Attitudes and attitude change

Annual Review of Psychology

Volumn 48, Issue , 1997, Pages 609-647

  Petty, Richard E ^a   Wegener, Duane T ^b   Fabrigar, Leandre R ^c  

^a OHIO STATE UNIVERSITY   (United States)

^b YALE UNIVERSITY   (United States)

^c QUEEN S UNIVERSITY   (Canada)

Author keywords

Affect; Attitude structure; Bias; Evaluation; Persuasion

Indexed keywords

AFFECT; ATTITUDE; COGNITION; HUMAN; MOTIVATION; PERSUASIVE COMMUNICATION; REVIEW;

AFFECT; ATTITUDE; COGNITION; HUMANS; MOTIVATION; PERSUASIVE COMMUNICATION;

EID: 0030636055     PISSN: 00664308     EISSN: None     Source Type: Book Series    
DOI: 10.1146/annurev.psych.48.1.609     Document Type: Article

References (278)

1. Aitken CK, McMahon TA, Wearing AJ, Finlayson BL. 1994. Residential water use: predicting and reducing consumption. J. Appl Soc Psychol. 24.136-58
2. Ajzen I. 1985. From intentions to actions: a theory of planned behavior. In Action-control: From Cognition to Behavior, ed. J Kuhl, J Beckmann, pp. 11-39. Heidelberg: Springer-Verlag
3. Ajzen I, Fishbein M. 1980. Understanding Attitudes and Predicting Social Behavior. Englewood Cliffs, NJ: Prentice-Hall
4. Allen CT, Machleit KA, Klein SS. 1992. A comparison of attitudes and emotions as predictors of behavior at diverse levels of behavioral experience. J. Consum. Res. 18: 493-504
5. Allport GW. 1935. Attitudes. In Handbook of Social Psychology, ed. C Murchison, pp. 798-844. Worchester, MA: Clark Univ. Press
6. Anand P, Sternthal B. 1992. The effects of program involvement and ease of message counterarguing on advertising persuasiveness. J. Consum. Psychol. 1:225-38
7. Aronson E. 1968. Dissonance theory: progress and problems. In Theories of Cognitive Consistency: A Sourcebook, ed. RP Abelson, E Aronson, WJ McGuire, MJ Rosenberg, PH Tannenbaum, pp. 5-28. Chicago: Rand McNally
8. Aronson E 1992. The return of the repressed: dissonance theory makes a comeback. Psychol. Inquiry 3:303-11
9. Aronson J, Blanton H, Cooper J. 1995. From dissonance to disidentification: selectivity in the self-affirmation process. J. Pers. Soc Psychol. 68:986-96
10. Bagozzi RP, Baumgartner H, Yi Y. 1992. State versus action orientation and the theory of reasoned action: an application to coupon usage J. Consum. Res. 18:505-18
11. Baker SM, Petty RE. 1994. Majority and minority influence: source-position imbalance as a determinant of message scrutiny. J. Pers. Soc. Psychol. 67:5-19
12. Bargh JA, Chaiken S, Govender R, Pratto F. 1992. The generality of the automatic attitude activation effect. J. Pers. Soc. Psychol. 62:893-912
13. Bargh JA, Chaiken S, Raymond P, Hymes C. 1996. The automatic evaluation effect: unconditional automatic attitude activation with a pronunciation task. J. Exp. Soc. Psychol. 32:104-28
14. Baron RS, Inman M, Kao C, Logan H. 1992. Emotion and superficial social processing. Motiv. Emot. 16:323-45
15. Baron RS, Logan H, Lilly J, Inman M, Brennan M. 1994. Negative emotion and message processing. J. Exp. Soc. Psychol. 30: 181-201
16. Bassili JN. 1993. Response latency versus certainty as indexes of the strength of voting intentions in a CATI survey. Public Opin. Q. 57:54-61
17. Bassili JN. 1995. Response latency and the accessibility of voting intentions: what contributes to accessibility and how it affects vote choice. Pers. Soc. Psychol. Bull. 21: 686-95
18. Beauvois JL, Bungert M, Mariette P. 1995. Forced compliance: commitment to compliance and commitment to activity. Eur. J. Soc. Psychol. 25:17-26
19. Bem DJ. 1967. Self-perception: an alternative interpretation of cognitive dissonance phenomena. Psychol. Rev. 74:183-200
20. Blascovich J, Ernest JM, Tomaka J, Kelsey RM, Salomon KL, Fazio RH. 1993. Attitude accessibility as a moderator of autonomic reactivity during decision making. J. Pers. Soc Psychol. 64:165-76
21. Bless H, Mackie DM, Schwarz N. 1992. Mood effects on attitude judgments: independent effects of mood before and after message elaboration. J. Pers. Soc. Psychol. 63:585-95
22. Bohner G, Chaiken S, Hunyadi P. 1994. The role of mood and message ambiguity in the interplay of heuristic and systematic processing. Eur. J. Soc. Psychol. 24: 207-21
23. Bohner G, Crow K, Erb H, Schwarz N. 1992. Affect and persuasion: mood effects on the processing of message content and context cues and on subsequent behaviour. Eur. J. Soc. Psychol. 22:511-30
24. Boninger DS, Krosnick JA, Berent MK. 1995a. Origins of attitude importance: self-interest, social identification, and value relevance. J. Pers. Soc. Psychol. 68:61-80
25. Boninger DS, Krosnick JA, Berent MK, Fabrigar LR. 1995b. The causes and consequences of attitude importance. See Petty & Krosnick 1995, pp. 159-89
26. Bornstein RF, D'Agostino PR. 1992. Stimulus recognition and the mere exposure effect. J. Pers. Soc. Psychol. 63:545-52
27. Bornstein RF, D'Agostino PR. 1994. The attribution and discounting of perceptual fluency: preliminary tests of a perceptual fluency/attributional model of the mere exposure effect. Soc. Cogn. 12:103-28
28. Bouchard TJ Jr, Arvey RD, Keller LM, Segal NL. Genetic influences on job satisfaction: a reply to Cropanzano and James. 1992. J. Appl. Psychol. 77:89-93
29. Bozzolo AM, Brock TC. 1992. Unavailability effects on message processing: a theoretical analysis and an empirical test. Basic Appl. Soc. Psychol. 13:93-101
30. Brauer M, Judd CM, Gliner MD. 1995. The effects of repeated expressions on attitude polarization during group discussions. J. Pers. Soc Psychol. 68:1014-29
31. Breckler SJ. 1994. A comparison of numerical indexes for measuring attitude ambivalence. Ed. Psychol. Meas. 54:350-65
32. Breckler SJ, Fried HS. 1993. On knowing what you like and liking what you smell: attitudes depend on the form in which the object is represented. Pers. Soc. Psychol. Bull. 19:228-40
33. Brock TC. 1968. Implications of commodity theory for value change. See Greenwald et al 1968, pp. 243-75
34. Brock TC, Brannon LA 1992. Liberalization of commodity theory. Basic Appl. Soc. Psychol. 13:135-44
35. Broniarczyk SM, Alba JW. 1994. The role of consumers' intuitions in inference making. J. Consum. Res. 21:393-407
36. Cacioppo JT, Berntson GG. 1994. Relationship between attitudes and evaluative space: a critical review, with emphasis on the separability of positive and negative substrates. Psychol. Bull 115:401-23
37. Cacioppo JT, Crites SL Jr, Gardner WL, Berntson GG. 1994. Bioelectrical echoes from evaluative categorizations. I. A late positive brain potential that varies as a function of trait negativity and extremity. J. Pers. Soc. Psychol. 67:115-25
38. Cacioppo JT, Marshall-Goodell BS, Tassinary LG, Petty RE 1992. Rudimentary determinants of attitudes: classical conditioning is more effective when prior knowledge about the attitude stimulus is low than high. J. Exp. Soc. Psychol. 28:207-33
39. Cacioppo JT, Petty RE, Feinstein J, Jarvis B. 1996. Individual differences in cognitive motivation: the life and times of people varying in need for cognition. Psychol. Bull. 119:197-253
40. Cacioppo JT, Priester JR, Berntson GG. 1993. Rudimentary determinants of attitudes. II. Arm flexion and extension have differential effects on attitudes. J. Pers. Soc. Psychol. 65:5-17
41. Chaiken S, Bargh JA. 1993. Occurrence versus moderation of the automatic attitude activation effect: reply to Fazio. J. Pers. Soc. Psychol. 64:759-65
42. Chaiken S, Giner-Sorolla R, Chen S. 1996a. Beyond accuracy: defense and impression motives in heuristic and systematic information processing. In The Psychology Of Action: Linking Motivation and Cognition to Behavior, ed. PM Gollwitzer, JA Bargh, pp. 553-78. New York: Guilford
43. Chaiken S, Liberman A, Eagly AH. 1989. Heuristic and systematic processing within and beyond the persuasion context. In Unintended Thought, ed. JS Uleman, JA Bargh, pp. 212-52. New York: Guilford
44. Chaiken S, Maheswaran D. 1994, Heuristic processing can bias systematic processing: effects of source credibility, argument ambiguity, and task importance on attitude judgment. J Pers. Soc. Psychol. 66:460-73
45. Chaiken S, Wood W, Eagly AH. 1996b. Principles of persuasion. In Social Psychology: Handbook of Basic Principles, ed. ET Higgins, AW Kruglanski, pp. 702-12. New York: Guilford
46. Chan DK-S, Fishbein M. 1993. Determinants of college women's intentions to tell their partners to use condoms. J. Appl. Soc. Psychol. 23:1455-70
47. Chen HC, Reardon R, Rea C, Moore DJ. 1992. Forewarning of content and involvement: consequences for persuasion and resistance to persuasion. J. Exp. Soc. Psychol. 28: 523-41
48. Cialdini RB, Petty RE, Cacioppo JT, 1981. Attitude and attitude change. Annu. Rev. Psychol. 32:357-404
49. Cialdini RB, Trost MR, Newsom JT. 1995. Preference for consistency: the development of a valid measure and the discovery of surprising behavioral implications. J. Pers. Soc. Psychol. 69:318-28
50. Clark RD. 1994. The role of censorship in minority influence. Eur. J. Soc. Psychol. 24: 331-38
51. Clark RD. 1995. On being excommunicated from the European view of minority influence: a reply to Perez et al. Eur. J. Soc. Psychol. 25:711-14
52. Clary EG, Snyder M, Ridge RD, Miene PK, Haugen JA. 1994. Matching messages to motives in persuasion: a functional approach to promoting volunteerism. J. Appl. Soc. Psychol. 24:1129-49
53. Cochran SD, Mays VM, Ciarletta J, Caruso C, Mallon D. 1992. Efficacy of the theory of reasoned action in predicting AIDS-related sexual risk reduction among gay men. J. Appl. Soc. Psychol. 22:1481-501
54. Cooper J. 1992. Dissonance and the return of the self-concept. Psychol. Inq. 3:320-23
55. Cooper J, Fazio RH. 1984. A new look at dissonance theory. Adv. Exp. Soc. Psychol. 17:229-66
56. Crano WD, Hannula-Bral KA. 1994. Context/categorization model of social influence: minority and majority influence in the formation of a novel response norm. J. Exp. Soc. Psychol. 30:247-76
57. Crites SL Jr, Cacioppo JT, Gardner WL, Berntson GG. 1995. Bioelectrical echoes from evaluative categorization. II. A late positive brain potential that varies as a function of attitude registration rather than attitude report. J. Pers. Soc. Psychol. 68: 997-1013
58. Crites SL Jr, Fabrigar LR, Petty RE. 1994. Measuring the affective and cognitive properties of attitudes: conceptual and methodological issues. Pers. Soc. Psychol. Bull. 20:619-34
59. Cropanzano R, James K. 1990. Some methodological considerations for the behavioral genetic analysis of work attitudes. J. Appl. Psychol. 75:433-39
60. Crowley AE, Hoyer WD. 1994. An integrative framework for understanding two-sided persuasion. J. Consum. Res. 20:561-74
61. Darke PR, Freedman JL, Chaiken S. 1995. Percentage discounts, initial price, and bargain hunting: a heuristic-systematic approach to price search behavior. J. Appl. Psychol. 80: 580-86
62. Davies MF. 1993. Dogmatism and the persistence of discredited beliefs. Pers. Soc. Psychol. 19:692-99
63. DeBono KG 1992. Pleasant scents and persuasion: an information processing approach. J. Appl. Soc. Psychol. 22:910-20
64. DeBono KG, Klein C. 1993. Source expertise and persuasion: the moderating role of recipient dogmatism. Pers. Soc. Psychol. Bull. 19:167-73
65. DeBono KG, Snyder M. 1995. Acting on one's attitudes: the role of a history of choosing situations. Pers. Soc. Psychol. Bull. 21: 629-36
66. De Houwer J, Baeyens F, Eelen P. 1994. Verbal evaluative conditioning with undetected US presentations. Behav. Res. Ther. 32: 629-33
67. Dickerson CA, Thibodeau R, Aronson E, Miller D. 1992. Using cognitive dissonance to encourage water conservation. J. Appl. Soc. Psychol. 22:841-54
68. Doll J, Ajzen I. 1992. Accessibility and stability of predictors in the theory of planned behavior. J. Pers. Soc. Psychol. 63:754-65
69. Downing JW, Judd CM, Brauer M. 1992. Effects of repeated expressions on attitude extremity. J. Pers. Soc. Psychol. 63:17-29
70. Drigotas SM. 1993. Similarity revisited: a comparison of similarity-attractions versus dissimilarity-repulsion. Br. J. Soc. Psychol. 32:365-77
71. Eagly AH, Chaiken S. 1993. The Psychology of Attitudes. Fort Worth, TX: Harcourt Brace
72. Eagly AH, Mladinic A, Otto S. 1994. Cognitive and affective bases of attitudes toward social groups and social policies. J. Exp. Soc. Psychol. 30:113-37
73. Edwards K, von Hippel W. 1995. Hearts and minds: the priority of affective versus cognitive factors in person perception. Pers. Soc. Psychol. Bull. 21:996-1011
74. Eiser JR. 1994. Toward a dynamic conception of attitude consistency and change. See Vallaceher & Nowak 1994, pp. 197-218
75. Eiser JR, Eiser C, Sani F, Sell L, Casas RM. 1995. Skin cancer attitudes: a cross-national comparison. Br. J. Soc. Psychol. 34: 23-30
76. Eiser JR, Pancer SM. 1979. Attitudinal effects of the use of evaluatively biased language. Eur. J. Soc. Psychol. 9:39-47
77. Elliot AJ, Devine PG. 1994. On the motivational nature of cognitive dissonance: dissonance as psychological discomfort. J. Pers. Soc. Psychol. 67:382-94
78. Fabrigar LR, Krosnick JA. 1995, Attitude importance and the false consensus effect. Pers. Soc. Psychol. Bull. 21:468-79
79. Fazio RH. 1993. Variability in the likelihood of automatic attitude activation: data reanalysis and commentary on Bargh, Chaiken, Govender, and Pratto. J. Pers. Soc. Psychol. 64:753-58
80. Fazio RH. 1995. Attitudes as object-evaluation associations: determinants, consequences, and correlates of attitude accessibility. See Petty & Krosnick 1995, pp. 247-82
81. Fazio RH, Blascovich J, Driscoll DM. 1992. On the functional value of attitudes: the influence of accessible attitudes on the ease and quality of decision making. Pers. Soc. Psychol. Bull. 18:388-401
82. Fazio RH, Jackson JR, Dunton BC, Williams CJ. 1995. Variability in automatic attitude activation as an unobtrusive measure of racial attitudes: a bona fide pipeline. J. Pers. Soc. Psychol. 69:103-27
83. Fazio RH, Sanbonmatusu DM, Powell MC, Kardes FR. 1986. On the automatic activation of attitudes. J. Pers. Soc. Psychol. 50: 229-38
84. Feather NT. 1995. Values, valences, and choice: the influence of values on the perceived attractiveness and choice of alternatives. J. Pers. Soc. Psychol. 68:1135-51
85. Festinger L. 1957. A Theory of Cognitive Dissonance. Evanston, IL: Row Peterson
86. Fishbein M, Ajzen I. 1975. Belief, Attitude, Intention, and Behavior. Reading, MA: Addison-Wesley
87. Fishbein M, Chan DK-S, O'Reilly K, Schnell D, Wood R, et al. 1992. Attitudinal and normative factors as determinants of gay men's intentions to perform AIDS-related sexual behaviors: a multiple analysis. J. Appl. Soc. Psychol. 22:999-1011
88. Fishbein M, Middlestadt S. 1995. Noncognitive effects on attitude formation and change: fact or artifact? J. Consum. Psychol. 4:181-202
89. Forgas J. 1992. Affect in social judgments and decisions: a multiprocess model. Adv. Exp. Soc. Psychol. 25:227-76
90. Forgas J. 1993. On making sense of odd couples: mood effects on the perception of mismatched relationships. Pers. Soc. Psychol. Bull. 19:59-70
91. Forgas J. 1995a. Mood and judgment: the affect infusion model (AIM). Psychol. Bull. 117:39-66
92. Forgas J. 1995b. Strange couples: mood effects on judgments and memory about prototypical and atypical relationships. Pers. Soc. Psychol. Bull. 21:747-65
93. Frey KP, Eagly AH. 1993. Vividness can undermine the persuasiveness of messages. J. Pers. Soc. Psychol. 65:32-44
94. Fried CB, Aronson E. 1995. Hypocrisy, misattribution, and dissonance reduction. Pers. Soc. Psychol. Bull. 27:925-33
95. Friestad M, Wright P. 1994. The persuasion knowledge model: how people cope with persuasion attempts. J. Consum. Res. 21: 1-31
96. Gastil J. 1992. Why we believe in democracy: testing theories of attitude functions and democracy J. Appl. Soc. Psychol. 22: 423-50
97. Gerard HB, Blevans SA, Malcom T. 1964. Self-evaluation and the evaluation of choice alternatives. J. Pers. 32:395-410
98. Giles M, Cairns E. 1995. Blood donation and Ajzen's theory of planned behavior: an examination of perceived behavioral control. Br. J. Soc. Psychol. 34:173-88
99. Gilovich T, Medvec VH, Chen S. 1995. Commission, omission, and dissonance reduction: coping with regret in the "Monty Hall" problem. Pers. Soc. Psychol. Bull. 21:182-90
100. Giner-Sorolla R, Chaiken S. 1994. The causes of hostile media judgements. J. Exp. Soc. Psychol. 30:165-80
101. Gleicher G, Petty RE. 1992. Expectations of reassurance influence the nature of fear-stimulated attitude change. J. Exp. Soc. Psychol. 28:86-100
102. Gorn GJ, Goldberg ME, Basu K. 1993. Mood, awareness, and product evaluation. J. Consum. Psychol. 2:237-56
103. Greenwald AG. 1968. Cognitive learning, cognitive response to persuasion, and attitude change. See Greenwald et al 1968, pp. 147-70
104. Greenwald AG, Banaji MR. 1995. Implicit social cognition: attitudes, self-esteem, and stereotypes. Psychol. Rev. 102:4-27
105. Greenwald AG, Ostrom TM, Brock TC, eds. 1968. Psychological Foundations of Attitudes. New York: Academic
106. Haddock G, Zanna MP, Esses VM. 1993. Assessing the structure of prejudicial attitudes: the case of attitudes towards homosexuals. J. Pers. Soc. Psychol. 65:1105-18
107. Han SP, Shavitt S. 1994. Persuasion and culture: advertising appeals in individualistic and collectivistic societies. J. Exp. Soc. Psychol. 30:326-50
108. Hansen CH, Shantz CA. 1995. Emotion-specific priming: congruence effects on affect and recognition across negative emotions. Pers. Soc. Psychol. Bull. 21:548-57
109. Hastie R, Park B. 1986. The relationship between memory and judgment depends on whether the judgment task is memory-based or on-line. Psychol. Rev. 93:258-68
110. Haugtvedt CP, Petty RE. 1992. Personality and persuasion: need for cognition moderates the persistence and resistance of attitude changes. J. Pers. Soc. Psychol. 63: 308-19
111. Haugtvedt CP, Petty RE, Cacioppo JT. 1992. Need for cognition and advertising: understanding the role of personality variables in consumer behavior. J. Consum. Psychol. 1:239-60
112. Haugtvedt CP, Schumann DW, Schneier WL, Warren WL. 1994. Advertising repetition and variation strategies: implications for understanding attitude strength. J. Consum. Res. 21:176-89
113. Haugtvedt CP, Wegener DT. 1994. Message order effects in persuasion: an attitude strength perspective. J. Consum. Res. 21: 205-18
114. Heath TB, McCarthy MS, Mothersbaugh DL. 1994. Spokesperson fame and the vividness effects in the context of issue-relevant thinking: the moderating role of competitive setting. J. Consum. Res. 20:520-34
115. Heesacker M, Conner K, Prichard S. 1995. Individual counseling and psychotherapy: applications from the social psychology of attitude change. Couns. Psychol. 23: 611-32
116. Higgins ET. 1989. Self-discrepancy theory: What patterns of beliefs cause people to suffer? Adv. Exp. Soc. Psychol. 22:93-136
117. Hodges SD, Wilson TD. 1993. Effects of analyzing reasons on attitude change: the moderating role of attitude accessibility. Soc. Cogn. 11:353-66
118. Hovland CI, Janis IL, Kelley HH. 1953. Communication and Persuasion: Psychological Studies of Opinion Change. New Haven, CT: Yale Univ. Press
119. Howard DJ, Barry TE. 1994. The role of thematic congruence between a mood-inducing event and an advertised product in determining the effects of mood on brand attitudes. J. Consum. Psychol. 3:1-27
120. Hoyle R. 1993. Interpersonal attraction in the absence of explicit attitudinal information. Soc. Cogn. 11:309-20
121. Hurwitz SD, Miron MS, Johnson BT. 1992. Source credibility and the language of expert testimony. J. Appl. Soc. Psychol. 22: 1909-39
122. Hutton DG, Baumeister RF. 1992. Self-awareness and attitude change: seeing oneself on the central route to persuasion. Pers. Soc. Psychol. Bull. 18:68-75
123. Janiszewski C. 1993. Preattentive mere exposure effects. J. Consum. Res. 20:376-92
124. Johnson BT. 1994. Effects of outcome-relevant involvement and prior information on persuasion. J. Exp. Soc. Psychol. 30:556-79
125. Johnson BT, Lin HY, Symons CS, Campbell LA, Ekstein G. 1995a. Initial beliefs and attitudinal latitudes as factors in persuasion. Pers. Soc. Psychol. Bull. 21:502-11
126. Johnson RW, Kelly RJ, LeBlanc BA. 1995b. Motivational basis of dissonance: aversive consequences or inconsistency. Pers. Soc. Psychol. Bull. 21:850-55
127. Johnston L, Coolen P. 1995. A dual processing approach to stereotype change. Pers. Soc. Psychol. Bull. 21:660-73
128. Judd CM, Brauer M. 1995. Repetition and evaluative extremity. See Petty & Krosnick 1995, pp. 43-71
129. Kaplan KJ. 1972. On the ambivalence-indifference problem in attitude theory and measurement: a suggested modification of the semantic differential technique. Psychol. Bull. 77:361-72
130. Kelly C, Breinlinger S. 1995. Attitudes, intentions and behavior: a study of women's participation in collective action. J. Appl. Soc. Psychol. 25:1430-45
131. Klauer KC, Stern E. 1992. How attitudes guide memory-based judgments: a two-process model. J. Exp. Soc. Psychol. 28:186-206
132. Koestner R, Bernieri F, Zuckerman M. 1992. Self-regulation and consistency between attitudes, traits, and behaviors. Pers. Soc. Psychol. Bull. 18:52-59
133. Kover AJ. 1995. Copywriters' implicit theories of communication: an exploration. J. Consum. Res. 21:596-611
134. Kozakai T, Moscovici S, Personnaz B. 1994. Contrary effects of group cohesiveness in minority influence: intergroup categorization of the source and levels of influence. Eur. J. Soc. Psychol. 24:713-18
135. Kraus SJ. 1995. Attitudes and the prediction of behavior: a meta-analysis of the empirical literature. Pers. Soc. Psychol. Bull. 21: 58-75
136. Krosnick JA, Betz AL, Jussim LJ, Lynn AR. 1992. Subliminal conditioning of attitudes. Pers. Soc. Psychol. Bull. 18:152-62
137. Krosnick JA, Boninger DS, Chuang YC, Berent MK, Carnot CG. 1993. Attitude strength: one construct or many related constructs? J. Pers. Soc. Psychol. 65:1132-51
138. Krosnick JA, Petty RE. 1995. Attitude strength: an overview. See Petty & Krosnick 1995, pp. 247-82
139. Krueger J, Clement RW. 1994. The truly false consensus effect: an ineradicable and egocentric bias in social perception. J. Pers. Soc. Psychol. 67:596-610
140. Krueger J, Zeiger JS. 1993. Social categorization and the truly false consensus effect. J. Pers. Soc. Psychol. 65:670-80
141. Kruglanski AW, Webster DM, Klem A. 1993. Motivated resistance and openness to persuasion in the presence or absence of prior information. J. Pers. Soc. Psychol. 65:861-76
142. Kurland NB. 1995. Ethical intentions and the theories of reasoned action and planned behavior. J. Appl. Soc. Psychol. 25:297-313
143. Lammers HB. 1982. Effects of biased scanning and distraction on cognitive responses. J. Soc. Psychol. 116:99-105
144. Lammers HB, Becker LA. 1992. Distraction, choice and self-esteem effects on cognitive response facilitation. Br. J. Soc. Psychol. 31:189-200
145. Latané B, Nowak A. 1994. Attitudes as catastrophes: from dimensions to categories with increasing involvement. See Vallaceher & Nowak 1994, pp. 197-218
146. Leippe MR, Eisenstadt D. 1994. Generalization of dissonance reduction: decreasing prejudice through induced compliance. J. Pers. Soc. Psychol. 67:395-413
147. Levine JM, Russo E. 1995. Impact of anticipated interaction on information acquisition. Soc. Cogn 13:293-317
148. Liberman A, Chaiken S. 1992. Defensive processing of personally relevant health messages. Pers. Soc. Psychol. Bull. 18:669-79
149. Lord CG, Ross L, Lepper MR. 1979. Biased assimilation and attitude polarization: the effects of prior theories on subsequently considered evidence. J. Pers. Soc. Psychol. 37:2098-109
150. Lykken DT, Bouchard TJ, McGue M, Tellegen A. 1993. Heritability of interests: a twin study. J. Appl. Psychol. 78:649-61
151. Lynn M. 1992. Scarcity's enhancement of desirability: the role of naive economic theories. Basic Appl. Soc. Psychol. 13:67-78
152. MacKenzie SB, Spreng RA. 1992. How does motivation moderate the impact of central and peripheral processing on brand attitudes and intentions? J. Consum. Res. 18: 519-29
153. Mackie DM, Asuncion AG. 1990. On-line and memory-based modification of attitudes: determinants of message recall-attitude change correspondence. J. Pers. Soc. Psychol. 59:5-16
154. Mackie DM, Gastardo-Conaco CM, Skelly JJ. 1992. Knowledge of the advocated position and the processing of in-group and out-group persuasive messages. Pers. Soc. Psychol. Bull. 18:145-51
155. Macrae CN, Shepherd JW, Milne AB. 1992. The effects of source credibility on the dilution of stereotype-based judgments. Pers. Soc. Psychol. Bull. 18:765-75
156. Madden TJ, Ellen PS, Ajzen I. 1992. A comparison of the theory of planned behavior and the theory of reasoned action. Pers. Soc. Psychol. Bull. 18:3-9
157. Maheswaran D. 1994. Country of origin as a stereotype: consumer expertise and attribute strength on product evaluations. J. Consum. Res. 21:354-65
158. Maheswaran D, Mackie DM, Chaiken S. 1992. Brand name as a heuristic cue: the effects of task importance and expectancy confirmation on consumer judgments. J. Consum. Psychol. 1:317-36
159. Maio GR, Olson JM. 1994. Value-attitude-behavior relations: the moderating role of attitude functions. Br. J. Soc. Psychol. 33: 301-12
160. Maio GR, Olson JM. 1995a. The effect of attitude dissimulation on attitude accessibility. Soc. Cogn. 13:127-44
161. Maio GR, Olson JM. 1995b. Relations between values, attitudes, and behavioral intentions: the moderating role of attitude function. J. Exp. Soc. Psychol. 31:266-85
162. Mandler G, Nakamura Y, Van Zandt BJ. 1987. Nonspecific effects of exposure to stimuli that cannot be recognized. J. Exp. Psychol. Learn. Mem. Cogn. 13: 646-48
163. Martin LL, Seta JJ, Crelia RA. 1990. Assimilation and contrast as a function of people's willingness and ability to expend effort in forming an impression. J. Pers. Soc. Psychol. 59:27-37
164. Martin LL, Ward DW, Achee JW, Wyer RS. 1993. Mood as input: people have to interpret the motivational implications of their moods. J. Pers. Soc. Psychol. 64:317-26
165. Mayer JD, Gaschke YN, Bravermen DL, Evans TW. 1992. Mood-congruent judgment is a general effect. J. Pers. Soc. Psychol. 63:119-32
166. Mayer JD, Hanson E. 1995. Mood-congruent judgment over time. Pers. Soc. Psychol. Bull. 21:237-44
167. McClelland DC, Koestner R, Weinberger J. 1989. How do self-attributed and implicit motives differ? Psychol. Rev. 96:690-702
168. McGuire WJ. 1968. Personality and susceptibility to social influence. In Handbook of Personality Theory and Research, ed. EF Borgatta, WW Lambert, pp. 1130-87. Chicago: Rand-McNally
169. McGuire WJ. 1969. The nature of attitudes and attitude change. In The Handbook of Social Psychology, ed. G Lindzey, E Aronson, 3:136-314. Reading, MA: Addison-Wesley, 2nd ed.
170. McGuire WJ. 1985. Attitudes and attitude change. In The Handbook of Social Psychology, ed. G Lindzey, E Aronson, 2: 233-346. New York: Random House. 3rd ed.
171. Mellema A, Bassili JN. 1995. On the relationship between attitudes and values: exploring the moderating effects of self-monitoring and self-monitoring schemacity. Pers. Soc. Psychol. Bull. 21:885-92
172. Meyerowitz BE, Chaiken S. 1987. The effect of message framing on breast self-examination, attitudes, intentions, and behavior. J. Pers. Soc. Psychol. 52:500-10
173. Millar MG, Millar KU. 1990. Attitude change as a function of attitude type and argument type. J. Pers. Soc. Psychol. 59:217-28
174. Miller AG, McHoskey JW, Bane CM, Dowd TG. 1993. The attitude polarization phenomenon: role of response measure, attitude extremity, and behavioral consequences of reported attitude change. J. Pers. Soc Psychol. 64:561-74
175. Miniard PW, Sirdeshmukh D, Innes DE. 1992. Peripheral persuasion and brand choice. J. Consum. Res. 19:226-39
176. Moreland RL, Beach SR. 1992. Exposure effects in the classroom: the development of affinity among students. J. Exp. Soc. Psychol. 28:255-76
177. Murphy ST, Monahan JL, Zajonc RB. 1995. Additivity of nonconscious affect: combined effects of priming and exposure. J. Pers. Soc. Psychol. 69:589-602
178. Murphy ST, Zajonc RB. 1993. Affect, cognition, and awareness: affective priming with optimal and suboptimal exposures. J. Pers. Soc. Psychol. 64:723-39
179. Olson JM, Zanna MP. 1993. Attitudes and attitude change. Annu. Rev. Psychol. 44: 117-54
180. Pechmann C, Esteban G. 1994. Persuasion processes associated with direct comparative and noncomparative advertising and implications for advertising effectiveness. J. Consum. Psychol. 2:403-32
181. Pelham BW, Neter E. 1995. The effect of motivation of judgment depends on the difficulty of the judgment. J. Pers. Soc. Psychol. 68:581-94
182. Perez JA, Papastamou S, Mugny G. 1995. Zeitgeist and minority influence - where is the causality: a comment on Clark (1990). Eur. J. Soc. Psychol. 25:703-10
183. Perloff RM. 1993. The Dynamics of Persuasion. Hillsdale, NJ: Erlbaum
184. Petkova KG, Ajzen I, Driver BL. 1995. Salience of anti-abortion beliefs and commitment to an attitudinal position: on the strength, structure, and predicative validity of anti-abortion attitudes. J. Appl. Soc. Psychol. 25:463-83
185. Petty RE. 1994. Two routes to persuasion: state of the art. In International Perspectives on Psychological Science, ed. G d'Ydewalle, P Eelen, P Bertelson, 2:229-47. Hillsdale, NJ: Erlbaum
186. Petty RE. 1995. Attitude change. In Advanced Social Psychology, ed. A Tesser, pp. 195-255. New York: McGraw-Hill
187. Petty RE. 1996. Evolution of theory in social psychology: from single to multi-effect and process models of persuasion. In The Message of Social Psychology: Perspectives on Mind in Society, ed. A Haslam, C McGarty, pp. 268-90. Oxford: Blackwell
188. Petty RE, Cacioppo JT. 1979a. Effects of fore-warning of persuasive intent and involvement on cognitive responses and persuasion. J. Pers. Soc. Psychol. 37:1915-26
189. Petty RE, Cacioppo JT. 1979b. Issue-involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses. J. Pers. Soc. Psychol. 37: 1915-26
190. Petty RE, Cacioppo JT. 1986. The Elaboration Likelihood Model of persuasion. Adv. Exp. Soc. Psychol. 19:123-205
191. Petty RE, Cacioppo JT. 1990. Involvement and persuasion: tradition versus integration. Psychol. Bull. 107:367-74
192. Petty RE, Cacioppo JT, Haugtvedt C. 1992. Involvement and persuasion: an appreciative look at the Sherifs' contribution to the study of self-relevance and attitude change. In Social Judgment and Intergroup Relations: Essays in Honor of Muzafer Sherif, ed. D. Granberg, G Sarup, pp. 147-74. New York: Springer-Verlag
193. Petty RE, Haugtvedt CP, Smith SM. 1995. Elaboration as a determinant of attitude strength: creating attitudes that are persistent, resistant, and predictive of behavior. See Petty & Krosnick 1995, pp. 93-130
194. Petty RE, Krosnick JA, eds. 1995. Attitude Strength: Antecedents and Consequences. Mahwah, NJ: Erlbaum
195. Petty RE, Priester JR, Wegener DT. 1994. Cognitive processes in attitude change. In Handbook of Social Cognition, ed. RS Wyer, TK Srull, 2:69-142. Hillsdale, NJ: Erlbaum. 2nd ed.
196. Petty RE, Schumann DW, Richman SA, Strathman AJ. 1993a. Positive mood and persuasion: different roles for affect under high-and low-elaboration conditions. J. Pers. Soc. Psychol. 64:5-20
197. Petty RE, Wegener DT. 1991. Thought systems, argument quality, and persuasion. In Advances in Social Cognition, ed. RS Wyer, TK Srull, 4:147-61. Hillsdale, NJ: Erlbaum
198. Petty RE, Wegener DT. 1993. Flexible correction processes in social judgment: correcting for context induced contrast. J. Exp. Soc. Psychol. 29:137-65
199. Petty RE, Wegener DT. 1997. Attitude change: multiple roles for persuasion variables. In Handbook of Social Psychology, ed. D Gilbert, S Fiske, G Lindzey. 4th ed. New York: McGraw-Hill
200. Petty RE, Wegener DT, Fabrigar LR, Priester JR, Cacioppo JT. 1993b. Conceptual and methodological issues in the elaboration likelihood model of persuasion: a reply to the Michigan State critics. Comm. Theory 3:336-63
201. Petty RE, Wells GL, Brock TC. 1976. Distraction can enhance or reduce yielding to propaganda: thought disruption versus effort justification. J. Pers. Soc. Psychol. 34: 874-84
202. Pieters RGM, Verplanken B. 1995. Intention-behavior consistency: effects of consideration set size, involvement and need for cognition. Eur. J. Soc. Psychol. 25:531-43
203. Pittman TS. 1994, Control motivation and attitude change. In Control Motivation and Social Cognition, ed. G Weary, F Gleicher, K Marsh. New York: Springer-Verlag
204. Pomerantz EM, Chaiken S, Tordesillas RS. 1995. Attitude strength and resistance processes. J. Pers. Soc. Psychol. 69:408-19
205. Powell MC, Fazio RH. 1984. Attitude accessibility as a function of repeated attitudinal expression Pers. Soc. Psychol. Bull. 10: 139-48
206. Priester JR, Petty RE. 1995. Source attributions and persuasion: perceived honesty as a determinant of message scrutiny. Pers. Soc. Psychol. Bull. 21:637-54
207. Pyszcynski T, Greenberg J, Solomon S, Sideris J, Stubing MJ. 1993. Emotional expression and the reduction of motivated cognitive bias: evidence from cognitive dissonance and distancing from victims' paradigms. J. Pers. Soc. Psychol. 64:177-86
208. Rhodes N, Wood W. 1992. Self-esteem and intelligence affect influenceability: the mediating role of message reception. Psychol. Bull. 111:156-71
209. Richard R, van der Pligt J, de Vries N. 1995. Anticipated affective reactions and prevention of AIDS. Br. J. Soc. Psychol. 34: 9-21
210. Roese NJ, Jamieson DW. 1993. Twenty years of bogus pipeline research: a critical review and meta-analysis. Psychol. Bull. 114: 363-75
211. Roese NJ, Olson JM. 1994. Attitude importance as a function of repeated attitude expression. J. Exp. Soc. Psychol. 30:39-51
212. Rose RL, Miniard PW, Barone MJ, Manning KC, Till BD. 1993. When persuasion goes undetected: the case of comparative advertising. J. Mark. Res. 30:315-30
213. Roskos-Ewoldsen DR, Fazio RH. 1992a. On the orienting value of attitudes: attitude accessibility as a determinant of an object's attraction of visual attention. J. Pers. Soc. Psychol. 63:198-211
214. Roskos-Ewoldsen DR, Fazio RH. 1992b. The accessibility of source likability as a determinant of persuasion. Pers. Soc. Psychol. Bull. 18:19-25
215. Rosselli F, Skelly JJ, Mackie DM. 1995. Processing rational and emotional messages: the cognitive and affective mediation of persuasion J. Exp. Soc. Psychol. 31:163-90
216. Rothman AJ, Salovey P, Antone C, Keough K, Martin CD. 1993. The influence of message framing on intentions to perform health behaviors. J. Exp. Soc. Psychol. 29: 408-33
217. Rule BG, Bisanz GL. 1987. Goals and strategies of persuasion: a cognitive schema for understanding social events. In Social Influence: The Ontario Symposium, ed. MP Zanna, JM Olson, CP Herman, 5:185-206. Hillsdale, NJ: Erlbaum
218. Schuette RA, Fazio RH. 1995. Attitude accessibility and motivation as determinants of biased processing: a test of the MODE model. Pers. Soc. Psychol. Bull. 21:704-10
219. Schwarz N, Sudman S, eds. 1996. Answering Questions: Methodology for Determining Cognitive and Communicative Procesess in Survey Research. San Francisco: Jossey-Bass
220. Shavitt S, Brock TC, eds. 1994. Persuasion: Psychological Insights and Perspectives. Needham Heights, MA: Allyn-Bacon
221. Shavitt S, Lowrey TM, Han SP. 1992. Attitude functions in advertising: the interactive role of products and self-monitoring. J. Consum. Psychol. 1:337-64
222. Shavitt S, Swan S, Lowrey TM, Wanke M. 1994. The interaction of endorser attractiveness and involvement in persuasion depends on the goal that guides message processing. J. Consum. Psychol. 3:137-62
223. Sherif CW, Sherif M, eds. 1967. Attitude, Ego-Involvement, and Change. New York: Wiley
224. Siero FW, Doosje BJ. 1993. Attitude change following persuasive communication: integrating social judgment theory and the Elaboration Likelihood Model. Eur. J. Soc. Psychol. 23:541-54
225. Simon L, Greenberg J, Brehm J. 1995. Trivialization: the forgotten mode of dissonance reduction. J. Pers. Soc. Psychol. 68:247-60
226. Simonson I, Nowlis SM, Simonson Y. 1993. The effect of irrelevant preference arguments on consumer choice. J. Consum. Psychol. 2:287-306
227. Sinclair RC, Mark MM, Clore GL. 1994. Mood-related persuasion depends on (mis)attributions. Soc. Cogn. 12:309-26
228. Smith RE 1993. Integrating information from advertising and trial: processes and effects on consumer response to product information. J. Mark. Res. 30:204-19
229. Smith SM, Shaffer DR 1995. Speed of speech and persuasion: evidence for multiple effects. Pers. Soc. Psychol. Bull. 21:1051-60
230. Snell J, Gibbs BJ, Varey C. 1995. Intuitive hedonics: consumer beliefs about the dynamics of liking. J. Consum. Psychol. 4: 33-60
231. Snyder M. 1979. Self-monitoring processes. Adv. Exp. Soc. Psychol. 12:86-128
232. Snyder R. 1992. Comparative advertising and brand evaluation: toward developing a categorization approach. J. Consum. Psychol. 1:15-30
233. Solarz A. 1960. Latency of instrumental responses as a function of compatibility with the meaning of eliciting verbal signs. J. Exp. Psychol. 59 239-45
234. Sparks P, Hedderley D, Sheperd R. 1992. An investigation into the relationship between perceived control, attitude variability and the consumption of two common foods. Eur. J. Soc. Psychol. 22:55-71
235. Stayman DM, Kardes FR. 1992. Spontaneous inference processes in advertising: effects of need for cognition and self-monitoring on inference generation and utilization. J. Consum. Psychol 1:125-42
236. Steele CM. 1988. The psychology of self-affirmation. Adv. Exp. Soc. Psychol. 21: 261-302
237. Steele CM, Spencer SJ, Lynch M. 1993. Self-image resilience and dissonance: the role of affirmational resources. J. Pers. Soc. Psychol. 64:885-96
238. Stern PC, Dietz T, Kalof L, Guagnano GA. 1995. Values, beliefs, and preenvironmental action: attitude formation toward emergent attitude objects. J. Appl. Soc. Psychol. 25:1611-36
239. Stiff JB. 1994. Persuasive Communication. New York: Guilford
240. Stone J, Aronson E, Crain AL, Winslow MP, Fried CB. 1994. Inducing hypocrisy as a means of encouraging young adults to use condoms. Pers. Soc. Psychol. Bull. 21: 116-28
241. Strathman A, Gleicher F, Boninger DS, Edwards CS. 1994. The consideration of future consequences: weighing immediate and distant outcomes of behavior. J. Pers. Soc. Psychol. 66:742-52
242. Struckman-Johnson C, Struckman-Johnson D, Gilland RC, Ausman A. 1994. Effect of persuasive appeals in AIDS PSAs and condom commercials on intentions to use condoms. J. Appl Soc. Psychol. 24:2223-44
243. Tan DTY, Singh R. 1995. Attitudes and attraction: a developmental study of the similarity-attraction and dissimilarity-repulsion hypotheses. Pers. Soc. Psychol. Bull. 21: 975-86
244. Tanur JM. 1992. Questions About Questions. New York: Russell Sage Found.
245. Taylor SE, Thompson SC. 1982. Stalking the elusive "vividness" effect. Psychol. Rev. 89:155-81
246. Tesser A. 1993. The importance of heritability in psychological research: the case of attitudes. Psychol Rev. 100:129-42
247. Thibodeau R, Aronson E. 1992. Taking a closer look: reasserting the role of the self-concept in dissonance theory. Pers. Soc. Psychol. Bull. 18:591-602
248. Thompson MM, Zanna MP. 1995. The conflicted individual: personality-based and Domain-specific antecedents of ambivalent social attitudes. J. Pers. 63:259-88
249. Thompson MM, Zanna MP, Griffin DW. 1995. Let's not be indifferent about (attitudinal) ambivalence. See Petty & Krosnick 1995, pp. 361-86
250. Trafimow D. 1994 Predicting intentions to use a condom from perceptions of normative pressure and confidence in those perceptions. J. Appl. Soc. Psychol. 24:2151-63
251. Trafimow D, Davis JH. 1993. The effects of anticipated informational and normative influence on perceptions of hypothetical opinion change. Basic Appl. Soc. Psychol. 14:487-96
252. Trafimow D, Fishbein M. 1994. The importance of risk in determining the extent to which attitudes affect intentions to wear seat belts. J. Appl. Soc. Psychol. 24:1-11
253. Tripp C, Jensen TD, Carlson L. 1994. The effects of multiple product endorsements by celebrities on consumers' attitudes and intentions. J. Consum. Res. 20:535-47
254. Trost MR, Maass A, Kenrick DT. 1992. Minority influence: personal relevance biases cognitive processes and reverses private acceptance. J. Exp. Soc. Psychol. 28: 234-54
255. Tykocinski O, Higgins ET, Chaiken S. 1994. Message framing, self-discrepancies, and yielding to persuasive messages: the motivational significance of psychological situations. Pers. Soc. Psychol. Bull 20:107-15
256. Vallacher RR, Nowak A, eds. 1994. Dynamical Systems in Social Psychology. San Diego: Academic
257. Vallacher RR, Nowak A, Kaufman J. 1994. Intrinsic dynamics of social judgment. J. Pers. Soc. Psychol. 67:20-34
258. van Knippenberg D, Lossie N, Wilke H. 1994. In-group prototypicality and persuasion: determinants of heuristic and systematic message processing. Br. J. Soc. Psychol. 33:289-300
259. van Knippenberg D, Wilke H. 1992. Prototypicality of arguments and conformity to in-group norms. Eur. J. Soc. Psychol. 22:141-55
260. van Schie ECM, Martijn C, van der Pligt J. 1994. Evaluative language, cognitive effort and attitude change. Eur. J. Soc. Psychol. 24:707-12
261. Verplanken B, Aarts H, van Knippenberg A. 1994. Attitude versus general habit: antecedents of travel mode choices. J. Appl. Soc. Psychol. 24:285-300
262. Vonk R, van Knippenberg A 1995. Processing attitude statements from in-group and out-group members: effects of within-group and within-person inconsistencies on reading times. J. Pers. Soc. Psychol. 68:215-27
263. Webster DM, Kruglanski AW. 1994. Individual differences in need for cognitive closure. J. Pers. Soc. Psychol. 67:1049-62
264. Wegener DT, Petty RE. 1994. Mood-management across affective states: the hedonic contingency hypothesis. J. Pers. Soc Psychol. 66:1034-48
265. Wegener DT, Petty RE. 1996. Effects of mood on persuasion processes: enhancing, reducing, and biasing scrutiny of attitude-relevant information. In Striving and Feeling: Interactions Between Coals and Affect, ed. LL Martin, A Tesser, pp.329-62. Mahwah, NJ: Erlbaum
266. Wegener DT, Petty RE. 1997. The flexible correction model: the role of naive theories of bias in bias correction. Adv. Exp. Soc. Psychol
267. Wegener DT, Petty RE, Klein DJ. 1994. Effects of mood on high elaboration attitude change: the mediating role of likelihood judgments. Eur. J. Soc. Psychol. 24:25-43
268. Wegener DT, Petty RE, Smith SM. 1995. Positive mood can increase or decrease message scrutiny: the hedonic contingency view of mood and message processing. J. Pers. Soc. Psychol. 69:5-15
269. White KM, Terry DJ, Hogg MA. 1994. Safer sex behavior: the role of attitudes, norms, and control factors. J. Appl. Soc. Psychol. 24:2164-92
270. White PH, Harkins SG. 1994. Race of source effects in the Elaboration Likelihood Model. J. Pers. Soc. Psychol. 67:790-807
271. Wilson TD, Brekke N. 1994. Mental contamination and mental correction: unwanted influences on judgments and evaluations. Psychol. Bull. 116:117-42
272. Wilson TD, Hodges SD, LaFleur SJ. 1995. Effects of introspecting about reasons: inferring attitudes from accessible thoughts. J. Pers. Soc. Psychol. 69:16-28
273. Wilson TD, LaFleur SJ. 1995. Knowing what you'll do: effects of analyzing reasons on self-prediction. J. Pers. Soc. Psychol. 68: 21-35
274. Wilson TD, Lisle DJ, Schooler JW, Hodges SD, Klaaren KJ, LaFleur SJ. 1993. Introspecting about reasons can reduce post-choice satisfaction. Pers. Soc. Psychol. Bull. 19:331-39
275. Wood W, Lundgren S, Ouellette JA, Busceme S, Blackstone T. 1994. Minority influence: a meta-analytic review of social influence processes. Psychol. Bull. 115:323-45
276. Wood W, Rhodes N, Biek M. 1995. Working knowledge and attitude strength: an information processing analysis. See Petty & Krosnick 1995, pp. 283-314
277. Worchel S. 1992. Beyond a commodity theory analysis of censorship, when abundance and personalism enhance scarcity effects. Basic Appl. Soc. Psychol. 13:79-92
278. Zajonc R. 1965. Social facilitation. Science 149:269-74