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Relevant bibliographies by topics / Influence (Psychology) Persuasion (Psychology) Attitude change

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Academic literature on the topic 'Influence (Psychology) Persuasion (Psychology) Attitude change'

Author: Grafiati

Published: 4 June 2021

Last updated: 7 February 2022

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Journal articles on the topic "Influence (Psychology) Persuasion (Psychology) Attitude change"

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Wood, Wendy. "Attitude Change: Persuasion and Social Influence." Annual Review of Psychology 51, no. 1 (February 2000): 539–70. http://dx.doi.org/10.1146/annurev.psych.51.1.539.

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Clarkson, Joshua J., Zakary L. Tormala, and Derek D. Rucker. "Cognitive and Affective Matching Effects in Persuasion." Personality and Social Psychology Bulletin 37, no. 11 (July 6, 2011): 1415–27. http://dx.doi.org/10.1177/0146167211413394.

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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.

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Petrocelli, John V., and Melanie B. Whitmire. "Emotion Decoding and Incidental Processing Fluency as Antecedents of Attitude Certainty." Personality and Social Psychology Bulletin 43, no. 7 (May 3, 2017): 924–39. http://dx.doi.org/10.1177/0146167217700606.

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Previous research demonstrates that attitude certainty influences the degree to which an attitude changes in response to persuasive appeals. In the current research, decoding emotions from facial expressions and incidental processing fluency, during attitude formation, are examined as antecedents of both attitude certainty and attitude change. In Experiment 1, participants who decoded anger or happiness during attitude formation expressed their greater attitude certainty, and showed more resistance to persuasion than participants who decoded sadness. By manipulating the emotion decoded, the diagnosticity of processing fluency experienced during emotion decoding, and the gaze direction of the social targets, Experiment 2 suggests that the link between emotion decoding and attitude certainty results from incidental processing fluency. Experiment 3 demonstrated that fluency in processing irrelevant stimuli influences attitude certainty, which in turn influences resistance to persuasion. Implications for appraisal-based accounts of attitude formation and attitude change are discussed.

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Smith, Joanne R., Winnifred R. Louis, and P. Wesley Schultz. "Introduction." Group Processes & Intergroup Relations 14, no. 5 (September 2011): 599–603. http://dx.doi.org/10.1177/1368430211410214.

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The study of social influence is central to social psychology and to understanding group processes and intergroup relations. Social influence research covers a broad range of topics, from persuasion and attitude change, to compliance and conformity, to collective action and social change. This Special Issue presents eleven empirical articles that represent the diversity of current basic and applied research on social influence.

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Pierce, W. David. "Which Coke is It? Social Influence in the Marketplace." Psychological Reports 60, no. 1 (February 1987): 279–86. http://dx.doi.org/10.2466/pr0.1987.60.1.279.

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This study concerns the effects of media-based advertising on consumers' opinion. The experiment evaluates the recent advertising campaign for New Coke as an instance of communication and persuasion. The design separated the effects of the type of product (New Coke or Coke) from the description of the product (New Coke or Coke). There was a significant effect of product description that depended on the initial attitude of the consumer. Consumers who did not usually drink Coke had a low opinion of the standard-brand name (i.e., Coke) but were more favourable to the New Coke label. In contrast, consumers who regularly drank Coke were positive to colas with the standard-brand name but derrogated the product when it was called New Coke. The results suggest an attitude change for consumers with a neutral or negative attitude to Coke. Consumers with initial positive attitudes to Coke show a “boomerang effect.” Both outcomes are consistent with a cognitive-response approach to attitude change.

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Baron, Robert S. "Arousal, Capacity, and Intense Indoctrination." Personality and Social Psychology Review 4, no. 3 (August 2000): 238–54. http://dx.doi.org/10.1207/s15327957pspr0403_3.

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This article considers the process of intense indoctrination, specifying procedural conditions, internal states, mechanisms of social influence, and key output behaviors associated with extremely manipulative and coercive programs of attitude and value change. Most descriptions of intense indoctrination point out that emotional arousal and stress are integral features of such programs of systematic persuasion. This article focuses on the hypothesis that this arousal, coupled with other features of the indoctrination process, compromise the attentional capacity of indoctrinees and that this impairment of attentional capacity increases the impact of several social influence mechanisms in such settings. The research evidence relevant to this hypothesis is reviewed.

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Su, Pei-Jung, Hsi-Peng Lu, and Pei-Hsin Lin. "How the Microfilm Marketing Strategy Stimulates Consumers' Purchase Intention." Social Behavior and Personality: an international journal 46, no. 6 (June 5, 2018): 953–68. http://dx.doi.org/10.2224/sbp.6943.

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We integrated the determinant persuasive messages of microfilms with the elaboration likelihood model to examine consumers' affective and cognitive attitude change and purchase intention. Participants were 316 Taiwanese consumers who had seen "House of Little Moments," a successful microfilm marketing campaign in Taiwan. The empirical results of confirmatory factory analysis with structural equation modeling revealed that argument quality predicted cognitive responses and story plot predicted affective responses; celebrity effect and microfilm popularity had positive effects on both affective and cognitive responses; and purchase intention was affected by both cognitive and affective responses, with affective responses having the stronger effect. These results imply that the extent of consumers' emotional reaction to persuasive messages has a particularly important influence on purchase intention in story-based advertising. Therefore, understanding the effect of persuasive messages in microfilm marketing is essential for both advertisers and marketers.

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Scarff, Jonathan R. "Why do Physicians Treat Their Relatives? Exploring the Influence of Social Psychology." Psychological Reports 113, no. 2 (October 2013): 647–53. http://dx.doi.org/10.2466/17.21.pr0.113x21z8.

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Physicians often receive requests for treatment, medical advice, or other intervention from relatives. Most doctors comply. Reasons for compliance can be categorized by doctors' attitudes toward the relative, colleagues, themselves, ethical guidelines, and the problem. Compliance may be influenced by elements of social psychology as well. Social exchange theory, persuasion techniques, attribution, conformity, desire for approval, and the affinity principle can induce intervention. Future research should explore doctors' attitudes toward relatives, the medium by which requests are made, treatment outcomes, changes in the relationship following treatment, cultural or familial norms, and changes in clinicians' beliefs or behavior that occur when facing opposing requests and guidelines. Awareness of these influences may help physicians to make objective decisions regarding intervention.

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Hassan, Louise M., and Nina Michaelidou. "Challenges to attitude and behaviour change through persuasion." Journal of Consumer Behaviour 12, no. 2 (March 2013): 91–92. http://dx.doi.org/10.1002/cb.1429.

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Guyer, Joshua J., Leandre R. Fabrigar, and Thomas I. Vaughan-Johnston. "Speech Rate, Intonation, and Pitch: Investigating the Bias and Cue Effects of Vocal Confidence on Persuasion." Personality and Social Psychology Bulletin 45, no. 3 (August 7, 2018): 389–405. http://dx.doi.org/10.1177/0146167218787805.

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Three experiments were designed to investigate the effects and psychological mechanisms of three vocal qualities on persuasion. Experiment 1 ( N = 394) employed a 2 (elaboration: high vs. low) × 2 (vocal speed: fast vs. slow) × 2 (vocal intonation: falling vs. rising) between-participants factorial design. As predicted, vocal speed and vocal intonation influenced global perceptions of speaker confidence. Under high-elaboration, vocal confidence biased thought-favorability, which influenced attitudes. Under low-elaboration, vocal confidence directly influenced attitudes as a peripheral cue. Experiments 2 ( N = 412) and 3 ( N = 397) conceptually replicated the bias and cue effects in Experiment 1, using a 2 (elaboration: high vs. low) × 2 (vocal pitch: raised vs. lowered) between-participants factorial design. Vocal pitch influenced perceptions of speaker confidence as predicted. These studies demonstrate that changes in three vocal properties influence global perceptions of speaker confidence, influencing attitudes via different mediating processes moderated by amount of thought. Evaluation of alternative mediators in Experiments 2 and 3 failed to support these alternatives to global perceptions of speaker confidence.

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Dissertations / Theses on the topic "Influence (Psychology) Persuasion (Psychology) Attitude change"

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Edwards, Jacklyn. "The use of a pro- and counter-message thought strategy to influence persuasion and resistance." [St. Lucia, Qld.], 2005. http://www.library.uq.edu.au/pdfserve.php?image=thesisabs/absthe19228.pdf.

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Hinsenkamp, Lucas Daniel. "Extremity of a Persuasive Message Position Interacts with Argument Quality to Predict Attitude Change." The Ohio State University, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=osu1531504453079987.

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Ogami, Kelley. "Persuasion in the Health Field: Framing the Message for Attitude Change." Scholarship @ Claremont, 2016. http://scholarship.claremont.edu/scripps_theses/837.

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The process of persuasion, the changing of a person’s attitudes, has often been applied to health communications designed to promote healthy behavior. Manipulation of aspects of the persuasive message can influence persuasion and the likelihood of attitude change. For a long time, the existing persuasion research had yet to examine how different types of message framing and intervention targets directly and in interaction with one another act as predictors of health attitude change. Therefore, this thesis addressed this lapse using an online survey to assess participants’ attitude towards the health issue of hypertension after reading a health message. This health message was manipulated in how it framed the problems of high blood pressure and how it prescribed changes in behavior to have healthy blood pressure levels. It was hypothesized that negative message framing, the interrogative verb mood and a facilitation target would have greater influence over attitude and behavioral intention compared to their alternatives. The same pattern of results was expected for elaboration save for the hypothesis that an inhibition intervention target would result in greater elaboration than a facilitation target. This thesis may further the field of psychology’s understanding of persuasion as well as help create a better informed and healthier society.

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Mazzocco, Philip James. "Moderators of the effects of mental imagery on persuasion the cognitive resources model and the imagery correction model /." Connect to resource, 2005. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1127050519.

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Thesis (Ph. D.)--Ohio State University, 2005.
Title from first page of PDF file. Document formatted into pages; contains xvi, 251 p.; also includes graphics. Includes bibliographical references (p. 157-174). Available online via OhioLINK's ETD Center

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Handley, Ian M. "Source Mere Exposure and Persuasion." Ohio University / OhioLINK, 2003. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1070460213.

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Simunich, Bethany. "Emotion arousing message forms and personal agency arguments in persuasive messages motivating effects on pro-environmental behaviors /." Columbus, Ohio : Ohio State University, 2008. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1228334861.

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Dood, Tiffany Lee. "Dead-set against it? thoughts of death can promote resistance to attitude change." Thesis, Montana State University, 2007. http://etd.lib.montana.edu/etd/2007/dood/DoodT0507.pdf.

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Kaplan, Jillian. "The Use of the Elaboration Likelihood Model and Attitude Change in Personality Disorder Patients." Scholarship @ Claremont, 2018. http://scholarship.claremont.edu/scripps_theses/1131.

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Previous research has studied the relationship between the use of the Elaboration Likelihood Model (ELM) and various personality traits when individuals are presented with persuasive information. This study aims to examine attitude change toward treatment in personality disorder (PD) patients using the ELM. It is predicted that patients of BPD, SPD, and OCPD will be more likely to use the central route of processing, while patients of NPD will be more likely to use the peripheral route of processing when evaluating persuasive information due the personality traits characteristic of the respective disorders. Selected patients of the four PDs of interest will be randomly assigned to read a positive persuasive appeal containing information more likely to be persuasive to an individual using the central route of processing or, conversely, the peripheral route of persuasion. Differences in treatment attitudes before and after reading each appeal will be compared in a 2x4 Factorial ANOVA design. Understanding individual differences in information processing and attitude change toward treatment depending on personality disorder could potentially allow for mental health professionals to consider these tendencies when encouraging treatment for individual personality disorder patients.

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Wei, Chloe. "Good fortune or Misfortune? Linguistic/Cultural Associations, Native versus Non-native Language and Attitude Change in Chinese-English Bilingual-Biculturals." Scholarship @ Claremont, 2017. http://scholarship.claremont.edu/scripps_theses/971.

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With a growing multilingual global population, it is becoming increasingly important to know how people of varying cultures respond to persuasive appeals. Cross-cultural studies on persuasion have found differences in American and Chinese advertisements that reflect individualistic and collectivist cultural values. However, these studies have ignored the possible effect of language, despite research showing that language can activate specific cultural ideas and behaviors in bilingual individuals. Additionally, differences have been found in thinking and emotionality in the native (L1) versus the non-native language (L2), that seem to parallel the central and peripheral routes of elaboration in persuasion. Therefore, the proposed study will explore relationship between culture, language and attitude change. In stage 1, participants will report their initial attitudes towards the topics of air travel and nuclear power and their L1 preference. In stage 2, participants will read 2 stories that contain a cultural prime (magpie/red light from a lantern) with contrasting cultural association in American and Chinese culture and fictional scenarios about air travel and nuclear power. Participants will report their attitudes after reading the stories and attitude change will be examined. Two possible outcomes for main effects and interactions between Linguistic/Cultural association and L1 preference on the dependent variable of attitude change will be explored with the intent of discovering which processes are dominant in the bilingual brain.

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Young, Alison Isobel. "Influencing the Evaluation of Multiply-Categorizable Objects." The Ohio State University, 2010. http://rave.ohiolink.edu/etdc/view?acc_num=osu1277153205.

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Books on the topic "Influence (Psychology) Persuasion (Psychology) Attitude change"

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P, Zanna Mark, Olson James M. 1953-, and Herman C. Peter 1946-, eds. Social influence. Hillsdale, N.J: L. Erlbaum Associates, 1987.

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Benoit, William L. Persuasive messages: The process of influence. Malden, MA: Blackwell Pub., 2008.

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McGuire, William James. Constructing social psychology: Creative and critical processes. New York: Cambridge University Press, 1999.

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Attitudes and persuasion. Philadelphia, Pa: Psychology Press, 2001.

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Zimbardo, Philip G. The psychology of attitude change and social influence. Philadelphia: Temple University Press, 1991.

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Zimbardo, Philip G. The psychology of attitude change and social influence. New York: McGraw-Hill, 1991.

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Pantalon, Michael V. Instant influence: How to get anyone to do anything-fast! New York: Little, Brown and Company, 2011.

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Change of heart: What psychology can teach us about creating social change. New York: Lantern Books, 2010.

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T, Cacioppo John, ed. Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer-Verlag, 1986.

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Artful persuasion: How to command attention, change minds, and influence people. New York: AMACOM, 2000.

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Book chapters on the topic "Influence (Psychology) Persuasion (Psychology) Attitude change"

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Adams, Bridget, and Barbara Bromley. "Attitudes, attitude change and persuasion." In Psychology for Health Care, 28–39. London: Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26634-0_3.

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Petty, Richard E., and Pablo Briñol. "Processes of social influence through attitude change." In APA handbook of personality and social psychology, Volume 1: Attitudes and social cognition., 509–45. Washington: American Psychological Association, 2015. http://dx.doi.org/10.1037/14341-016.

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Crisp, Richard J. "3. Attitudes and influence." In Social Psychology: A Very Short Introduction, 33–59. Oxford University Press, 2015. http://dx.doi.org/10.1093/actrade/9780198715511.003.0003.

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‘Attitudes and influence’ discusses how attitudes form, change, and predict behaviour; and how they are inherently social, defined, and refined in response to people in the world around us. Attitudes are a set of beliefs about an object, person, or issue and can be simple and clear, or complex and multifaceted. They are the basic building blocks of our mental models and inform and guide our ideals, aspirations, values, and ideologies. Attitudes predict our behaviour, and are therefore integral to who we are, what we do, and why we do it. The impact of persuasion, social influence, social norms, conformity, leadership, and social facilitation on our behaviour is also considered.

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Rowell, Arden, and Kenworthey Bilz. "General Law and Psychology in Environmental Law." In Psychology of Environmental Law, 117–48. NYU Press, 2021. http://dx.doi.org/10.18574/nyu/9781479812301.003.0006.

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This chapter addresses what general law and psychology have to say that may be helpful to environmental law, as they are in other areas of law. It addresses what law and psychology can tell us about getting people to change their attitudes and their behaviors—when attempts to change might work, when they might fail, and why. The chapter addresses persuasion, motivation (with an emphasis on motivated cognition), cognition, and social influence. In each category, the chapter first describes the broad strokes of the psychological research, before giving examples of how it might be used to understand the law generally, and environmental law more particularly.

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"Persuasion and Attitude Change." In Social Psychology, 209–52. Psychology Press, 2013. http://dx.doi.org/10.4324/9781410604934-10.

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Srivastava, Supriya, and Kuldeep Chand Rojhe. "Attitude Formation and Attitude Change." In Advances in Psychology, Mental Health, and Behavioral Studies, 1–28. IGI Global, 2021. http://dx.doi.org/10.4018/978-1-7998-6960-3.ch001.

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The study of attitudes formation and attitude change are two defining features at the core of social psychology. An attitude is a set of beliefs that people hold in relation to an attitude object, where an attitude object is a person, a product, or a social group. Since attitudes have been a strong influence on human behavior, social psychologists have viewed attitudes as important to understand behavior of individuals. Firstly, the chapter will introduce the concept of attitude with social psychological perspective. Attitude formation is important to understand to know why people hold different attitudes and how attitudes help to predict their behavior. In the second section, distinct ways of attitudes formation are discussed. It is also important to understand how attitudes influence in decision making, which is also discussed in the next section of the chapter. In the later section, changing processes of attitudes have been discussed.

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Martin, Robin, and Miles Hewstone. "Majority Versus Minority Influence, Message Processing and Attitude Change: The Source‐Context‐Elaboration Model." In Advances in Experimental Social Psychology, 237–326. Elsevier, 2008. http://dx.doi.org/10.1016/s0065-2601(07)00005-6.

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Deyneka, Olga, Ekaterina Zabelina, Svetlana Kurnosova, and Marina Lukmanova. "ATTITUDES TOWARDS MONEY AMONG SMALL INDIGENOUS PEOPLES OF THE RUSSIAN ARCTIC - Based on the survey of the Nenets." In Advances in Psychology and Psychological Trends, 85–94. inScience Press, 2020. http://dx.doi.org/10.36315/2021pad09.

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Negative effects of globalization are visible in the most remote parts of our planet today including human life in the Arctic. The active development of the fuel and energy sector causing environmental problems limits the opportunities for traditional farming and creates a need to change the economic behavior strategies of the indigenous peoples of the North. The attitude to money among the Nenets was studied (N = 150) using the scale of monetary perceptions and behavior (Furnham, 1984). The results of the factor analysis have showed a more fractional structure than in Furnham's studies (1984, 2014) indicating a complex and ambiguous (more diverse) picture of the reflection of money in the economic mind of northern peoples (9 factors). The main trends in the monetary attitudes of the Nenets were identified. They donot put money first in their values, do not use them as a tool of influence on other people, they respect those who know how to save money and do not spend it in vain. At the same time, there is a place for financial anxiety and pessimism, negative feelings related to money. The results should be taken into account in the program for the transformation of the economic behavior of the northern indigenous peoples.

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Grant, Candace T., and Kenneth A. Grant. "Improving Moral Behaviour in the Business Use of ICT." In Business Education and Ethics, 1178–200. IGI Global, 2018. http://dx.doi.org/10.4018/978-1-5225-3153-1.ch060.

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The 21st century has seen a much-increased focus on the importance of ethical behaviour in business, driven by major scandals, calls for stricter regulation and increased demands for improved governance and reporting. In parallel, there are calls for the incorporation of moral and ethical elements in business education and university accreditation bodies and schools are responding. In particular, the explosion of technology change, particularly Internet, social media and beyond have raised many challenges for individuals, organizations and legislators. However, educational responses are varied and little has been done to determine the effectiveness of what has been done. Most responses to this need to provide ethical education follow a cognitive, rule-based approach, often using case-based techniques. This can improve knowledge and understanding of ethical issues, but it may have limited influence on actual behaviour. A relatively new field – Positive Psychology -- provides an alternate perspective, focusing on what is good rather than what is poor behaviour. One Positive Psychology approach, that of Appreciative Inquiry, which has not previously been used in ICT ethics education, offers a promising technique to develop improved moral attitudes and behaviour. This paper reports on a large-scale pedagogical research project that: (1) examines ethical perspectives from philosophy, psychology and pedagogy in the context of ICT professional education; (2) describes the development and multistage implementation of an ethics course in an undergraduate business ICT program delivered to more than 1,200 students; (3) discusses the formal evaluation of changes in moral attitude following a Positive Psychology intervention in the education of some 300 Business ICT students using the Defining Issues Test, Version 2 (DIT2) and the IMIS Survey developed at the Centre for Computing and Social Responsibility. The project results demonstrate that a well-designed applied ICT ethics course produces measureable positive changes in the ethical stances of participants and that the use of Appreciative Inquiry increases the impact of these changes. In addition to the relevance of the findings for educators they can provide guidance to those in organisations responsible for the ethical behaviour of their ICT employees.

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