arguments

The role of motivation for control in an individual's reaction to persuasive arguments was examined. Subjects scoring either high or low on an individual difference measure of desire for control (DC) were exposed to a position on the Equal Rights Amendment with which they either initially agreed or disagreed. It was found that more often high-DC subjects exposed to a proattitudinal message changed their attitudes in the direction advocated than did low DC subjects. Conversely, more often low-DC subjects exposed to counterattitudinal arguments changed their attitudes in the direction of the advocated position than did high-DC subjects. The findings suggest that a motivation to control events may be operative in some attitude-change situations.