The effect of induced compliance on relative left frontal cortical activity: a test of the action‐based model of dissonance

The action‐based model of dissonance and recent advances in neuroscience suggest that commitment to action should cause greater relative left frontal cortical activity. An induced compliance experiment was conducted in which electroencephalographic activity was recorded following commitment to action, operationalized with a perceived choice manipulation. Perceived high as compared to low choice to engage in the counterattitudinal action caused attitudes to be more consistent with the action. Also, high choice caused greater relative left frontal cortical activity than low choice. Copyright © 2006 John Wiley & Sons, Ltd.     

Attitudinal ambivalence and message-based persuasion: motivated processing of proattitudinal information and avoidance of counterattitudinal information

Attitudinal ambivalence has been found to increase processing of attitude-relevant information. In this research, the authors suggest that ambivalence can also create the opposite effect: avoidance of thinking about persuasive messages. If processing is intended to reduce experienced ambivalence, then ambivalent people should increase processing of information perceived as proattitudinal (agreeable) and able to decrease ambivalence. However, ambivalence should also lead people to avoid processing of counterattitudinal (disagreeable) information that threatens to increase ambivalence. Three studies provide evidence consistent with this proposal. When participants were relatively ambivalent, they processed messages to a greater extent when the messages were proattitudinal rather than counterattitudinal. However, when participants were relatively unambivalent, they processed messages more when the messages were counterattitudinal rather than proattitudinal. In addition, ambivalent participants perceived proattitudinal messages as more likely than counterattitudinal messages to reduce ambivalence, and these perceptions accounted for message position effects on amount of processing.     

Left frontal cortical activation and spreading of alternatives: tests of the action-based model of dissonance

The action-based model of dissonance predicts that following decisional commitment, approach-oriented motivational processes occur to assist in translating the decision into effective and unconflicted behavior. Therefore, the modulation of these approach-oriented processes should affect the degree to which individuals change their attitudes to be more consistent with the decisional commitment (spreading of alternatives). Experiment 1 demonstrated that a neurofeedback-induced decrease in relative left frontal cortical activation, which has been implicated in approach motivational processes, caused a reduction in spreading of alternatives. Experiment 2 manipulated an action-oriented mindset following a decision and demonstrated that the action-oriented mindset caused increased activation in the left frontal cortical region as well as increased spreading of alternatives. Discussion focuses on how this integration of neuroscience and dissonance theory benefits both parent literatures.     

Interactive effects of writing and reading a persuasive essay on attitude change and selective exposure

Subjects wrote an essay either supporting their own position on an issue or irrelevant to that issue. Subsequently, they received a communication that either supported or opposed their position, and that either claimed to present the only reasonable position or acknowledged the viability of alternative positions. Then, they reported their own beliefs in the position being advocated, and finally were given an opportunity to obtain subsequent information that either supported or opposed this position. Attitude change in the direction of a proattitudinal communication occurred only when both (a) this communication asserted that only the position advocated was defensible and (b) subjects had previously written a proattitudinal essay themselves. Moreover, either of these factors was sufficient to prevent attitude change in the direction of a counterattitudinal communication. Data supported predictions based upon a joint consideration of commitment and reactance effects. Subjects' subsequent preference for supporting over opposing information was greater when they had written a supporting essay than when they had not, greater when they had read an opposing communication than when they had read a supporting one, and greater when the communication they read was presented as stating the only reasonable position, no matter which position it advocated.     

Asymmetric frontal brain activity and parental rejection predict altruistic behavior: Moderation of oxytocin effects

Asymmetric frontal brain activity has been widely implicated in reactions to emotional stimuli and is thought to reflect individual differences in approach–withdrawal motivation. Here, we investigate whether asymmetric frontal activity, as a measure of approach–withdrawal motivation, also predicts charitable donations after a charity’s (emotion-eliciting) promotional video showing a child in need is viewed, in a sample of 47 young adult women. In addition, we explore possibilities for mediation and moderation, by asymmetric frontal activity, of the effects of intranasally administered oxytocin and parental love withdrawal on charitable donations. Greater relative left frontal activity was related to larger donations. In addition, we found evidence of moderation: Low levels of parental love withdrawal predicted larger donations in the oxytocin condition for participants showing greater relative right frontal activity. We suggest that when approach motivation is high (reflected in greater relative left frontal activity), individuals are generally inclined to take action upon seeing someone in need and, thus, to donate money to actively help out. Only when approach motivation is low (reflected in less relative left/greater relative right activity) do empathic concerns affected by oxytocin and experiences of love withdrawal play an important part in deciding about donations.     

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.     

The role of defensive confidence in preference for proattitudinal information: how believing that one is strong can sometimes be a defensive weakness

This series of studies identified individuals who chronically believe that they can successfully defend their attitudes from external attack and investigated the consequences of this individual difference for selective exposure to attitude-incongruent information and, ultimately, attitude change. Studies 1 and 2 validated a measure of defensive confidence as an individual difference that is unidimensional, distinct from other personality measures, reliable over a 2-week interval, and organized as a trait that generalizes across various personal and social issues. Studies 3 and 4 provided evidence that defensive confidence decreases preference for proattitudinal information, therefore inducing greater reception of counterattitudinal materials. Study 5 demonstrated that people who are high in defensive confidence are more likely to change their attitudes as a result of exposure to counterattitudinal information and examined the perceptions that mediate this important phenomenon.     

Frontal Brain Electrical Activity in Shyness and Sociability

A number of studies have shown that shyness and sociability may be two independent personality traits that are distinguishable across a variety of measures and cultures. Utilizing recent frontal activation–emotion models as a theoretical framework, this study examined the pattern of resting frontal electroencephalographic (EEG) activity in undergraduates who self-reported high and low shyness and sociability. Analyses revealed that shyness was associated with greater relative right frontal EEG activity, whereas sociability was associated with greater relative left frontal EEG activity. Also, different combinations of shyness and sociability were distinguishable on the basis of resting frontal EEG power. Although high-shy/high-social and high-shy/low-social subjects both exhibited greater relative right frontal EEG activity, they differed significantly on EEG power in the left, but not right, frontal lead. High-shy/high-social subjects exhibited significantly less EEG power (i.e., more activity) in the left frontal lead compared with the high-shy/low-social subjects. These findings suggest that in distinguishing individual differences in personality and personality subtypes, it is important to consider not only frontal EEG asymmetry measures, but also the pattern of absolute EEG power in each frontal hemisphere.     

Personality Correlates of Student Commitment to Social Action

Student commitment to social action during a student confrontation was evaluated in terms of perceived locus of control, interpersonal trust, and need for social approval. Results showed that position, pro or con, regarding the free speech issue was not related to personality measures. Need for social approval was strongly related to commitment; Ss low in need approval indicated most commitment. Internals, relative to externals, showed only a tendency toward greater commitment. Internals low in need for approval expressed most commitment to social action, while externals high in need for approval showed least commitment. Contrary to expectations, interpersonal trust did not interact with locus of control, nor was it directly related to level of commitment to social action.     

Effects of mortality salience on evaluation of ingroup and outgroup sources: the impact of pro- versus counterattitudinal positions

Past Terror Management Theory (TMT) research has demonstrated that mortality salience leads to favoritism toward ingroup members and derogation of outgroup members and to polarized attitudes toward the source of pro and counterattitudinal statements. In such research, the individual's group membership and the individual's worldview position were examined separately. Thus, when the individual's group membership was manipulated, one could normally assume that an outgroup member is counterattitudinal and an ingroup member is proattitudinal. It is unclear, therefore, whether ingroup members elicited favoritism from mortality salient participants because of their group membership or because of their presumably proattitudinal position, or both. The authors present two studies in which the individual's group membership and attitudinal position are jointly manipulated. Results showed that among mortality salient participants, the outgroup member received favorable or unfavorable evaluations depending on his position, whereas the ingroup member received moderately positive evaluations regardless of the position taken.     

Determinants of the perception of choice

Two experiments were conducted to investigate possible determinants of perceived choice. The first experiment employed an observer paradigm and the second employed an actor paradigm. The results of both studies provided evidence for the hypotheses that perceived choice will be greater when there is a small difference in attractiveness between outcome alternatives than when there is a large difference and under conditions of low certainty about the attractiveness of each outcome alternative than under conditions of high certainty. Also, the results of both studies provided some evidence for the hypothesis that the effect of the relative difference in attractiveness upon perceived choice will be greater under conditions of low certainty than under conditions of high certainty. The hypothesis that perceived choice will be less when there is no difference in attractiveness between outcome alternatives than when there is a small difference was not supported by the results of the first experiment but was supported by the results of the second experiment. The hypothesis that perceived choice will be greater the more time a person takes to select an action from possible actions was supported by results of the first experiment but not by those of the second experiment. The results for the relative difference and certainty variables were discussed in terms of a theoretical analysis of perceived choice.     

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.     

选择扩散效应研究的回顾与前瞻

由失调导致的态度改变一直受到社会心理学的关注,选择扩散效应是态度改变的结果之一。多个理论模型对此做出各种解释,近年来对失调的脑机制研究为行为模型提供了新的证据。文化心理学也涉足了这方面的研究,并多以自我模型为基础,发现东西方人在对失调的体验及随后的态度变化上存在文化差异。总结了选择扩散效应的研究意义后,文章从该效应的研究范式、心理机制和脑机制、文化影响三方面对相关研究进行回顾,在此基础上提出研究范式的区分、模型的整合、脑机制的进一步研究、减缓失调的积极作用是未来的研究趋势,并指出跨文化研究中应注意的问题     

Vocal affect expression as an indicator of affective response

This research is designed to validate the measurement of vocal affect expression as an accurate indicator of affective responses. Subjects who support legalized abortion read aloud either proattitudinal or counterattitudinal statements. Their recorded voices were digitized, standardized against their own baseline vocal parameters, and analyzed for differences in mean and range of fundamental frequency between the pro-attitudinal and counterattitudinal conditions. Subjects with strong initial attitudes exhibited the expected pattern of negative affect while reading counterattitudinal material. However, subjects with initial attitudes moderate in strength exhibited an unexpected pattern of negative affect when reading pro-attitudinal information. Written measures of the affective and evaluative components of attitudes toward: abortion and; a measure of mood were employed to validate the voice measure.     

The influence of incentive-aroused ambivalence on overjustification effects in attitude change

Rewarding people to advocate a position with which they already agree can undermine their attitudinal positivity. This research tests a novel explanation of this example of the overjustification phenomenon. The hypothesis holds that the provision of an unnecessary incentive gives rise to an ambivalent response: the positive reaction to the reinforcement is accompanied by a sense of uneasiness, or apprehension, regarding the legitimacy of the induced behaviors. Attitude change is expected only in circumstances that confirm the apprehension. Results consistent with this expectation were discovered. In Study 1, respondents asked to play the role of a subject in an overjustification experiment reported greater levels of ambivalence regarding their (role-played) proattitudinal action as a function of payment. Contrary to alternative interpretations of the phenomenon, no incentive-related differences were found in subjects' ratings of the reprehensibility of the requested action, or in their beliefs that future activities of the type requested be undertaken only for payment. In Study 2, subjects paid to read a proattitudinal speech were found subsequently to be less in favor of their original positions only if they also had been given a counterattitudinal communication. The presence or absence of the countercommunication had no influence on the attitudes of unpaid respondents. Subjects for whom the payment was made to appear incidental to the experiment did not demonstrate the usual overjustification effect. These results supported the incentive-aroused ambivalence hypothesis. Psychological mechanisms that might underlie the effect were discussed.     

Investigating the social-adjustive and value-expressive functions of well-grounded attitudes: Implications for change and for subsequent behavior

Recent demonstrations of the plausibility of functional theories of persuasion have occurred within advertising contexts or have targeted potentially nebulous or uninvolving attitudes, and may thus have demonstrated the utility of functional explanations of attitude formation rather than attitude change. In the present study, attitudes that participants have acted on and consider important (i.e., the criteria they use to select dating partners) were the targets of persuasion. High and low self-monitoring individuals, who hold different dating attitudes that serve different functions, were exposed to functionally relevant or functionally irrelevant messages that reached either proattitudinal or counterattitudinal conclusions. As anticipated by functional theory, (a) low self-monitoring individuals changed their dating attitudes only after hearing a counterattitudinal message that addressed thevalue-expressive functions their dating attitudes served, whereas (b) high self-monitoring individuals changed their opinions only after hearing a counterattitudinal message that addressed thesocial-adjustive functions served by their dating attitudes. Although the data revealed that important attitudes can be changed via a functionally relevant appeal, only the low self-monitoring individuals subsequently used their changed attitudes to guide their behavior in a subsequent couple-matching task. Implications of these results for functional theories of persuasion and for variations in attitude/behavior consistency were discussed. This research is based on a Master’s thesis conducted by the first author under the direction of the second author.     

SELF-PRESENTATIONS OF ATTITUDES FOLLOWING COMMITMENT TO PROATTITUDINAL BEHAVIOR

Attitude statements present a particular image of the respondent to onlookers and can be tactically used for self-presentational purposes. The present study investigated the relationship between variables relevant to self-presentation and attitude statements following proattitudinal actions. Under conditions of high or low decision freedom, female subjects committed themselves to argue for a proattitudinal issue. The experimenter described the issue as either low or high in importance, and subsequent attitudes toward the issue were measured in a way which allowed low (subjects did not sign their questionnaires and placed them in a collection box) or high (subjects signed their questionnaires and handed them to the experimenter) personal association with attitude statements. A triple interaction of the variables was found on subjects'statements of personal involvement with the issue. As suggested by a self-presentation approach, subjects expressed more involvement under no-choice/low-association/high-importance conditions than under choice/low-association/high-importance conditions. Subjects who were denied personal responsibility and close association with an important action apparently increased their involvement to gain responsibility. The findings failed to support self-perception predictions of more favorable attitudes under choice rather than no-choice conditions.     

On the propositional nature of cognitive consistency: Dissonance changes explicit, but not implicit attitudes

Two studies investigated the influence of cognitive dissonance on explicit and implicit attitudes. Employing the induced compliance paradigm, participants wrote a counterattitudinal essay under conditions of either high or low perceived situational pressure; control participants did not write an essay. Consistent with dissonance theory, results indicated a more favorable explicit attitude toward the initially counterattitudinal position when perceived situational pressure was low, but not when it was high. Implicit attitudes, however, were unaffected by dissonance manipulations. Moreover, explicit attitudes were significantly related to implicit attitudes under high perceived situational pressure and control conditions, but not when perceived situational pressure was low. Results are discussed in terms of associative versus propositional modes of information processing.     

Cognitive dissonance,double forced compliance,and commitment

Double forced compliance situations are studied to analyse how attitudes change after the performance of two behaviours, rather than just one as in standard forced (or induced) compliance situations. In the present experiment, subjects were asked to execute two successive counterattitudinal behaviours: writing an essay in favour of selective admission to the third year of university (first behaviour) and giving a convincing speech in favour of selective admission (second behaviour). The first behaviour was always performed in a high‐commitment context (free choice, publicness, and consequences), whereas the second was performed in a high‐commitment context as well as in a low‐commitment context (free choice, anonymity, and no consequences). The following hypotheses were tested. (1) If the second behaviour is performed in a high‐commitment context, it will increase the dissonance induced by the first. (2) If the second behaviour is performed in a low‐commitment context, it will decrease the dissonance induced by the first. The results confirmed both hypotheses, which comply with the radical version of dissonance theory (Beauvois & Joule, 1996 , 1999 ). As a whole, these results are incompatible with competing theories of Festinger's theory of dissonance (1957), and in particular with self‐perception and impression‐management theories. Copyright © 2003 John Wiley & Sons, Ltd.     

Frontal EEG asymmetry and premenstrual dysphoric symptomatology

Resting frontal electroencephalographic (EEG) asymmetry has been hypothesized to tap a diathesis toward depression or other emotion-related psychopathology. Frontal EEG asymmetry was assessed in college women who reported high (n = 12) or low (n = 11) levels of premenstrual negative affect. Participants were assessed during both the follicular and the late luteal phases of the menstrual cycle. Women reporting low premenstrual dysphoric symptomatology exhibited greater relative left frontal activity at rest than did women high in premenstrual dysphoric symptomatology, an effect that was not qualified by phase of cycle. Although women with extreme levels of symptomatology were assessed, the question of whether such symptoms qualified for premenstrual dysphoric disorder criteria was not assessed. These results are consistent with a diathesis-stress model for premenstrual dysphoric symptomatology.