Persistence of attitude change and attitude–behavior correspondence based on extensive processing of source information

A three‐phase longitudinal study (spread over a month's time) was carried out to investigate attitude's persistence and linkage to behavior as it may be affected by the processing of information about the communication source. The following three independent variables were manipulated: (i) contents of the source of information (implying the communicator to be expert or inexpert on the topic of the communication); (ii) length of the source information (brief versus lengthy); and (iii) message recipients' involvement in the issue at hand (high versus low). Replicating prior research when the source information was brief, it exerted greater persuasive impact under low versus high involvement, and when it was lengthy, it exerted greater persuasive impact under high versus low involvement. Of greater importance, the newly acquired attitudes were more persistent and were linked more strongly to actual behavior when the source information was lengthy (versus brief) provided the recipients had high (versus low) involvement in the issue. These findings were interpreted to mean that just like with the message/issue information in prior research, when processed extensively, source information, too, may contribute to the formation of persistent and behavior‐driving attitudes. Copyright © 2011 John Wiley & Sons, Ltd.     

Are historic years understood as numbers or events? An fMRI study of numbers with semantic associations

While numbers generally cue processing of quantity or order, they can also contain semantic information, as in the case of historic years (e.g., “1492” calls forth associations of Columbus sailing the ocean blue). Whether these dates are processed as quantities or events may depend on the context in which they occur. We examined such “ambiguous number” processing in two different contexts using a paired-comparison task, recording both behavioral responses and brain activity. Participants were either asked to think of all items as numbers and to choose the larger number, or were told to treat the comparators as events and to choose the later event. Behaviorally, all events showed a normal distance effect, establishing that they may be understood and compared in an ordinal sequence. Functional magnetic resonance imaging (fMRI) demonstrated significant differences between years when treated as numbers versus as events. Dates in both contexts shared activity in parietal lobe regions previously implicated in number processing. Dates as numbers showed no extra-numeric activity, while dates thought of as events evoked activity in temporal semantic processing and frontal semantic retrieval areas. These differences suggest that extra-numeric information may be easily accessed and incorporated during processing when supported by even a weak context. This work supports previous studies showing a dissociation between quantity and meaning, and illustrates the brain areas involved in these different aspects.     

The effects of learned helplessness on the processing of a persuasive message

The current study examines the effects of exposure to unsolvable problems on the processing of a persuasive message. Participants exposed to either unsolvable failure or no-feedback tasks were presented with one of four versions of an advertisement about a hair shampoo and rated their attitude towards this product. Two aspects of the message were manipulated: the quality of arguments (strong, weak) and the attractiveness of the communicator (attractive, non-attractive). In addition, participants rated their anxiety and the frequency of off-task thoughts during the experiment. Attitude towards the target product of participants in the failure condition was less affected by the argument’s quality and more influenced by communicator attractiveness than the attitude of participants in the no-feedback condition. Participants exposed to failures reported more anxiety and task-related worries than those exposed to no-feedback, and these ratings were found to mediate the effects of failure on the processing of a persuasive message. Results were discussed in terms of Learned Helplessness theories and the Elaboration Likelihood Model.     

Biassed processing of persuasive information: on the functional equivalence of cues and message arguments

Research on persuasion has shown that inferences based on heuristic or peripheral cues can bias the subsequent processing of persuasive messages. Two studies (total N = 296) examined the additional possibilities that a message argument can serve as a biassing factor and cue‐related information can serve as the target of processing bias. It was demonstrated that a message argument can bias (a) the processing of subsequent other message arguments (Study 1) and (b) the processing of subsequent cue information (Study 2). Results are discussed within dual‐process models and the recently developed unimodel of persuasion. Copyright © 2007 John Wiley & Sons, Ltd.     

False fame,perceptual clarity,or persuasion? Flexible fluency attribution in spokesperson familiarity effects

Familiar people are especially persuasive spokespersons. Here, a fluency attribution model of spokesperson familiarity was tested. Specifically, it was hypothesized that repeated exposure to a spokesperson would create fluency that, in a persuasive context, could be attributed to the persuasive message or to another fluency-relevant cue (e.g., the fame of the spokesperson). In three experiments a woman's photo was repeatedly presented, and subsequently accompanied a persuasive message. Consistent with hypotheses, inflated ratings of the message followed repeated spokesperson exposure (compared to a no exposure control) but only when inflated ratings of the spokesperson (fame) or her photo (perceptual clarity) were not observed. Discussion focuses on implications for familiarity theories and on guidelines for maximizing the influence of familiar spokespersons.     

Spatial cueing in time–space synesthetes: An event-related brain potential study

Some people report that they consistently and involuntarily associate time events, such as months of the year, with specific spatial locations; a condition referred to as time–space synesthesia. The present study investigated the manner in which such synesthetic time–space associations affect visuo-spatial attention via an endogenous cuing paradigm. Reaction times and ERPs were recorded as 12 time–space synesthetes and 12 control participants did a peripheral target detection task, cued by three different types of centrally presented cues: arrows pointing left or right, direction words “left” or “right”, and month names associated with either the left or the right side of the synesthete’s mental calendar (e.g., “October” or “May”). Cues were followed by probes on the left or right side of the screen, and participants responded to the probes with button presses. Behavioral and ERP data suggested that for synesthetes, month words functioned more effectively as cues to direct attention in space. In synesthetes but not controls, a comparison of ERPs to probes cued by months revealed effects of cue validity on the P3b component peaking 370 ms post-onset and on the subsequent positive slow wave (pSW) observed 600–900 ms post-onset (both larger for invalid probes). No effects of cue validity were observed on early visual potentials (N1) for probes cued by months. The findings suggest that in these time–space synesthetes cue validity influenced post-perceptual processes, such as stimulus evaluation and categorization, with no evidence for enhanced visual processing.     

Prior expectancy and behavioral extremity as determinants of attitude attribution

In an experiment on attitude attribution, subjects were instructed to estimate the “true attitude” of a target person after reading an essay in which he took one or the other side of a controversial issue (legalization of marijuana). Four independent variables were manipulated: the direction of the essay (pro- versus anti-legalization), its extremity (strong versus weak), freedom to choose position versus assignment to position (choice versus no choice), and prior expectancy (expect pro versus expect anti). All experimental predictions were confirmed by the results. When the essay was strong: (1) attitudes were attributed more in line with behavior under choice than under no choice conditions; (2) even under no choice conditions, the target person was seen as believing to some extent in the arguments of his essay; (3) the role of choice was especially prominent when the position of the essay was unexpected. In both strong and weak essay conditions, (4) the behavior was ignored in favor of prior expectancy in no choice conditions, but a contrast effect was observed in the choice conditions. When the essay was weak: (5) subjects attributed the opposite attitude under no choice conditions; under choice conditions, the weak essay was construed as moderate endorsement. As in previous experiments, there was considerable variability in those conditions in which the target person wrote an essay under no choice instructions endorsing the position he presumably opposed. In a second experiment, attempting to determine what produced this variability, it was found that subjects with generalized expectancies of internal control (Rotter, 1966) were more sensitive to variations in choice than were subjects whose expectancies were externalized. Under no choice conditions, “internals” were more inclined to ignore the essay and go by their prior expectancies in attributing attitude; “externals” seemed more impressed by the essay itself.     

A left cerebral hemisphere’s superiority in processing spatial-categorical information in a non-verbal semantic format

It has been shown that the left and right cerebral hemispheres (LH and RH) respectively process qualitative or “categorical” spatial relations and metric or “coordinate” spatial relations. However, categorical spatial information could be thought as divided into two types: semantically-coded and visuospatially-coded categorical information. We examined whether a LH’s advantage in processing semantic-categorical information is observed in a non-verbal format, and also whether semantic- and visuospatial-categorical processing are differentially lateralized. We manipulated the colors and positions of the standard traffic light sign as semantic- and visuospatial-categorical information respectively, and tested performance with the divided visual field method. In the semantic-categorical matching task, in which the participants judged if the semantic-categorical information of a successive cue and target was the same, a right visual field advantage was observed, suggesting a LH’s preference for processing semantic-categorical information in a non-verbal format. In the visuospatial-categorical matching task, in which the participants judged if the visuospatial-categorical information of a successive cue and target was identical, a left visual field advantage was obtained. These results suggest that the processing of semantic-categorical information is lateralized in LH, and we discuss the dissociation between the two types of categorical information.     

The effects of managerial regulatory fit priming on reactions to explanations

We investigated the interactive effects of regulatory focus priming and message framing on the perceived fairness of unfavorable events. We hypothesized that individuals’ perceptions of fairness are higher when they receive a regulatory focus prime (promotion versus prevention) that is congruent with the framing of an explanation (gain versus loss), as opposed to one that is incongruent. We also hypothesized that these effects are mediated by counterfactual thinking. Three studies revealed that primed regulatory fit (promotion/gain or prevention/loss) led to higher levels of justice perceptions than regulatory misfit (promotion/loss or prevention/gain). Additionally, “could” and “should” counterfactuals partially mediated the relationship between regulatory fit and interactional justice (Study 3).     

The effects of learned helplessness on the processing of a persuasive message

The current study examines the effects of exposure to unsolvable problems on the processing of a persuasive message. Participants exposed to either unsolvable failure or no-feedback tasks were presented with one of four versions of an advertisement about a hair shampoo and rated their attitude towards this product. Two aspects of the message were manipulated: the quality of arguments (strong, weak) and the attractiveness of the communicator (attractive, non-attractive). In addition, participants rated their anxiety and the frequency of off-task thoughts during the experiment. Attitude towards the target product of participants in the failure condition was less affected by the argument’s quality and more influenced by communicator attractiveness than the attitude of participants in the no-feedback condition. Participants exposed to failures reported more anxiety and task-related worries than those exposed to no-feedback, and these ratings were found to mediate the effects of failure on the processing of a persuasive message. Results were discussed in terms of Learned Helplessness theories and the Elaboration Likelihood Model.     

Goal setting in teams: The impact of learning and performance goals on process and performance

This study examined the impact of three alternative types of goals (specific learning, general “do your best” learning, and specific performance) on team performance. Eighty-four-person teams engaged in an interdependent command and control simulation in which the team goal and task complexity were manipulated. Contrary to research at the individual level, teams with specific learning goals performed worse than did teams with general “do your best” learning goals or specific performance goals. The negative effects of specific learning goals relative to general “do your best” learning goals and specific performance goals were amplified under conditions of increased task complexity and were explained by the amount of coordination in the teams.     

Electrophysiological difference between the representations of causal judgment and associative judgment in semantic memory

Causally related concepts like “virus” and “epidemic” and general associatively related concepts like “ring” and “emerald” are represented and accessed separately. The Evoked Response Potential (ERP) procedure was used to examine the representations of causal judgment and associative judgment in semantic memory. Participants were required to remember a task cue (causal or associative) presented at the beginning of each trial, and assess whether the relationship between subsequently presented words matched the initial task cue. The ERP data showed that an N400 effect (250–450 ms) was more negative for unrelated words than for all related words. Furthermore, the N400 effect elicited by causal relations was more positive than for associative relations in causal cue condition, whereas no significant difference was found in the associative cue condition. The centrally distributed late ERP component (650–750 ms) elicited by the causal cue condition was more positive than for the associative cue condition. These results suggested that the processing of causal judgment and associative judgment in semantic memory recruited different degrees of attentional and executive resources.     

The effect of self-affirmation in nonthreatening persuasion domains: timing affects the process

Most research on self-affirmation and persuasion has argued that self-affirmation buffers the self against the threat posed by a persuasive message; thus, it increases the likelihood that participants will respond to the message favorably. Little research, in contrast, has looked at the effects of self-affirmation on persuasive messages that are not threatening to the self. This research examines mechanisms that can operate under these conditions. Consistent with the idea that self-affirmation affects confidence, the article shows that self-affirmation can decrease information processing when induced prior to message reception (Experiment 1) and can increase the use of self-generated thoughts in response to a persuasive message when induced after message reception (Experiment 2). In addition, Experiment 3 manipulates the timing of self-affirmation to replicate both effects and Experiment 4 provides direct evidence for the impact of self-affirmation on confidence.     

Temporal delay,type of forewarning,and resistance to influence

Previous researchers have manipulated forewarning by providing premessage information about the topic and position of the upcoming communication, or the communicator's persuasive intent. Subjects in the present experiment were force-warned either 10 min prior to the communication, or just before the message began of the speaker's topic and position, persuasive intent, or topic only. As hypothesized, forewarning of the communicator's persuasive intent inhibited persuasion regardless of the length of the delay period, but forewarning of the topic and position required a delay in order to confer resistance to subsequent persuasion, suggesting that although both manipulations have been called “forewarning they may lead to reduced persuasion through different mechanisms. Foreknowledge of the source's topic, but not his position also increased resistance to persuasion when followed by a delay period. The results were discussed in terms of both cognitive and motivational mechanisms that may underly the persuasion inhibiting effects of forewarning.     

Development of ordinal sequence perception in infancy

Perception of the ordinal position of a sequence element is critical to many cognitive and motor functions. Here, the prediction that this ability is based on a domain‐general perceptual mechanism and, thus, that it emerges prior to the emergence of language was tested. Infants were habituated with sequences of moving/sounding objects and then tested for the ability to perceive the invariant ordinal position of a single element (Experiment 1) or the invariant relative ordinal position of two adjacent elements (Experiment 2). Experiment 1 tested 4‐ and 6‐month‐old infants and showed that 4‐month‐old infants focused on conflicting low‐level sequence statistics and, therefore, failed to detect the ordinal position information, but that 6‐month‐old infants ignored the statistics and detected the ordinal position information. Experiment 2 tested 6‐, 8‐, and 10‐month‐old infants and showed that only 10‐month‐old infants detected relative ordinal position information and that they could only accomplish this with the aid of concurrent statistical cues. Together, these results indicate that a domain‐general ability to detect ordinal position information emerges during infancy and that its initial emergence is preceded and facilitated by the earlier emergence of the ability to detect statistical cues.     

Message framing and color priming: How subtle threat cues affect persuasion

Message framing involves the presentation of equivalent decision outcomes in terms of either gains or losses. Loss-framed messages tend to be more persuasive than gain-framed messages when the decision is perceived to involve uncertainty or threat. The current study examined whether the effectiveness of loss-framed information would be enhanced by the presence of a peripheral threat cue - the color red - which was expected to prime threat via its association with blood and danger. In addition to being primed with the color red or gray (control), male participants (n = 126) read either a gain- or loss-framed pamphlet promoting human papillomavirus vaccination. As predicted, vaccination intentions were higher among participants exposed to a loss-framed message than to a gain-framed message, but only when primed with red (not gray). Findings shed light on the interactive effects of message framing and color priming, and demonstrate that peripheral threat cues may affect processing of persuasive health messages.     

Single-process versus multiple-strategy models of decision making: Evidence from an information intrusion paradigm

When decision makers are confronted with different problems and situations, do they use a uniform mechanism as assumed by single-process models (SPMs) or do they choose adaptively from a set of available decision strategies as multiple-strategy models (MSMs) imply? Both frameworks of decision making have gathered a lot of support, but only rarely have they been contrasted with each other. Employing an information intrusion paradigm for multi-attribute decisions from givens, SPM and MSM predictions on information search, decision outcomes, attention, and confidence judgments were derived and tested against each other in two experiments. The results consistently support the SPM view: Participants seemingly using a “take-the-best” (TTB) strategy do not ignore TTB-irrelevant information as MSMs would predict, but adapt the amount of information searched, choose alternative choice options, and show varying confidence judgments contingent on the quality of the “irrelevant” information. The uniformity of these findings underlines the adequacy of the novel information intrusion paradigm and comprehensively promotes the notion of a uniform decision making mechanism as assumed by single-process models.     

Evidence that blatant versus subtle stereotype threat cues impact performance through dual processes

An experiment tested three competing hypotheses for how blatant and subtle stereotype threat cues influence the performance of female sports participants on a golf-putting task. A “predominant” model predicts that blatant threat cues have a more negative effect on performance than subtle threat cues, whereas an “additive” model predicts that both cues combine to have a greater negative effect than either threat cue alone. However, a “dual process” model predicts that each threat cue has an independent negative influence through separate mechanisms. To test these predictions, we varied the presence of blatant (e.g., the task frame) and subtle cues (e.g., the gender of the experimenter) for negative stereotypes about female athletes, and then measured both the number of strokes required to finish the course and accuracy on the last putt of each hole. The results supported the dual process model prediction: females required more strokes to finish the golf task when it was framed as measuring gender differences compared to racial differences in athletic ability, and females performed less accurately on the last putt of each hole in the presence of a male versus a female experimenter. The discussion focuses on how the presence of multiple stereotype threat cues can induce independent mechanisms that may have separate but simultaneously deleterious effects on performance.     

The influence of evidence type and product involvement on message‐framing effects in advertising

• Extrapolating from prior research that describes the persuasive effects of gain‐ versus loss‐framed messages via the heuristic‐systematic model (HSM), the current study incorporated two advertising‐related factors – evidence type (informational vs. exemplar) and product involvement – and examined their influence on message‐framing effects in advertisements for commonplace consumer products. A significant interaction in Experiment 1 indicated that loss‐framed messages were persuasive in a higher‐involvement context only when coupled with informational evidence, which enhanced systematic processing among participants and thereby elicited the framing effect. No interaction effects occurred in the lower‐involvement context of Experiment 2, in which the hypothesized thought‐processing patterns did not evince. Consistent with recent theoretical advancements, these results indicate that message‐framing effects can be attenuated when both systematic and heuristic processing occur simultaneously. Practical implications are discussed.

Copyright © 2008 John Wiley & Sons, Ltd.     

“I am not guilty” vs “I am innocent”: Successful negation may depend on the schema used for its encoding

Negations (e.g., “Jim is not guilty”) are part of our daily language and communication. Linguistic and non-linguistic negations can occur when receivers counter-argue what communicators are saying, when hypotheses are disconfirmed, or through negative cognitive responses and many other social interactive processes. Our study explores how negations are encoded by considering the predictions of two theoretical models. According to the fusion model, the core of a negated message and the negation marker are integrated into one meaningful unit. Thus, Jim in the example might be encoded within the schema “innocence.” According to the schema-plus-tag model, a negated message is represented as a core supposition and a negation tag, allowing for dissociation of the two at a later point in time. We compare the two models by examining the nature of inferences that are facilitated by negations. Our results show that the existence of a schema that accommodates the meaning of the original negation is critical in determining how a negation will be encoded. When such a schema is not readily available, processing a negated message facilitates negation-incongruent associations, in line with predictions of the schema-plus-tag model. This model is also supported by analyses of respondents’ memory. We discuss implications of these findings for the communication of negated information, for discounting theories, and for the assessment of the truth of incoming information.