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Jul 21, 2022 · Advanced social psychology : the state of the science. Publication date. 2010. Topics. Social psychology -- Textbooks. Publisher. Oxford ; New York : Oxford University Press. Collection. internetarchivebooks; printdisabled; inlibrary.
Advanced Social Psychology: The State of the Science, Edition 2 - Ebook written by Eli J. Finkel, Roy F. Baumeister. Read this book using Google Play Books app on your PC, android, iOS...
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History of Social Psychology: Insights, Challenges, and Contributions to Theory and Application LEE ROSS, MARK LEPPER, AND ANDREW WARD In his classic Handbook of Social Psychology chapter, Jones (1985) offered a particularly comprehensive account of five decades of social psychology, beginning with the late 1930s.
- Lee Ross, Mark Lepper, Andrew Ward
- 2010
- Richard E. Petty and Pablo Briñol
- Implicit versus Explicit Attitudes
- Attitude Structure: Th e Meta-Cognitive Model
- Classic Processes of Persuasion
- Learning and Reception Th eories
- Self-Persuasion Approaches
- Meta-Cognition
- Motivational Approaches
- Fundamental Processes Underlying Attitude Change
- Elaboration Likelihood Model (ELM) of Persuasion
- Amount of Th inking
- Direction or Valence of Th inking
- Meta-Cognitive Processes
- Serving as Arguments
- Serving as Cues
- Th e Infl uence of Communication Variables on Persuasion
- Source Factors
- Message Factors
- Recipient Factors
- Consequences of Dif erent Persuasion Processes for Explicit Measures
- Attitude Persistence and Resistance
- Prediction of Behavior
- Certainty: Strength without More Th inking
- Attitude Change Today
- Suggestions for Further Reading
Persuasion plays an essential role in everyday social life. We use the term per-suasion to refer to any procedure with the potential to change someone’s mind. Although persuasion can be used to change many things such as a person’s specifi c beliefs (e.g., eating vegetables is good for your health), the most com-mon target of persuasion is a person...
Aft er a long tradition of assessing the impact of persuasion treatments on atti-tudes using people’s responses to self-report measures (e.g., Is fast food good or bad?), more recent work has also assessed attitude change with measures that tap into people’s more automatic or gut-level evaluations. Such techniques are oft en referred to as implicit...
In addition to associating attitude objects with general evaluative summaries (e.g., good/bad), people sometimes develop an attitude structure in which atti-tude objects are separately linked to both positivity and negativity (see also Cacioppo, Gardner, & Berntson, ). Furthermore, we assume that people can tag these evaluations as valid or inv...
With our defi nitions of attitudes and persuasion in mind, we can now turn to the classic approaches to understanding attitude change. Th e earliest studies were guided by relatively simple questions (e.g., is an appeal to the emotions more ef ective than an appeal to reason?). When the science of persuasion began a century ago, researchers tended ...
A prominent early approach to persuasion assumed that the same learning principles that applied to learning how to avoid touching a hot stove were also involved in learning whether to like or dislike something new. Th us, at the sim-plest level, it was proposed that merely associating some object, person, or issue with something else about which yo...
Despite how sensible the message learning approach seemed, the accumulated evidence showed that message learning could occur in the absence of attitude change and that attitudes could change without learning the specifi c informa-tion in the communication (Petty & Cacioppo, ). Th e cognitive response approach (Greenwald, ; Petty, Ostrom, & ...
Th e self-persuasion approaches just mentioned focus on the initial or primary thoughts individuals have about attitude objects. Recent research suggests that people not only have thoughts, but they can have thoughts about their thoughts, or meta-cognition (Petty, Briñol, Tormala, & Wegener, ). One feature of thoughts that has proven to be usef...
Th e approaches just reviewed tend to have in common the idea that attitude change is based on the positive and negative beliefs and emotions that are asso-ciated with an attitude object and the perceived validity of these beliefs and emotions. Th at is, each attitude object is associated with salient information, and people either add up (Fishbein...
Now that we have described some general orientations to persuasion, we turn to the fundamental processes underlying attitude change. Attitudes are some-times changed by relatively low thought mechanisms (e.g., conditioning), although at other times they are changed with a great deal of thinking (e.g., role playing). Sometimes the thinking is relati...
Th e ELM (Petty & Cacioppo, , ) was developed in an attempt to inte-grate the literature on persuasion by proposing that there was a limited set of core processes by which variables could af ect attitudes, and that these pro-cesses required dif erent amounts of thought. Th oughtful persuasion was referred to as following the central route, ...
One of the most fundamental things that a variable can do to infl uence atti-tudes is af ect the amount of thinking about a communication (Petty, Ostrom, & Brock, ). We will review some key variables that af ect the extent of thinking. Motivation to Th ink Perhaps the most important determinant of a person’s motivation to process a message is ...
When motivation and ability to think are high, people will engage in careful thought. In such situations, the quality or cogency of the information presented will be an important determinant of whether the thoughts generated are largely favorable or unfavorable. With cogent arguments, thoughts will be predominantly favorable, and with specious argu...
In addition to af ecting the amount of thinking and the direction of the thoughts, variables can also have an impact on attitudes by af ecting what people think about their thoughts (Petty, Briñol, Tormala, & Wegener, ). We describe some of these meta-cognitive factors next. Expectancy–Value Model Two key aspects of thoughts are the expectancy...
According to the ELM, when the amount of thinking in a persuasion situation is high, people assess the relevance of all of the information available. Th at is, people examine source, message, recipient, and contextual and internally gen-erated information as possible arguments for favoring or disfavoring the atti-tude object. Interestingly, variabl...
Th e fi nal role for variables is the most basic—serving as a simple cue. According to the ELM, under low thinking conditions, attitudes are infl uenced by a variety of low ef ort processes such as mere association or reliance on simple heuristics and inferences. Th is is important because it suggests that attitude change does not always require ef...
In addition to specifying the general mechanisms of persuasion just reviewed, the ELM postulates that any communication variable (i.e., whether source, message, recipient, or context) infl uences attitudes by af ecting one of these key processes. Because of the very long list of persuasion variables that have been studied and the thousands of publi...
Consider fi rst the multiple processes by which source factors, such as expertise, attractiveness, race, or gender, can have an impact on persuasion. When the likelihood of thinking was low (e.g., low personal relevance topic), source fac-tors have infl uenced attitudes by serving as a peripheral cue, af ecting implicit (Forehand & Perkins, ; M...
Message variables can also serve in multiple roles. For example, think about the number of arguments that a persuasive message contains. Th is variable serves as a simple peripheral cue when people are either unmotivated or unable to think about the information (Petty & Cacioppo, a). Th at is, people can simply count the arguments in a mess...
Th ere are many recipient variables that are relevant for persuasion, ranging from motives such as the need for cognition (Cacioppo & Petty, ), abilities such as intelligence (McGuire, ), and individual dif erences in personality such as self-monitoring (Snyder & DeBono, ; see Briñol & Petty, , for a review). Perhaps the recipient f...
Now that we have articulated the various mechanisms by which variables can impact persuasion, we turn to the fi nal issue of why we should care about pro-cess. Knowing something about the process can indicate whether the attitude change that is produced will be consequential or not. Sometimes a high and a low thought process can result in the same ...
When attitude changes are based on extensive issue-relevant thinking, they tend to persist (endure). For example, research has shown that encouraging self-generation of arguments (e.g., Elms, ; Watts, ), using interesting or involving communication topics (Ronis et al., ), leading recipients to believe that they might have to explain or...
Once a person’s attitude has changed, behavior change requires that the person’s new attitudes rather than the old attitudes or previous habits guide action. If a new attitude is based on high thought, it is likely to be highly accessible and come to mind automatically in the presence of the attitude object. Th erefore, it will be available to guid...
We noted earlier that when attitudes change as a result of high thinking pro-cesses, they are likely to be held with greater certainty than when they are changed to the same extent by low thinking processes. Certainty generally refers to a sense of validity concerning our attitudes (Gross, Holtz, & Miller, ) and is an important construct becaus...
In this review we have argued that persuasion can be understood by breaking the processes responsible for attitude change into a fi nite set. Th ese processes relate to some of the classic topics of persuasion (e.g., credibility, emotion), and explain how any one variable can produce opposite outcomes, and how the same outcome can be produced by di...
Briñol, P., & Petty, R. E. (). Persuasion: Insights from the self-validation hypothesis. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. , pp. –). New York: Elsevier. Cooper, J. (). Cognitive dissonance: years of a classic theory. London: Sage. Eagly, A. H., & Chaiken, S. (). Th e psychology of attitudes...
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Jan 1, 1995 · Jan 2017. Dr. Ayse Dilek Ogretir Ozcelik. PDF | On Jan 1, 1995, Abraham Tesser published Advanced Social Psychology | Find, read and cite all the research you need on ResearchGate.
Advanced Social Psychology: The State of the Science. Roy F. Baumeister· . Eli J. Finkel. Jun 2010· Oxford University Press. 2.0star. 2 reviews. Ebook. 832. Pages. family_home. Eligible. info.
