The effects of social status on cognitive elaboration and post-message attitude: Focusing on self-construals

Communication Quarterly

Volumn 47, Issue 2, 1999, Pages 196-214

  Tasaki, Katsuya ^a   Kim, Min Sun ^a   Miller, Michael D ^a  

^a UNIVERSITY OF HAWAII   (United States)

Author keywords

Attitude change; Elaboration likelihood model; Persuasive communication; Self construals; Social status

Indexed keywords

EID: 0009442252     PISSN: 01463373     EISSN: 17464102     Source Type: Journal    
DOI: 10.1080/01463379909370134     Document Type: Article

References (85)

1. Araragi, C., 1979. Effects of socioeconomic status on interpersonal perception. Japanese Psychological Research, 21: 105-113.
2. Berger, J., Cohen, B. P., and Zelditch, M., 1972. Status characteristics and social interaction. American Sociological Review, 37: 241-255.
3. Berger, J., Conner, T. L., and Fisek, M. H., eds. 1974. Expectation states theory: A theoretical research program, Cambridge, MA: Winthrop.
4. Berger, J., and Zelditch, eds. 1985. Status, rewards, and influence, San Francisco, CA: Jossey-Bass.
5. Bethel, D. L., 1992. “ Life on Obasuteyama, or, Inside a Japanese Institution for the Elderly ”. In Japanese social organization, Edited by: Lebra, T. S., 109-134. Honolulu, HI: University of Hawaii Press.
6. Bickman, L., 1971. The effect of social status on the honesty of others. Journal of Social Psychology, 85: 87-92.
7. Bickman, L., 1974. The social power of uniform. Journal of Applied Social Psychology, 4: 47-61.
8. Breckler, S. J., Greenwald, A. G., and Wiggins, E. C., Public, private, and collective self- evaluation: Measurement of individual differences. Paper presented at the International Research and Exchange Board (IREX), conference on Self and Social Involvement. Princeton, NJ. April.
9. Brinton, M. C., and Ngo, H. Y., 1993. Age and sex in the occupational structure: A United States-Japan comparison. Sociological Forum, 8: 93-111.
10. Brislin, R. W., ed. 1990. Applied cross-cultural psychology, Newbury Park, CA: Sage.
11. Brislin, R. W., 1993. Understanding culture's influence on behavior, Fort Worth, TX: Harcourt Brace College Publishers.
12. Cacioppo, J. T., and Petty, R. E., 1979. Effects of message repetition and position on cognitive responses, recall, and persuasion. Journal of Personality and Social Psychology, 37: 97-109.
13. Cacioppo, J. T., and Petty, R. E., 1981. “ Social psychological procedure for cognitive response assessment: The thought-listing technique ”. In Cognitive assessment, Edited by: Merluzzi, T. V., Glass, C. R., and Genest, M., 309-342. New York: The Guilford Press.
14. Cacioppo, J. T., Harkins, S. G., and Petty, R. E., 1981. “ The nature of attitudes and cognitive responses and their relationships to behavior ”. In Cognitive responses in persuasion, Edited by: Petty, R. E., Ostrom, T. U., and Brock, T. C., 31-54. Hillsdale, NJ: Erlbaum.
15. Carli, L. L., 1990. Gender, language, and influence. Journal of Personality and Social Psychology, 59: 941-951.
16. Chaiken, S., 1979. Communicator physical attractiveness and persuasion. Journal of Personality and Social Psychology, 3: 1387-1397.
17. Chaiken, S., 1980. Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39: 752-799.
18. Chaiken, S., 1986. “ Physical appearance and social influence ”. In Physical appearance, stigma, and social behavior: The Ontario symposium, Edited by: Herman, C. P., Zanna, M. P., and Higgins, E. T., Vol. 3, 143-177. Hillsdale, NJ: Erlbaum.
19. Chebet, C. G., and Chebet, J. C., 1991. Effects of two voice characterictics on the attitudes toward advertising messages. Journal of Social Psychology, 132: 447-459.
20. Chen, G., and Chung, J., The impact of Confucianism on organizational communication. Paper presented at the conference of the Speech Communication Association. Miami, FL. November.
21. Chinese Culture Connection. 1987. Chinese values and the search for culture-free dimensions of culture. Journal of Cross-Cultural Psychology, 18: 143-164.
22. Condon, J. C., 1977. Interpersonal communication, New York: Macmillan.
23. Cook, T. D., 1969. Competence, counterarguing, and attitude change. Journal of Personality, 37: 342-358.
24. Cross, S. E., and Markus, H. R., Cultural adaptation and the self: Self-construal, coping, and stress. Paper presented at the ninty-ninth annual convention of the American Psychological Association. San Franscisco, CA. July.
25. Eagly, A. H., and Chaiken, S., 1984. “ Cognitive theories of persuasion ”. In Advances in experimental social psychology, Edited by: Berkowitz, L., Vol. 17, 267-359. San Diego, CA: Academic Press.
26. Eagly, A. H., and Chaiken, S., 1993. The psychology of attitude, Orlando, FL: Harcourt Brace Jovanivich.
27. Eagly, A. H., and Warren, R., 1976. Intelligence, comprehension, and opinion change. Journal of Personality, 44: 226-242.
28. Gaertner, S., and Bickman, L., 1970. Effects of race on the elicitation of helping behavior: The wrong number technique. Journal of Personality and Social Psychology, 20: 218-222.
29. Gaines, S. O., Jr., Marelich, W. D., Bledsoe, K. L., Steers, W. N., Henderson, M. C., Granrose, C. S., Barajas, L., Hicks, D., Lyde, M., Takahashi, Y., Yum, N., Rios, D. I., Garcia, B. F., Farris, K. R., and Page, M. S., 1997. Links between race/ethnicity and cultural values as mediated by racial/ethnic identity and moderated by gender. Journal of Personality and Social Psychology, 72: 1460-1476.
30. Glenn, E. S., and Glenn, C. G., 1981. Man and mankind: Conflict and communication between cultures, Norwood, NJ: Ablex.
31. Goodman, M. D., and Gareis, K. C., 1992. The influence of status on decisions to help. Journal of Social Psychology, 133: 23-31.
32. Greenwald, A. G., 1968. “ Cognitive learning, cognitive response to persuasion, and attitude change ”. In Psychological foundations of attitudes, Edited by: Greenwald, A. G., Brock, T. C., and Ostrom, T. M., 147-170. San Diego, CA: Academic.
33. Gudykunst, W. B., Yoon, Y. C., and Nishida, T., 1987. The influence of individualism-collectivism on perception of communication in ingroup and outgroup relationships. Communication Monograph, 54: 295-306.
34. Gudykunst, W. B., and Ting-Toomey, S., 1988. Culture and interpersonal communication, Newbury Park, CA: Sage.
35. Gudykunst, W. B., Gao, G., Schmidt, K. L., Nishida, T.V., Bond, M. H., Leung, K., Wang, G., and Barraclough, R. A., 1992. The influence of individualism-collectivism, self-monitoring, and predicted-outcome value on communication in ingroup and outgroup relationships. Journal of Cross-Cultural Psychology, 23: 196-213.
36. Gudykunst, W. B., Matsumoto, Y., Ting-Toomey, S., Nishida, T., Kim, K., and Heyman, S., 1996. The influence of cultural individualism-collectivism, self construals, and individual values on communication styles across cultures. Human Communication Research, 22: 510-543.
37. Hall, E. T., and Hall, M.R., 1987. Hidden differences: Doing business zvith the Japanese, Garden City, NY: Doubleday.
38. Hofstede, G., 1980. Culture's consequences: International differences in work-related values, Berverly Hill, CA: Sage.
39. Hofstede, G., and Bond, M. H., 1988. Confucious and economic growth: New trends in culture's consequences. Organizational Dynamics, 16: 4-21.
40. Homans, G. C., 1961. Social behavior, New York: Harcourt.
41. Hovland, I. C., Janis, L. I., and Kelley, H. H., 1953. Communication and persuasion, New Haven: Yale University Press.
42. Javidi, A., and Javidi, M., 1994. “ Cross-cultural analysis of interpersonal bonding: A look at east and west ”. In Intercultural communication, Edited by: Samovar, L. A., and Porter, R. E., 87-94. Belmont, CA: Wadsworth.
43. Kazoleas, D., 1993. The impact of argumentativeness on resistance to persuasion. Human Communication Research, 29: 118-137.
44. Kelman, H. C., 1958. Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution, 2: 51-60.
45. Kim, M. S., 1994. Cross-cultural comparisons of the perceived importance of conversational constraints. Human Communication Research, 21: 128-151.
46. Kim, M. S., 1995. “ Toward a theory of conversational constraints: Focusing on individual-level dimensions of culture ”. In Intercultural communication theory, Edited by: Wiseman, R. L., 148-169. Newbury Park, CA: Sage.
47. Kim, M. S., Hunter, J. E., Miyahara, A., Horvath, A. M., Bresnahan, M., and Yoon, H. J., 1996. Individual- vs. culture-level dimensions of individualism and collectivism: effects on preferred conversational styles. Communication Monographs, 63: 29-49.
48. Kim, M. S., Sharkey, W. F., and Singelis, T. M., 1994. The relationship between individual's self-construals and perceived importance of interactive constraints. International Journal of Intercultural Relations, 18: 117-140.
49. Kim, M. S., Shin, H. C., and Cai, D., 1998. Cultural influences on the preferred forms of requesting and re-requesting. Communication Monographs, 65: 47-66.
50. Klopf, W. D., 1987. Intercultural encounter: The fundamentals of intercultural communication, Inglewood, CA: Morton.
51. Koslowsky, M., and Schwarzwald, J., 1993. The use of power tactics to gain compliance: Testing aspects of Raven's (1988) theory in conflictual situations. Social Behavior and Personality, 21: 135-144.
52. Lebra, T. S., 1976. Japanese pattern of behavior, Honolulu, HI: University of Hawaii Press.
53. Lebra, T. S., ed. 1992. Japanese social organization, Honolulu, HI: University of Hawaii Press.
54. Lebra, T. S., and Lebra, W. P., eds. 1986. Japanese culture and behavior, Honolulu, HI: University of Hawaii Press.
55. Malewski, A., 1966. “ The degree of status incongruent and its effects ”. In Class, status, and power: Social stratification in comparative perspective, Edited by: Bendis, R., and Lipset, S. M., 303-308. New York: The Free Press.
56. Markus, H. R., and Kitayama, S., 1991. Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 98: 224-253.
57. Markus, H. R., and Kitayama, S., 1994. A collective fear of the collective: Implications for selves and theories of selves. Personality and Social Psychology Bulletin, 20: 568-579.
58. Markus, H. R., Mullally, P. R., and Kitayama, S., 1997. “ Selfways: Diversity in modes of cultural participation ”. In The conceptual self in context, Edited by: Neisser, U., and Jopling, D. A., 13-59. Cambridge, UK: Cambridge University Press.
59. McGuire, J. W., 1985. “ Attitudes and attitude change ”. In Handbook of Social Psychology, Edited by: Lindzey, G., and Aronson, E., 233-346. New York: Random House.
60. Nakane, C., 1970. Japanese society, Berkeley, CA: University of California Press.
61. Nishiyama, K., 1995. Japan-U.S. business communication, Dubuque, IA: Kendall/Hunt.
62. Norman, R., 1976. When what is said is important: A comparison of expert and attractive sources. Journal of Experimental Social Psychology, 12: 294-300.
63. Okabe, R., 1983. “ Cultural assumptions of East and West: Japan and the United States ”. In Intercultural communication theory, Edited by: Gudykunst, W., 21-44. Beverly Hills, CA: Sage.
64. Pandey, J., 1979. Effects of benefactors and recipient status on helping behavior. Journal of Social Psychology, 108: 171-176.
65. Pelzel, J. C., 1986. “ Human Nature in the Japanese Myths ”. In Japanese culture and behavior: Selected readings, Edited by: Lebra, T. S., and Lebra, W. P., 7-28. Honolulu, HI: University of Hawaii Press.
66. Petty, R. E., and Cacioppo, J. T., 1979. Issue involvement can increase or decrease persuasion by enhancing message relevant cognitive responses. Journal of Personality and Social Psychology, 37: 1915-1926.
67. Petty, R. E., and Cacioppo, J. T., 1981. Attitudes and persuasion: Classic and contemporary approaches, Dubuque, IA: Wm. C. Brown.
68. Petty, R. E., and Cacioppo, J. T., 1986. Communication and persuasion: Central and peripheral routes to attitude change, New York: Springer-Verlag.
69. Petty, R. E., Ostrom, T. M., and Brock, T. C., 1981. “ Historical foundations of the cognitive response approach to attitude and persuasion ”. In Cognitive responses in persuasion, Edited by: Petty, R.E., Ostrom, T.M., and Brock, T. C., 55-78. Hillsdale, NJ: Lawrence Erlbaum.
70. Petty, R. E., Wells, G. L., and Brock, T. C., 1976. Distraction can enhance or reduce yielding to propaganda: Thought disruption versus effort justification. Journal of Personality and Social Psychology, 34: 874-884.
71. Rozenholtz, S. J., and Cohen, E. G., 1985. “ Activating ethnic status ”. In Status, rewards, and influence, Edited by: Berger, J., and Zelditch, M., 430-444. San Francisco: Jossey-Bass.
72. Singelis, T. M., Bridging the gap between culture and communication. Selected Papers From the 12th International Conference of the Association for Cross-Cultural Psychology. Edited by: Van de Vijuer, F., Schmitz, P., and Boski, P., pp. 278-293. Lisse, The Netherlands: Swets & Zeitlinger.
73. Singelis, T. M., and Brown, W. J., 1995. Culture, self, and collectivist communication: Linking culture to individual behavior. Human Communication Research, 21: 354-389.
74. Solomon, H., and Herman, L., 1977. Status symbols and prosocial behavior: The effect of the victim's car on helping. Journal of Psychology, 97: 271-273.
75. Steinhoff, P. G., 1992. “ Death by defeatism and other fables: The social dynamics of the rengo sekigun purge ”. In Japanese social organization, Edited by: Lebra, T. S., 195-224. Honolulu, HI: University of Hawaii Press.
76. Sternthal, B., Dholakia, R., and Leavitt, C., 1978. The persuasive effect of source credibility: a test of cognitive response analysis. Journal of Consumer Research, 4: 252-260.
77. Suzuki, T., 1986. “ Language and behavior in Japan: The conceptualization of personal relations ”. In Japanese culture and behavior: Selected readings, Edited by: Lebra, T. S., and Lebra, W. P., 142-170. Honolulu, HI: University of Hawaii Press.
78. Ting-Toomey, S., 1988. “ Intercultural conflict styles: A face-negotiation theory ”. In Theories in intercultural communication, Edited by: Kim, Y.Y., and Gudykunst, W. B., 213-238. Newbury Park, CA: Sage.
79. Triandis, H. C., 1989. The self and social behavior in differing cultural contexts. Psychological Review, 96: 506-520.
80. Triandis, H. C., 1994. Culture and social behavior, New York: McGraw-Hill.
81. Triandis, H. C., Brislin, R., and Hui, C. H., 1988. Cross-cultural training across the individualism-collectivism divide. International Journal of Intercultural Relations, 12: 269-289.
82. Tsujimura, A., 1987. “ Some characteristics of the Japanese way of communication ”. In Communication theory: Eastern and Western perspectives, Edited by: Kincaid, D. L., 115-135. San Diego, CA: Academic.
83. Yinon, Y., Dovart, M., and Avni, A., 1981. The reciprocity-arousing potential of the requester's occupation and helping behavior. Journal of Applied Social Psychology, 11: 252-258.
84. Yum, J. O., 1987. “ Korean philosophy and communication ”. In Communication theory: Eastern and Western perspectives, Edited by: Kincaid, D. L., 71-86. San Diego, CA: Academic.
85. Yum, J. O., 1988. The impact of Confucianism on interpersonal relationships and communication patterns in East Asia. Communication Monographs, 55: 374-388.