Matching versus mismatching attitude functions: Implications for scrutiny of persuasive messages

Personality and Social Psychology Bulletin

Volumn 24, Issue 3, 1998, Pages 227-240

  Petty, Richard E ^a   Wegener, Duane T ^b  

^a OHIO STATE UNIVERSITY   (United States)

^b PURDUE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032220474     PISSN: 01461672     EISSN: None     Source Type: Journal    
DOI: 10.1177/0146167298243001     Document Type: Article

References (49)

1. Abelson, R. P., & Prentice, D. A. (1989). Beliefs as possessions: A functional perspective. In A. R. Pratkanis, S. J. Breckler, & A. G. Greenwald (Eds.), Attitude structure and function (pp. 361-381). Hillsdale, NJ: Lawrence Erlbaum.
2. Anderson, L., & Tolson, J. (1989). Group members' self-monitoring as a possible neutralizer of leadership. Small Group Behavior, 20, 24-36.
3. Baker, S. M., & Petty, R. E. (1994). Majority and minority influence: Source-position imbalance as a determinant of message scrutiny. Journal of Personality and Social Psychology, 67, 5-19.
4. Cacioppo, J. T., & Petty, R. E. (1982). The need for cognition. Journal of Personality and Social Psychology, 42, 116-131.
5. Cacioppo, J. T., Petty, R. E., Feinstein, J., & Jarvis, W.B.G. (1996). Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition. Psychological Bulletin, 119, 197-253.
6. Cacioppo, J. T., Petty, R. E., & Kao, C. (1984). The efficient assessment of need for cognition. Journal of Personality Assessment, 48, 306-307.
7. Cacioppo, J. T., Petty, R. E., & Sidera, J. (1982). The effects of salient self-schema on the evaluation of proattitudinal editorials: Top-down versus bottom-up message processing. Journal of Experimental Social Psychology, 18, 324-338.
8. Chaiken, S. (1987). The heuristic model of persuasion. In M. P. Zanna, J. M. Olson, & C. P. Herman (Ed.), Social influence: The Ontario symposium (Vol. 5, pp. 3-39). Hillsdale, NJ: Lawrence Erlbaum.
9. Chaiken, S., & Maheswaran, D. (1994). Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment. Journal of Personality and Social Psychology, 66, 460-473.
10. Clary, E. G., Snyder, M., Ridge, R., Miene, P. K., & Haugen, J. A. (1994). Matching messages to motives in persuasion: A functional approach to promoting volunteerism. Journal of Applied Social Psychology, 24, 1129-1149.
11. Craik, F.I.M., & Lockhart, R. S. (1972). Levels of processing: A framework for memory research. Journal of Verbal Learning and Verbal Behavior, 11, 671-684.
12. DeBono, K. G. (1987). Investigating the social-adjustive and value-expressive functions of attitudes: Implications for persuasion processes. Journal of Personality and Social Psychology, 52, 279-287.
13. DeBono, K. G., & Harnish, R. J. (1988). Source expertise, source attractiveness, and the processing of persuasive information: A functional approach. Journal of Personality and Social Psychology, 55, 541-546.
14. DeBono, K. G., & Packer, M. (1991). The effects of advertising appeal on perceptions of product quality. Personality and Social Psychology Bulletin, 17, 194-200.
15. DeBono, K. G., & Rubin, K. (1995). Country of origin and perceptions of product quality: An individual difference perspective. Basic and Applied Social Psychology, 17, 239-247.
16. DeBono, K. G., & Telesca, C. (1990). The influence of source physical attractiveness on advertising effectiveness: A functional perspective. Journal of Applied Social Psychology, 20, 1383-1395.
17. Edwards, K. (1990). The interplay of affect and cognition in attitude formation and change. Journal of Personality and Social Psychology, 59, 202-216.
18. Gangestad, S. W., & Snyder, M. (1985). To carve nature at its joints: On the existence of discrete classes in personality. Psychological Review, 92, 317-349.
19. Gangestad, S. W., & Snyder, M. (1991). Taxonomic analysis redux: Some statistical considerations for testing a latent class model. Journal of Personality and Social Psychology, 61, 141-146.
20. Hastie, R. (1984). Causes and effects of causal attribution. Journal of Personality and Social Psychology, 46, 44-56.
21. Herek, G. M. (1987). Can functions be measured? A new perspective on the functional approach to attitudes. Social Psychology Quarterly, 50, 285-303.
22. Katz, D. (1960). The functional approach to the study of attitudes. Public Opinion Quarterly, 24, 163-204.
23. Katz, D., McClintock, C., & Sarnoff, D. (1957). The measurement of ego defense as related to attitude change. Journal of Personality, 25, 465-474.
24. Kiesler, C. A., Collins, B. E., & Miller, N. (1969). Attitude change: A critical analysis of theoretical applications. New York: John Wiley.
25. Lavine, H., & Snyder, M. (1996). Cognitive processing and the functional matching effect in persuasion: The mediating role of subjective perceptions of message quality. Journal of Experimental Social Psychology, 32, 580-604.
26. Lennox, R. D., & Wolfe, R. N. (1984). Revision of the self-monitoring scale. Journal of Personality and Social Psychology, 46, 1349-1364.
27. Maheswaren, D., & Chaiken, S. (1991). Promoting systematic processing in low-motivation settings: Effect of incongruent information on processing and judgment. Journal of Personality and Social Psychology, 61, 13-33.
28. Millar, M. G., & Millar, K. U. (1990). Attitude change as a function of attitude type and argument type. Journal of Personality and Social Psychology, 59, 217-228.
29. Millar, M. G., & Tesser, A. (1986). Effects of affective and cognitive focus on the attitude-behavior relation. Journal of Personality and Social Psychology, 51, 270-276.
30. Petty, R. E., & 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.
31. Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and persuasion: Classic and contemporary approaches. Dubuque, IA: Wm. C. Brown.
32. Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.), Advances in Experimental Social Psychology (Vol. 19, pp. 124-205). New York: Academic Press.
33. Petty, R. E., Cacioppo, J. T., & Haugtvedt, C. (1992). Involvement and persuasion: An appreciative look at the Sherifs' contribution to the study of self-relevance and attitude change. In D. Granberg & G. Sarup (Eds.), Social judgment and intergroup relations: Essays in honor of Muzafer Sherif (pp. 147-174). New York: Springer/Verlag.
34. Petty, R. E., Gleicher, F., & Baker, S. (1991). Multiple roles for affect in persuasion. In J. Forgas (Ed.), Emotion and social judgments (pp. 181-200). Oxford: Pergamon.
35. Petty, R. E., Schumann, D. W., Richman, S. A., & Strathman, A. J. (1993). Positive mood and persuasion: Different roles for affect under high and low elaboration conditions. Journal of Personality and Social Psychology, 64, 5-20.
36. Petty, R. E., & Wegener, D. T. (1998). Attitude change. In D. Gilbert, S. Fiske, & G. Lindzey (Eds.), Handbook of social psychology (4th ed., Vol. 1, pp. 323-390). New York: McGraw Hill.
37. Petty, R. E., Wells, G. L., & 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.
38. Prentice, D. A. (1987). Psychological correspondence of possessions, attitudes, and values. Journal of Personality and Social Psychology, 53, 993-1003.
39. Priester, J. M., & Petty, R. E. (1995). Source attributions and persuasion: Perceived honesty as a determinant of message scrutiny. Personality and Social Psychology Bulletin, 21, 637-654.
40. Shavitt, S. (1989). Operationalizing functional theories of attitude. In A. R. Pratkanis, S. J. Breckler, & A. G. Greenwald (Eds.), Attitude structure and function (pp. 311-338). Hillsdale, NJ: Lawrence Erlbaum.
41. Shavitt, S. (1990). The role of attitude objects in attitude functions. Journal of Experimental Social Psychology, 26, 124-148.
42. Smith, M. B., Bruner, J. S., & White, R. W. (1956). Opinions and personality. New York: John Wiley.
43. Smith, S. M., & Petty, R. E. (1996). Message framing and persuasion: A message processing analysis. Personality and Social Psychology Bulletin, 22, 257-268.
44. Snyder, M. (1974). The self-monitoring of expressive behavior. Journal of Personality and Social Psychology, 30, 526-537.
45. Snyder, M., & DeBono, K. G. (1985). Appeals to image and claims about quality: Understanding the psychology of advertising. Journal of Personality and Social Psychology, 49, 586-597.
46. Snyder, M., & DeBono, K. G. (1989). Understanding the functions of attitudes: Lessons from personality and social behavior. In A. R. Pratkanis, S. J. Breckler, & A. G. Greenwald (Eds.), Attitude structure and function (pp. 361-381). Hillsdale, NJ: Lawrence Erlbaum.
47. Thomsen, C. J., Borgida, E., & Lavine, H. (1995). The causes and consequences of personal involvement. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences (pp. 191-214). Mahwah, NJ: Lawrence Erlbaum.
48. Wegener, D. T., Downing, J., Krosnick, J. A., & Petty, R. E. (1995). Strength-related properties of attitudes: Measures, manipulations, and future directions. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences (pp. 455-487). Mahwah, NJ: Lawrence Erlbaum.
49. Wilson, T. D., Dunn, D.S., Kraft, D., & Lisle, D. J. (1989). Introspection, attitude change, and attitude-behavior consistency: The disruptive effects of explaining why we feel the way we do. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 22, pp. 287-343). San Diego, CA: Academic Press.