Effects of accuracy motivation and need to evaluate on mode of attitude formation and attitude–behavior consistency |
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| Authors: | Maria L. Cronley Susan Powell Mantel Frank R. Kardes |
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| Affiliation: | 1. Farmer School of Business, Miami University, Oxford, OH 45056, USA;2. Ball State University, Miller School of Business, Muncie, IN 47306, USA;3. University of Cincinnati, College of Business, Cincinnati, OH 45221, USA |
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| Abstract: | This study investigates the effects of accuracy motivation and need to evaluate on online vs. memory-based attitude formation and attitude–behavior consistency. Results show that online attitude formation is more likely when accuracy motivation or the need to evaluate is high. However, cognitive load disrupts online attitude formation even when accuracy motivation is high. Additionally, attitude relevance increases the likelihood of online attitude formation, but attitude accessibility does not. Furthermore, online (vs. memory-based) attitudes are more predictive of subsequent non-hypothetical choice. |
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