Individual versus group interest violation: Surprise as a determinant of argument scrutiny and persuasion

Social Cognition

Volumn 19, Issue 4, 2001, Pages 418-442

  Petty, Richard E ^a   Fleming, Monique A ^a   Priester, Joseph R ^a   Feinstein, Amy Harasty ^a  

^a 1885 Neil Avenue Mall ^*

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0035646695     PISSN: 0278016X     EISSN: None     Source Type: Journal    
DOI: 10.1521/soco.19.4.418.20758     Document Type: Article

References (37)

1. Ashmore, R. D., & Del Boca, F. K. (1979). Sex stereotypes and implicit personality theories: Toward a cognitive-social psychological conceptualization. Sex Roles, 5, 219-248.
2. 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.
3. Brewer, M. B., & Silver, M. D. (2000). Group distinctiveness, social identification, and collective mobilization. In S. Stryker, T. J. Owens, & R. W. White (Eds.), Self, Identity, and Social Movements (pp. 153-171). Minneapolis, MN: University of Minnesota Press.
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., & Kao, C. (1984). The efficient assessment of need for cognition. Journal of Personality Assessment, 48, 306-307.
6. Campbell, D. T. (1958). Common fate, similarity, and other indices of the status of aggregates as social entities. Behavioral Science, 3, 14-25.
7. Chaiken, S., Liberman, A., & Eagly, A. H. (1989). Heuristic and systematic processing within and beyond the persuasion context. In J. S. Uleman, & J. A. Bargh (Eds.), Unintended thought (pp. 212-252). New York: Guilford Press.
8. Eagly, A. H., & Chaiken, S. (1975). An attribution analysis of the effect of communicator characteristics on opinion change: The case of communicator attractiveness. Journal of Personality and Social Psychology, 32, 136-144.
9. Eagly, A. H., Chaiken, S., & Wood, W. (1981). An attribution analysis of persuasion. In J. H. Harvey, W. J. Ickes, & R. F. Kidd (Eds.), New directions in attribution research (Vol 3, pp. 37-62). Hillsdale, NJ: Erlbaum.
10. Eagly, A. H., Wood. W., & Chaiken, S. (1978). Causal inferences about communicators and their effects on opinion change. Journal of Personality and Social Psychology, 36, 424-435.
11. Fiske, S. T., & Neuberg, S. L. (1990). A continuum of impression formation, from category-based to individuating processes: Influences of information and motivation on attention and interpretation. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 23, pp. 1-74). San Diego: Academic Press.
12. Hamilton, D.L., & Sherman, S. J. (1996). Perceiving persons and groups. Psychological Review, 103, 336-355.
13. Hamilton, D.L., Sherman, S. J., & Lickel, B. (1998). Perceiving social groups: The impact of the entitativity continuum. In C. Sedikides, J. Schopler, & C. A. Insko (Eds.), Intergroup cognitions and intergroup behavior (pp. 47-74). Mahwah, NJ: Erlbaum.
14. Hastie, R. (1984). Causes and effects of causal attribution. Journal of Personality and Social Psychology, 37, 25-38.
15. Jones, E. E., & Davis, K. E. (1965). From acts to dispositions: The attribution process in person perception. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 2, pp. 219-266). New York: Academic Press.
16. Kramer, R. M., Brewer, M. B., & Hanna, B. (1996). Collective trust and collective action: The decision to trust as a social decision. In R. Kramer & T. Tyler (Eds.), Trust in organizations (pp. 357-389). Thousand Oakes, CA: Sage.
17. Maheswaran, D., & Chaiken, S. (1991). Promoting systematic processing in low-motivation settings: Effects of incongruent information on processing and judgment. Journal of Personality and Social Psychology, 61, 13-33.
18. Olson, J. M., Roese, N. J., & Zanna, M. P. (1996). Expectancies. In E. T. Higgins & A. W. Kruglanski (Eds.), Social psychology: Handbook of basic principles (pp. 211-238). New York: Guilford Press.
19. Petty, R. E. (1997). The evolution of theory and research in social psychology: From single to multiple effect and process models. In C. McGarty & S. A. Haslam (Eds.), The message of social psychology: Perspectives on mind in society (pp. 268-290). Oxford, England: Blackwell Publishers, Ltd.
20. 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.
21. Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer-Verlag.
22. Petty, R. E., & Cacioppo, J. T. (1990). Involvement and persuasion: Tradition versus integration. Psychological Bulletin, 107, 367-374.
23. Petty, R. E., Fleming, M. A., & White, P. H. (1999). Stigmatized sources and persuasion: Prejudice as a determinant of argument scrutiny. Journal of Personality and Social Psychology, 76, 19-34.
24. 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.
25. Platow, M. J., Hoar, S., Reid, S., Harley, K., & Morrison, D. (1997). Endorsement of distributively fair and unfair leaders in interpersonal and intergroup situations. European Journal of Social Psychology, 27, 465-494.
26. Platow, M. J., O'Connell, A., Shave, R., & Hanning, P. (1995). Social evaluations of fair and unfair allocators in interpersonal and intergroup situations. British Journal of Social Psychology, 34, 363-381.
27. Priester, J. R., & Petty, R. E. (1995). Source attributions and persuasion: Perceived honesty as a determinant of message scrutiny. Personality and Social Psychology Bulletin, 21, 637-654.
28. Pyszczynski, T. A., & Greenberg, J. (1981). Role of disconfirmed expectancies in the instigation of attributional processing. Journal of Personality and Social Psychology, 40, 31-38.
29. Smith, S. M., & Petty, R. E. (1995). Personality moderators of mood congruency effects on cognition: The role of self-esteem and negative mood regulation. Journal of Personality and Social Psychology, 68, 1092-1107.
30. Snyder, M. L. & Wicklund, R. (1981). Attribute ambiguity. In J. H. Harvey, W. Ickes, & R. R. Kidd (Eds.), New directions in attribution research (pp. 197-221). New York: Halsted.
31. Srull, T. K., & Wyer, R. S., Jr. (1989). Person memory and judgment. Psychological Review, 96, 58-83.
32. Stangor, C., & McMillan, D. (1992). Memory for expectancy-congruent and expectancy-incongruent social information: A meta-analytic review of the social psychological and social developmental literatures. Psychological Bulletin, 111, 42-61.
33. Walster, E., Aronson, E., & Abrahams, D. (1966). On increasing the persuasiveness of a low prestige communicator. Journal of Experimental Social Psychology, 2, 325-342.
34. Wenzel, M., & Mummendey, A. (1996). Positive-negative asymmetry of social discrimination: A normative analysis of differential evaluations of in-group and out-group on positive and negative attributes. British Journal of Social Psychology, 35, 493-507.
35. White, P. H., & Harkens, S. G. (1994). Race of source effects in the elaboration likelihood model. Journal of Personality and Social Psychology, 67, 790-807.
36. Wong, P. T. P., & Weiner, B. (1981). When people ask "why" questions, and the heuristics of attributional search. Journal of Personality and Social Psychology, 40, 650-663.
37. Wood, W., & Eagly, A. H. (1981). Stages in the analysis of persuasive messages: The role of causal attributions and message comprehension. Journal of Personality and Social Psychology, 40, 246-259.