Journal articles: '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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Lin, Yi-Hsiu, and Chen-Yueh Chen. "Effect of persuasion via social media on attitude toward elite sport policies." Social Behavior and Personality: an international journal 48, no. 3 (March 3, 2020): 1–9. http://dx.doi.org/10.2224/sbp.8709.

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We examined the effect of different persuasion interventions in social media (central route vs. peripheral route vs. no persuasion) on attitude toward elite sport policies. We conducted 2 experimental studies with a college student sample (Study I) and a sample drawn from the general public (nonstudent sample, Study II). Results indicated that in the student sample, attitude of the peripheral-route-persuasion group toward elite sport policies was significantly more positive than that of either the no-persuasion group or the central-route-persuasion group. However, results from the nonstudent sample suggested that both the central-route-persuasion and peripheral-route-persuasion groups had more positive attitude toward elite sport policies than did the nopersuasion group. Involvement did not moderate the persuasion–attitude relationship in either the student or nonstudent sample. The findings from this research indicate that a more concise way of communication (peripheral route) is more effective for persuading college students. Government agents may adopt the findings from this research to customize persuasion interventions to influence their target audience effectively.

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Massaro, Dominic W., Richard E. Petty, and John T. Cacioppo. "Communication and Persuasion: Central and Peripheral Routes to Attitude Change." American Journal of Psychology 101, no. 1 (1988): 155. http://dx.doi.org/10.2307/1422805.

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Van Overwalle, Frank, and Frank Siebler. "A Connectionist Model of Attitude Formation and Change." Personality and Social Psychology Review 9, no. 3 (August 2005): 231–74. http://dx.doi.org/10.1207/s15327957pspr0903_3.

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This article discusses a recurrent connectionist network, simulating empirical phenomena usually explained by current dual-process approaches of attitudes, thereby focusing on the processing mechanisms that may underlie both central and peripheral routes of persuasion. Major findings in attitude formation and change involving both processing modes are reviewed and modeled from a connectionist perspective. We use an autoassociative network architecture with a linear activation update and the delta learning algorithm for adjusting the connection weights. The network is applied to well-known experiments involving deliberative attitude formation, as well as the use of heuristics of length, consensus, expertise, and mood. All these empirical phenomena are successfully reproduced in the simulations. Moreover, the proposed model is shown to be consistent with algebraic models of attitude formation (Fishbein & Ajzen, 1975). The discussion centers on how the proposed network model may be used to unite and formalize current ideas and hypotheses on the processes underlying attitude acquisition and how it can be deployed to develop novel hypotheses in the attitude domain.

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Zezelj, Iris, Svetlana Jovic, Brankica Mihajlovic, Snezana Savic, Marija Tadic, and Ana Vucetic. "Eksperimental evaluation of efficacy of the strategies for the persuasion resistance." Psihologija 39, no. 2 (2006): 147–65. http://dx.doi.org/10.2298/psi0602147z.

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The present research took an experimental approach to examining strategies of resistance to persuasion. We tested the effects of two strategies (counterarguing and source derogation) and their relation to channel through which a message is received (print, audio and video). The experiment is based on modified experimental paradigm used in one previous research (Cameron et al, 2002) in order to retest their findings and examine the role of communication modality in inoculation. Persuasive message generated statistically significant effects- attitude towards abortion was significantly changed. Both resistance strategies, on the other hand, failed to elicit resistance and measured attitude change wasn't significantly related to communication channel.

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Zezelj, Iris, Milan Skoric, Slaven Bogdanovic, Dejan Hristic, and Dusan Stokic. "Valence framing of political preferences and resistance to persuasion." Psihologija 40, no. 3 (2007): 365–83. http://dx.doi.org/10.2298/psi0703365z.

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This study tested the "valence framing effect": an assumption that negatively conceptualized attitudes (as opposing the non-preferred alternative) are more resistant to later persuasion attempts. In the experiment we created choice between two political candidates and experimental subjects were led to conceptualize their political preferences in one of two possible ways: either as supporting the preferred candidate or as opposing the non-preferred candidate. The data indicate that negative preferences show less overall change when exposed to counterarguments. This finding can be incorporated in two theoretical frameworks: dual process theories of attitude change (Elaboration likelihood model) and descriptive decision making theories (Prospect theory). Results are discussed for their implications for the efficacy of political communication. .

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Schott, John Paul, Laura D. Scherer, and Alan J. Lambert. "Casualties of war and sunk costs: Implications for attitude change and persuasion." Journal of Experimental Social Psychology 47, no. 6 (November 2011): 1134–45. http://dx.doi.org/10.1016/j.jesp.2011.06.002.

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Catapano, Rhia, Zakary L. Tormala, and Derek D. Rucker. "Perspective Taking and Self-Persuasion: Why “Putting Yourself in Their Shoes” Reduces Openness to Attitude Change." Psychological Science 30, no. 3 (January 29, 2019): 424–35. http://dx.doi.org/10.1177/0956797618822697.

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Counterattitudinal-argument generation is a powerful tool for opening people up to alternative views. On the basis of decades of research, it should be especially effective when people adopt the perspective of individuals who hold alternative views. In the current research, however, we found the opposite: In three preregistered experiments (total N = 2,734), we found that taking the perspective of someone who endorses a counterattitudinal view lowers receptiveness to that view and reduces attitude change following a counterattitudinal-argument-generation task. This ironic effect can be understood through value congruence: Individuals who take the opposition’s perspective generate arguments that are incongruent with their own values, which diminishes receptiveness and attitude change. Thus, trying to “put yourself in their shoes” can ultimately undermine self-persuasion. Consistent with a value-congruence account, this backfire effect is attenuated when people take the perspective of someone who holds the counterattitudinal view yet has similar overall values.

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Stoltenberg, Cal D., Mark M. Leach, and Avery Bratt. "The Elaboration Likelihood Model and Psychotherapeutic Persuasion." Journal of Cognitive Psychotherapy 3, no. 3 (January 1989): 181–99. http://dx.doi.org/10.1891/0889-8391.3.3.181.

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The psychotherapeutic process has long been considered a context for persuasion. The Elaboration Likelihood Model of Persuasion provides an integrative framework from which to examine the process of persuasion in psychotherapy. Various source, message, recipient, and context factors interact in a complex manner to produce attitude change. Two routes to persuasion are presented and their relevance for psychotherapy are discussed. The central route requires more effort and more active cognitive processing on the part of the client, resulting in relatively permanent attitudes that are predictive of subsequent behavior. The peripheral route requires minimal cognitive effort, relying on cues in the situation or rather simple decision rules. Attitudes resulting from this route are relatively temporary and are not predictive of subsequent behavior. Both routes to persuasion are characteristic of the psychotherapeutic process. The role of affect in information processing and methods for encouraging central route processing are discussed.

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Munro, Geoffrey D., and Margaret M. Behlen. "Connecting Psychological Science With Climate Change." Teaching of Psychology 44, no. 3 (June 6, 2017): 274–77. http://dx.doi.org/10.1177/0098628317712788.

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Students often have little understanding of the role psychological science plays in informing us about the impact of human behavior when addressing climate change. We designed an assignment for a social psychology course based on Frantz and Mayer’s use of the decision tree model of helping behavior to identify the psychological barriers that reduce the likelihood that people will take action against climate change. Students identified one barrier and designed a persuasion or influence attempt to address that barrier. The assignment integrated social psychological topics in several areas (e.g., helping behavior, persuasion). A pretest–posttest design revealed that students’ knowledge of the role of psychological science in understanding climate change increased compared to a control class.

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Mano, Haim. "Affect and persuasion: The influence of pleasantness and arousal on attitude formation and message elaboration." Psychology and Marketing 14, no. 4 (July 1997): 315–35. http://dx.doi.org/10.1002/(sici)1520-6793(199707)14:4<315::aid-mar2>3.0.co;2-c.

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Hesapçı Sanaktekın, Özlem, and Dıane Sunar. "Persuasion and relational versus Personal bases of self-esteem: does the message need to be one- or two-sided?" Social Behavior and Personality: an international journal 36, no. 10 (November 1, 2008): 1315–32. http://dx.doi.org/10.2224/sbp.2008.36.10.1315.

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The link between audience characteristics and persuasion has been examined in extant research but there has not been a focus on message variables. In the present study message sidedness effects are explored in relation to the link between self-esteem and persuasibility. Results indicated that self-esteem does not have a simple, direct effect on persuasibility. Rather, relational and personal bases of self-esteem provide better explanations for the complex relationship between self-esteem and persuasibility. Relational bases of self-esteem, but not general self-esteem, showed a main effect on attitude change. In addition, the two types of bases of self esteem showed an interaction with message sidedness in their effect on persuasibility. Message sidedness, bases of self-esteem, and gender interactions are also explored in explaining susceptibility to persuasion attempts.

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Brankovic, Marija, and Iris Zezelj. "The effects of matching a persuasive message to a recipient's self-concept on attitude change." Psihologija 43, no. 3 (2010): 233–51. http://dx.doi.org/10.2298/psi1003233b.

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The paper addresses the question of whether matching a persuasive message to a recipient's self-concept can enhance message processing. A large body of experiments within the Elaboration likelihood model proved that framing a message so as to be perceived as selfrelevant led to more careful argument scrutiny. In this research, we matched the messages with previously assessed need for cognition - tendency to engage in and enjoy effortful cognitive tasks. Two possible sources of motivation to process a persuasive message were hereby confronted: dispositional (cognitive style) and situational (matching). Results showed a significant attitude change, but the main hypothesis was not confirmed: matched messages did not produce more argument processing activity than the mismatched. Manipulations did not have any significant effects on message processing of the high need for cognition participants. Contrary to expectations, participants low in their need for cognition elaborated the message more carefully when it was mismatched, that is when the message addressed them as persons inclined to careful thinking. Results can be explained within the framework of self-affirmation theory, which argues that providing people with an opportunity to affirm their sense of selfworth makes them more open to persuasion attempts, as well as more objective. Results are discussed from a wider theoretical and empirical perspective of motivation.

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Wheeler, S. Christian, Pablo Briñol, and Anthony D. Hermann. "Resistance to persuasion as self-regulation: Ego-depletion and its effects on attitude change processes." Journal of Experimental Social Psychology 43, no. 1 (January 2007): 150–56. http://dx.doi.org/10.1016/j.jesp.2006.01.001.

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Werner, Carol M., Carol Sansone, and Barbara B. Brown. "Guided group discussion and attitude change: The roles of normative and informational influence." Journal of Environmental Psychology 28, no. 1 (March 2008): 27–41. http://dx.doi.org/10.1016/j.jenvp.2007.10.002.

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Paliga, Mateusz, Anita Pollak, and Barbara Kożusznik. "Tactics of Influence and Deinfluentization, Personality and the Personal Sense of Power Among Polish Managers." Roczniki Psychologiczne 23, no. 3 (February 16, 2021): 267–90. http://dx.doi.org/10.18290/rpsych20233-5.

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Power in organizations creates interpersonal settings and lays the ground for designating individual roles and positions of superiors and subordinates. In such a context, influence tactics are situation-specific behaviors used to change the behavior of others and achieve organizational goals. The notion that power and influence can be based on personal or positional variables was used to design the framework of the present studies intended to describe how trait- and state-like variables are related to influence tactics and deinfluentization. The subjects were 250 Polish managers. Study 1 (n = 250) was undertaken to collect data about the influence tactics of Polish managers to fill the void in information in the field of social psychology in organizations. In Study 2 (n = 104) we correlated influence tactics with the personal sense of power. The results proved that the perception of having the ability to exert power over others was positively related to rational persuasion, apprising, and pressure. In Study 3 (n = 69) we investigated the relationships of influence tactics and deinfluentization with the Big Five and directiveness. The results showed that Neuroticism was positively correlated with pressure, legitimating, and coalition, but negatively with rational persuasion and consultation. Extraversion was positively correlated with rational persuasion, so was Conscientiousness. Agreeableness was negatively related to coalition. Directiveness was in a positive relation with pressure but correlated negatively with personal appeals. Deinfluentization positively correlated with Agreeableness and negatively with directiveness.

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Cheng, Tania, Danielle Kathryn Woon, and Jennifer K. Lynes. "The Use of Message Framing in the Promotion of Environmentally Sustainable Behaviors." Social Marketing Quarterly 17, no. 2 (June 2011): 48–62. http://dx.doi.org/10.1080/15245004.2011.570859.

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The use of message framing, a technique that shapes perceptions of the outcomes of the promoted behavior, in combination with a specific target audience can substantially enhance the success of social marketing campaigns. Although the persuasive effects of message framing have been widely publicized in the field of social and cognitive psychology, there is a surprising dearth in the literature regarding the role of message framing as a strategy within the context of social marketing to influence environmentally sustainable behaviors. This article provides an overview of the main principles of message framing, including gain and loss framing as well as social and physical threat. The most effective combination of frame and threat may in fact depend on the measure used to assess its influence on behavior. In particular, the literature suggests that the effect of frame and threat interaction may be most prominent in changing attitudes toward the behavior. Four factors should be considered in the use of framing and threat in message design, including: (1) level of risk involved in uptake of the behaviour, (2) degree of self-referencing or self-other referencing in the message, (3) level of experience and knowledge of the target audience and stage of change of the target audience, and (4) gender of target audience. Thus, proper segmentation of the population should be carried out before designing messages with frame/threat factors. Further research on the influence of message framing and the role of audience segmentation in behavioral change strategies is needed to deepen our understanding of its effectiveness in designing social marketing campaigns that focus on environmentally sustainable behaviors.

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Imhoff, Roland, Pia Lamberty, and Olivier Klein. "Using Power as a Negative Cue: How Conspiracy Mentality Affects Epistemic Trust in Sources of Historical Knowledge." Personality and Social Psychology Bulletin 44, no. 9 (May 2, 2018): 1364–79. http://dx.doi.org/10.1177/0146167218768779.

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Classical theories of attitude change point to the positive effect of source expertise on perceived source credibility persuasion, but there is an ongoing societal debate on the increase in anti-elitist sentiments and conspiracy theories regarding the allegedly untrustworthy power elite. In one correlational ( N = 275) and three experimental studies ( N = 195, N = 464, N = 225), we tested the novel idea that people who endorse a conspiratorial mind-set (conspiracy mentality) indeed exhibit markedly different reactions to cues of epistemic authoritativeness than those who do not: Whereas the perceived credibility of powerful sources decreased with the recipients’ conspiracy mentality, that of powerless sources increased independent of and incremental to other biases, such as the need to see the ingroup in particularly positive light. The discussion raises the question whether a certain extent of source-based bias is necessary for the social fabric of a highly complex society.

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Gleicher, Faith, and Richard E. Petty. "Expectations of reassurance influence the nature of fear-stimulated attitude change." Journal of Experimental Social Psychology 28, no. 1 (January 1992): 86–100. http://dx.doi.org/10.1016/0022-1031(92)90033-g.

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Neimeyer, Greg J., April E. Metzler, and Tracy Dongarra. "CHANGING ATTITUDES REGARDING THE EFFECTIVENESS OF COGNITIVE RESTRUCTURING FOR TREATING DEPRESSION." Social Behavior and Personality: an international journal 18, no. 2 (January 1, 1990): 181–88. http://dx.doi.org/10.2224/sbp.1990.18.2.181.

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This study examined the impact of depression on attitude formation concerning the effectiveness of cognitive restructuring as a treatment technique. Based on the Elaboration Likelihood Model of persuasion (Petty & Cacioppo, 1981a), we predicted that mild depression would enhance peripheral precessing by minimizing message elaboration. Subjects in the mixed-sex sample of 101 individuals were assigned to one of eight conditions which varied the quality of the persuasive intervention (high or low), the credibility of the source (high or low), and the level of depression reported by the subject (non-depressed, depressed). Consistent with predictions, depression enhanced peripheral processing. More highly depressed individuals responded more to the peripheral cue (source credibility) than did non-depressed subjects, although the quality of the interventions had an impact under both conditions. As with other recent studies, however, this attitudinal change did not generalize to behavioral indicators. The implications of these findings for further research and application are discussed.

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Crano, William D., and Eusebio M. Alvaro. "The Context/Comparison Model of Social Influence: Mechanisms, Structure, and Linkages that Underlie Indirect Attitude Change." European Review of Social Psychology 8, no. 1 (January 1997): 175–202. http://dx.doi.org/10.1080/14792779643000119.

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Mello, Joana, Teresa Garcia-Marques, Pablo Briñol, Ana Cancela, and Richard E. Petty. "The influence of physical attractiveness on attitude confidence and resistance to change." Journal of Experimental Social Psychology 90 (September 2020): 104018. http://dx.doi.org/10.1016/j.jesp.2020.104018.

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Lindsey, Lisa L. Massi. "The influence of persuasive messages on healthy eating habits: a test of the Theory of Reasoned Action when attitudes and subjective norm are targeted for change." Journal of Applied Biobehavioral Research 22, no. 4 (August 23, 2017): e12106. http://dx.doi.org/10.1111/jabr.12106.

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Lirtzman, Sidney I., and Avichai Shuv-Ami. "Credibility of Sources of Communication on Products' Safety Hazards." Psychological Reports 58, no. 3 (June 1986): 707–18. http://dx.doi.org/10.2466/pr0.1986.58.3.707.

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Fear-inducing communications about actual or potential safety hazards of products, are increasingly encountered. These emanate mainly from government agencies and reflect the belief that rational consumers will act to minimize potential risk. Research has shown that credibility of a message source is directly related to effectiveness and persuasion of one message. Although observers have assumed that use of government sources would maximize source credibility in the case of communications about products' safety hazards, recent analyses suggest that this may not be the case. The present research tests two hypotheses with respect to communications of hazard, that government agencies will not necessarily achieve the source with highest credibility among consumers, and that attitude change will be greater among consumers perceiving a source other than the government to be the most credible. Findings are repotted for three studies of different samples of consumers. One involved an experiment in which consumers were exposed to safety warnings supposedly issued by a government agency about a common product. Two involved surveys, the first in the wake of the Tylenol poisonings and the second in the context of industrial buying practices in industrial settings. Results support the hypotheses. Theoretical bases for such findings are offered, and implications for public policy ate discussed.

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Zarouali, Brahim, Karolien Poels, Michel Walrave, and Koen Ponnet. "‘You talking to me?’ The influence of peer communication on adolescents’ persuasion knowledge and attitude towards social advertisements." Behaviour & Information Technology 37, no. 5 (April 9, 2018): 502–16. http://dx.doi.org/10.1080/0144929x.2018.1458903.

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St John, Freya A. V., Gareth Edwards-Jones, and Julia P. G. Jones. "Conservation and human behaviour: lessons from social psychology." Wildlife Research 37, no. 8 (2010): 658. http://dx.doi.org/10.1071/wr10032.

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Despite increased effort from non-governmental organisations, academics and governments over recent decades, several threats continue to cause species declines and even extinctions. Resource use by a growing human population is a significant driver of biodiversity loss, so conservation scientists need to be interested in the factors that motivate human behaviour. Economic models have been applied to human decision making for many years; however, humans are not financially rational beings and other characteristics of the decision maker (including attitude) and the pressure that people perceive to behave in a certain way (subjective norms) may influence decision making; these are characteristics considered by social psychologists interested in human decision making. We review social-psychology theories of behaviour and how they have been used in the context of conservation and natural-resource management. Many studies focus on general attitudes towards conservation rather than attitudes towards specific behaviours of relevance to conservation and thus have limited value in designing interventions to change specific behaviours (e.g. reduce hunting of a threatened species). By more specifically defining the behaviour of interest, and investigating attitude in the context of other social-psychological predictors of behaviour (e.g. subjective norms, the presence of facilitating factors and moral obligation), behaviours that have an impact on conservation goals will be better understood, allowing for the improved design of interventions to influence them.

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Schneider-Mayerson, Matthew. "The Influence of Climate Fiction." Environmental Humanities 10, no. 2 (November 1, 2018): 473–500. http://dx.doi.org/10.1215/22011919-7156848.

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Abstract Climate fiction—literature explicitly focused on climate change—has exploded over the last decade, and is often assumed to have a positive ecopolitical influence by enabling readers to imagine potential climate futures and persuading them of the gravity and urgency of climate change. Does it succeed? And whom does it reach? A qualitative survey of 161 American readers of 19 works of climate fiction finds that these readers are younger, more liberal, and more concerned about climate change than nonreaders of climate fiction. Drawing on concepts from ecocriticism, environmental psychology, and environmental communication, this article suggests that “cli-fi” reminds concerned readers of the severity of climate change while impelling them to imagine environmental futures and consider the impact of climate change on human and nonhuman life. However, the actions that resulted from readers’ heightened consciousness reveal that awareness is only as valuable as the cultural messages about efficacious action that are in circulation. Moreover, the affective responses of many readers suggest that most works of climate fiction are leading readers to associate climate change with intensely negative emotions, which could prove counterproductive to efforts at environmental engagement or persuasion. Based on one of the first studies to empirically examine the reception of environmental literature, this article demonstrates a novel interdisciplinary approach to environmental literature (empirical ecocriticism) and points the way to future research in this vein.

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Mason, Sarah, and Tarek Azzam. "In Need of an Attitude Adjustment? The Role of Data Visualization in Attitude Change and Evaluation Influence." American Journal of Evaluation 40, no. 2 (July 3, 2018): 249–67. http://dx.doi.org/10.1177/1098214018778808.

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The connection between evaluation practice and its ultimate goal—social betterment—is indirect. With little or no direct control over social programs and policies, many evaluators rely on the actions of stakeholders to bridge the gap between evaluation practice and its purpose. Consequently, communicating with influence becomes key. The present empirical study tested the influence of evaluation findings on reader attitudes. It also extended current research on communication in evaluation by empirically testing whether visual data displays are related to evaluation influence. Findings suggested evaluators can shape reader attitudes through evaluation reports; however, readers responded differently based on the report’s consistency with their initial attitudes. Additionally, evaluators should be cautious about overestimating the effects of data visualization on readers’ attitudinal responses. Overall, findings provided a rationale for continued use of, and further research into, tailored evaluation reports.

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Chattoo, Caty Borum. "A funny matter: Toward a framework for understanding the function of comedy in social change." HUMOR 32, no. 3 (August 27, 2019): 499–523. http://dx.doi.org/10.1515/humor-2018-0004.

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Abstract Despite its cultural reach and influence, comedy may not be well-understood in communication and public engagement efforts for social justice challenges. Research about comedy’s influence in social issues exists across disciplines and lacks common language. This article creates a practical framework toward the understanding of mediated comedy in social change communication by presenting a typology of distinct formats of comedy – scripted entertainment, satire news, humorous ads, and stand-up comedy – and synthesizing multidisciplinary scholarship that deals with the role of comedy in audience understanding of civic and social issues. The resulting framework for comedy’s influence in social justice includes: attracting attention, persuasion, offering a way into complex issues, dissolving social barriers, and encouraging message sharing. Implications for leveraging comedy in social change public engagement efforts, as well as directions for future innovation and research, are discussed.

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Vernet, Jean Pierre, Jorge Vala, and Fabrizio Butera. "Can men promote feminist movements?" Group Processes & Intergroup Relations 14, no. 5 (March 11, 2011): 723–33. http://dx.doi.org/10.1177/1368430210398013.

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This research investigates the possibility for men to promote feminist movements. In two experiments, we used the social influence technique of reassociation, known to reduce the rejection of feminists by blaming the target for forgetting that feminists have promoted women’s rights. An influence source, either same-gender (lower threat) or different-gender (higher threat), confronted participants with the reassociation technique and blamed them in a more versus less threatening manner. This procedure is known to induce positive attitude change when threat is lower. Results of two experiments showed that a less threatening ingroup source induced a more positive attitude change toward feminists when reassociation was less threatening than when it was more threatening, while a more threatening outgroup source achieved equally lower levels of attitude change in all conditions. In sum, the reassociation procedure can be used to ameliorate attitudes toward feminist movements, but within the framework of intragroup, not intergroup, social influence communications.

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Higgins, E. Tory. "Value From Regulatory Fit." Current Directions in Psychological Science 14, no. 4 (August 2005): 209–13. http://dx.doi.org/10.1111/j.0963-7214.2005.00366.x.

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Where does value come from? I propose a new answer to this classic question. People experience regulatory fit when the manner of their engagement in an activity sustains their goal orientation or interests regarding that activity. When there is fit, people engage more strongly in what they are doing and “feel right” about it. Fit influences the strength of value experiences—how good or how bad one feels about something—independently of the pleasure and pain experiences that are associated with outcomes. It uniquely contributes to people's experience of the value of things. Fit is shown to influence judgments and decision making, attitude and behavior change, and task performance.

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Walters, Glenn D. "Viewing the Cycle of Violence Through a Gendered Pathways Lens: Perceived Parental Tolerance of Violence, Peer Influence, and Child Aggressive Behavior." Journal of Interpersonal Violence 35, no. 11-12 (April 5, 2017): 2189–209. http://dx.doi.org/10.1177/0886260517702493.

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The purpose of the present study was to determine whether a child’s perception of adult tolerance of violence interfaced with peer associations and violent offending. It was hypothesized that a child’s perception of his or her parents’ tolerance for violence would predict the peer influence effect for aggressive behavior in boys but not girls. Control variables included the parent’s stated tolerance of violence, the child’s personal attitude toward violence, recent parental divorce or separation, and child maltreatment within the past 12 months. Using the first three waves of the National Youth Survey (NYS), the relationships between perceived parental tolerance of violence and the peer influence and selection effects were examined. A negative binomial path analysis of the male subsample ( n = 736) revealed that perceived parental tolerance of violence predicted the peer influence effect (peer violence leading to participant violent offending) but not the peer selection effect (participant violent offending leading to peer violence) in boys. In girls ( n = 679), neither pathway was significant. The current findings indicate that in boys, perceived parental attitudes toward violence help account for the cycle of violence, perhaps by encouraging the child’s association with violent peers. Programs designed to change these perceptions and the parental/community attitudes these perceptions may reflect could be an effective means of intervention for violent youth.

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Xu, Xiaohong, Stephanie C. Payne, Margaret T. Horner, and Allison L. Alexander. "Individual difference predictors of perceived organizational change fairness." Journal of Managerial Psychology 31, no. 2 (March 14, 2016): 420–33. http://dx.doi.org/10.1108/jmp-02-2014-0061.

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Purpose – The purpose of this paper is to examine how individual differences influence employees’ attitude toward organizational change. Specifically, the present study examined how and why proactive personality, dispositional resistance to change, and change self-efficacy influence employees’ perceived fairness about the organizational change. Design/methodology/approach – Structural equation modeling was utilized to analyze the survey data obtained from a sample of 140 food service employees after some organizational changes in leadership, menu offerings, and facilities. Findings – The results revealed support for two micromediational chains predicting change fairness: first, change self-efficacy leads to less uncertainty and second, dispositional resistance to change leads to less communication regarding change resulting in employees perceiving they have fewer opportunities to voice concerns about the changes. Research limitations/implications – The cross-sectional design prevents causal inferences and the generalizability of the present findings beyond similar samples experiencing similar changes is unknown. However, the predictions were based on theories that apply to all employees regardless of the changes or the employees’ occupations or workplace. Social implications – Employees with particular personality traits are more receptive to change, suggesting that organizations should consider the impact of individual differences when facing large-scale change. To ensure the success of organizational change, organizations should communicate with employees and encourage employee input before implementing change which in turn improves the chances that employees will have favorable reactions to the change. Originality/value – This is the first study to examine how and why individual difference variables influence employees’ perceptions about organizational change fairness.

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Swart, Lyle C., and Cynthia L. Morgan. "Effects of Subliminal Backward-Recorded Messages on Attitudes." Perceptual and Motor Skills 75, no. 3_suppl (December 1992): 1107–13. http://dx.doi.org/10.2466/pms.1992.75.3f.1107.

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This study was designed to measure the effects of subliminal backward messages on attitudes. It was hypothesized that subliminal backward-recorded messages would influence the attitudes of listeners. Three subliminal backward-recorded messages from a popular song were used. 82 undergraduates were randomly assigned to one of four conditions: a three-message group heard a tape containing the backward messages recorded three times in succession, a six-message group heard a tape with the same backward messages recorded six times in succession, two control groups heard nonbackward recorded music. No statistically significant differences were found between the groups on a posttape attitude questionnaire. The results are discussed in terms of unconscious processing and the tricomponent theory of attitudes and attitude change.

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Pratarelli, Marc E., and Jennifer S. Donaldson. "Immediate Effects of Written Material on Attitudes toward Homosexuality." Psychological Reports 81, no. 3_suppl (December 1997): 1411–15. http://dx.doi.org/10.2466/pr0.1997.81.3f.1411.

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This study examined whether attitudes toward homosexuals were affected by educational material containing information about the biological determinants of sexual orientation. This study utilized a normed two-alternative inventory on which participants were asked to rate matched items on a 5-point scale. In the first session participants completed one version involving interactions with homosexual individuals. One week later, participants, randomly assigned to one of three groups, filled out the matched alternative form after reading a summary that presented either a biological or environmental basis for homosexuality or an unrelated article. Analysis confirmed previous research that the 40 men had more negative attitudes toward homosexuals than the 40 women but that different types of explanations for homosexuality had no over-all influence on attitudes. More importantly, an item analysis extended our previous understanding of sex differences in that physical proximity to the homosexual individual was the strongest factor associated with attitude change.

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Nefs, Harold T., Jan J. Koenderink, and Astrid M. L. Kappers. "The Influence of Illumination Direction on the Pictorial Reliefs of Lambertian Surfaces." Perception 34, no. 3 (March 2005): 275–87. http://dx.doi.org/10.1068/p5179.

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In order to assess the influence of illumination direction on shape constancy, we studied the pictorial relief of computer images of globular 3-D objects. We used two globally convex objects, one with a furrow and one with a dimple. Observers adjusted local surface attitude probes at 200–250 different locations in the image such that they seemed to lie on the pictorial surface. We manipulated the viewing direction and the illumination direction in a 2times2 orthogonal design. Viewing directions were chosen such that the image contained only a few, or no, contour singularities. Changes in the illumination direction were found to induce systematic changes in the settings for both viewing directions. Effects were especially pronounced for images that had no contour singularities. The results showed that a change in the illumination direction can change the local shape of the pictorial relief in addition to the bas-relief ambiguities of scaling and shearing in depth. We found that concavities in the pictorial relief are associated with the darker areas in the image. The deviation from shape constancy cannot be explained by bas-relief ambiguity since the required transformation between the shapes is nonlinear.

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Haq, Farhan, Caragh Behan, Nicola McGlade, Una Mulkerrin, Eadbhard O'Callaghan, Anthony Kinsella, Aiden Corvin, Gary Donohoe, and Michael Gill. "Factors that influence patients' attitudes to antipsychotic medication." Irish Journal of Psychological Medicine 26, no. 1 (March 2009): 6–11. http://dx.doi.org/10.1017/s0790966700000045.

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AbstractObjective: The aim of this study was to investigate the attitudes to medication in relation to insight, purpose in life, symptoms and sociodemographic factors among a cohort of stable patients with a diagnosis of schizophrenia and schizoaffective disorder.Method: We included 70 patients with a diagnosis of schizophrenia and schizoaffective disorder attending a Dublin suburban mental health service. All participants were 18 years or older and were excluded if they had a learning disability, acquired brain injury resulting in unconsciousness, and psychosis secondary to a general medical condition or illicit substance misuse. All participants were given self report questionnaires which included Drug Attitude Inventory (DAI-30), Birchwood Insight Scale, and Purpose in Life test. Symptoms were assessed using the Scale for Assessment of Positive and Negative symptoms. All data was analysed using the Statistical Package for the Social Sciences.Results: We found that 86% (n = 60) of the participants had positive attitudes to medication, and 82% (n = 58) had good insight into their illness. Only 27% (n = 19) were found to have a definite purpose in life. There was a significant negative relationship between attitudes to medication and delusions (r = -0.25, n = 70, p < 0.05) and a significant positive relationship between insight and attitudes to medication (r = 0.0.28, n = 70, p < 0.05).Conclusion: Many factors are involved in the multifaceted issue of attitudes to medication. Researchers must realise that these factors do not remain constant and may change with time and over the course of illness and treatment.

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Brewer, Noel T., Humberto Parada, Marissa G. Hall, Marcella H. Boynton, Seth M. Noar, and Kurt M. Ribisl. "Understanding Why Pictorial Cigarette Pack Warnings Increase Quit Attempts." Annals of Behavioral Medicine 53, no. 3 (May 29, 2018): 232–43. http://dx.doi.org/10.1093/abm/kay032.

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Abstract Background Our randomized trial found that pictorial cigarette pack warnings elicited more quit attempts than text-only warnings. Purpose In the current study, we sought to identify psychological mechanisms that explain why pictorial cigarette pack warnings change behavior. Methods In 2014 and 2015, we recruited 2,149 adult smokers in NC and CA, USA. We randomly assigned smokers to receive on their cigarette packs for 4 weeks either a text-only warning (one of the USA’s current warnings on the side of cigarette packs) or a pictorial warning (one of the USA’s proposed text warnings with pictures on the top half of the front and back of cigarette packs). Results Pictorial warnings increased attention to, reactions to, and social interactions about cigarette pack warnings (all p < .05). However, pictorial warnings changed almost no belief or attitude measures. Mediators of the impact of pictorial warnings included increased attention, negative affect, social interactions, thinking about the warning and harms of smoking, and intentions to quit (all p < .05). Analyses also found that pictorial warnings led to greater avoidance of the warnings, which was associated with more quit attempts (p < .05). Conclusions Pictorial warnings increased quit attempts by eliciting aversive reactions and by keeping the message vividly in smokers’ minds. Contrary to predictions from several theories of health behavior, the warnings exerted little of their influence through changes in beliefs and attitudes and none of their influence through changes in risk perception. We propose the Tobacco Warnings Model based on these findings. Clinical Trial information ClinicalTrials.gov identifier: NCT02247908; https://clinicaltrials.gov/ct2/show/NCT02247908.

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Hancox, Laura Jane, David M. Gresswell, and Danielle De Boos. "Attitudes towards CBT in trainee clinical psychologists." Journal of Mental Health Training, Education and Practice 15, no. 5 (August 24, 2020): 275–86. http://dx.doi.org/10.1108/jmhtep-01-2020-0001.

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Purpose This paper aims to address how one Doctorate in Clinical Psychology (DClinPsy) programme contributes to the shaping of attitudes of its trainee clinical psychologists (TCPs) towards cognitive behavioural therapy (CBT). Design/methodology/approach A total of 28 TCPs completed an online, mixed-methods questionnaire relating to their attitudes towards CBT, what factors had influenced their attitude and how competent they felt in applying CBT to clinical practice. Findings The majority of respondents reported a positive attitude towards CBT. There was a statistically significant positive change at an individual level in TCPs’ views of CBT between the point at which they applied for the DClinPsy and the present day. Thematic analysis of qualitative data identified influential factors on the development of TCP attitudes towards CBT. The vast majority of TCPs reported that they felt competent applying CBT in their clinical practice. Research limitations/implications Overall, the DClinPsy has a positive effect on TCPs’ attitudes towards CBT. However, the influence of placements has a more mixed effect on attitudes. A small sample size reduced the reliability of these conclusions. Recommendations for further evaluation have been made. Originality/value This paper evaluates the effect of a DClinPsy programme on TCPs’ attitudes towards CBT. The value is that it establishes which components of the course have different effects on trainee attitudes.

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Pajardi, Daniela, Monia Vagni, Viviana La Spada, and Serena Cubico. "International Cooperation in Developing Countries: Reducing Fatalism and Promoting Self-Efficacy to Ensure Sustainable Cooperation." Sustainability 12, no. 2 (January 10, 2020): 547. http://dx.doi.org/10.3390/su12020547.

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International cooperation projects aim to support populations in developing countries or affected by emergency situations and to promote their wellbeing in a coherent way and in line with the 10th Sustainable Development Goal and with the principles of the psychology of sustainability and sustainable development. This study analyzed the ways in which such projects influence two psychosocial variables, fatalism and self-efficacy, which are of great importance in determining the attitude of people to promoting change and improving their living conditions by themselves. The sample (N = 510) consists of adult users of Caritas Italiana projects in developing countries, namely, 161 individuals in Argentina, 123 in Bosnia, 96 in Sierra Leone, and 130 in Sri Lanka. The results indicate that the very fact of being involved in cooperation projects, both economic welfare and social promotion projects, favors a reduction in fatalistic attitudes and that greater perception of self-efficacy predicts a reduction in fatalism. Specific effects are presented in relation to the different cultures, and education levels of the countries analyzed.

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Frankenberg, Emily, Katharina Kupper, Ruth Wagner, and Stephan Bongard. "Immigrant Youth in Germany." European Psychologist 18, no. 3 (January 1, 2013): 158–68. http://dx.doi.org/10.1027/1016-9040/a000154.

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This paper reviews research on young migrants in Germany. Particular attention is given to the question of how Germany’s history of migration, immigration policies, and public attitude toward migrants influence the transcultural adaptation of children and adolescents from different ethnic backgrounds. We combine past research with the results of new empirical studies in order to shed light on migrants’ psychological and sociocultural adaptation. Studies comparing young migrants and their German peers in terms of psychological well-being, life satisfaction, and mental health outcome suggest higher rates of emotional and behavioral problems among migrants of most age groups. With regard to adolescent populations between the ages of 14 and 17 years, however, the existence of differences between migrants and natives appears to be less clear. Research has also yielded inconsistent findings regarding the time trajectory of transcultural adaptation among adolescents. The coincidence of acculturation and age-related change is discussed as a possible source of these inconsistencies. Further, we provide an overview of risk and protective factors such as conflicting role expectations and ethnic discrimination, which may cause heightened vulnerability to adverse adaptation outcomes in some groups. Large-scale studies have repeatedly shown migrants of all age groups to be less successful within the German school system, indicating poor sociocultural adaptation. Possible explanations, such as the idiosyncrasies of the German school system, are presented. Our own studies contribute to the understanding of young migrants’ adaptation process by showing that it is their orientation to German culture, rather than the acculturation strategy of integration, that leads to the most positive psychological and sociocultural outcomes. The paper concludes by discussing implications for future cross-cultural research on young migrants and by suggesting recommendations for multicultural policies.

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

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