Down the Garden Path: The Role of Conditional Inference Processes in Self-Persuasion

Journal of Consumer Psychology

Volumn 11, Issue 3, 2001, Pages 159-168

  Kardes, Frank R ^a   Cronley, Maria L ^b   Pontes, Manuel C ^c   Houghton, David C ^d  

^a UNIVERSITY OF CINCINNATI   (United States)

^b WRIGHT STATE UNIVERSITY   (United States)

^c ROWAN UNIVERSITY   (United States)

^d NORTHWEST NAZARENE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0347867281     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1207/S15327663JCP1103_02     Document Type: Article

References (35)

1. Ajzen, I. (1991). Attitudes and thought systems. In R. S. Wyer & T. K. Srull (Eds.), Advances in social cognition (Vol. 4, pp. 79-86). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
2. Alba, J. W., & Hutchinson, J. W. (1987). Dimensions of consumer expertise. Journal of Consumer Research, 13, 411-454.
3. Anderson, N. H. (1970). Functional measurement and psychophysical judgment. Psychological Review, 77, 153-170.
4. Anderson, N. H. (1982). Methods of information integration theory. New York: Academic.
5. Anderson, N. H. (Ed.). (1991). Contributions to information integration theory. Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
6. Bem, D. J. (1970). Beliefs, attitudes, and human affairs. Belmont, CA: Brooks/Cole.
7. Greenwald, A. G., Pratkanis, A. R., Leippe, M. R., & Baumgardner, M. H. (1986). Under what conditions does theory obstruct research progress? Psychological Review, 93, 216-229.
8. Henninger, M., & Wyer, R. S. (1976). The recognition and elimination of inconsistencies among syllogistically related beliefs: Some new light on the "Socratic effect." Journal of Personality and Social Psychology, 34, 680-693.
9. Hutchinson, J. W., & Alba, J. W. (1991). Ignoring irrelevant information: Situational determinants of consumer learning. Journal of Consumer Research, 18, 325-345.
10. Jones, E. E., & Gerard, H. B. (1967). Foundations of social psychology. New York: Wiley.
11. Kardes, F. R. (1988). Spontaneous inference processes in advertising: The effects of conclusion omission and involvement on persuasion. Journal of Consumer Research, 15, 225-233.
12. Kardes, F. R., Kim, J., & Lim, J.-S. (1994). Moderating effects of prior knowledge on the perceived diagnosticity of beliefs derived from implicit versus explicit product claims. Journal of Business Research, 29, 219-224.
13. Krosnick, J. A., & Schuman, H. (1988). Attitude intensity, importance, and certainty and susceptibility to response effects. Journal of Personality and Social Psychology, 54, 940-952.
14. Kruglanski, A. W. (1989). Lay epistemics and human knowledge: Cognitive and motivational bases. New York: Plenum.
15. Kruglanski, A. W., & Thompson, E. P. (1999). Persuasion by a single route: A view from the unimodel. Psychological Inquiry, 10, 83-109.
16. Lynch, J. G. (1985). Uniqueness issues in the decompositional modeling of multiattribute overall evaluations: An information integration perspective. Journal of Marketing Research, 22, 1-19.
17. McGuire, W. J. (1960). A syllogistic analysis of cognitive relationships. In C. I. Hovland & M. J. Rosenberg (Eds.), Attitude organization and change (pp. 65-111). New Haven, CT: Yale University Press.
18. McGuire, W. J. (1981). The probabilogical model of cognitive structure and attitude change. In R. E. Petty, T. M. Ostrom, & T. C. Brock (Eds.), Cognitive responses in persuasion (pp. 291-307). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
19. McGuire, W. J., & McGuire, C. V. (1991). The content, structure, and operation of thought systems. In R. S. Wyer & T. K. Srull (Eds.), Advances in social cognition (Vol. 4, pp. 1-78). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
20. Petty, R. E., & Cacioppo, J. T. (1981). Attitudes andpersuasion: Classic and contemporary approaches. Dubuque, IA: Brown.
21. Petty, R. E., & Wegener, D. T. (1991). Thought systems, argument quality, and persuasion. In R. S. Wyer & T. K. Srull (Eds.), Advances in social cognition (Vol. 4, pp. 147-162). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
22. Ratneshwar, S., Shocker, A. D., & Stewart, D. W. (1987). Toward understanding the attraction effect: The implications of product stimulus meaningfulness and familiarity. Journal of Consumer Research, 13, 520-533.
23. Rosen, N. A., & Wyer, R. S. (1972). Some further evidence for the "Socratic effect" using a subjective probability model of cognitive organization. Journal of Personality and Social Psychology, 24, 420-424.
24. Stayman, D. M., & Kardes, F. R. (1992). Spontaneous inference processes in advertising: Effects of need for cognition and self-monitoring on inference generation and utilization. Journal of Consumer Psychology, 1, 125-142.
25. Wyer, R. S. (1970). The quantitative prediction of belief and opinion change: A further test of a subjective probability model. Journal of Personality and Social Psychology, 16, 550-571.
26. Wyer, R. S. (1973). Category ratings as "subjective expected values": Implications for attitude formation and change. Psychological Review, 80, 446-467.
27. Wyer, R. S. (1974). Cognitive organization and change: An information-processing approach. Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
28. Wyer, R. S. (1975). Functional measurement analysis of a subjective probability model of cognitive functioning. Journal of Personality and Social Psychology, 31, 94-100.
29. Wyer, R. S. (1976). An investigation of the relations among probability estimates. Organizational Behavior and Human Performance, 15, 1-18.
30. Wyer, R. S. (1991). The construction and use of thought systems: Some theoretical ambiguities. In R. S. Wyer & T. K. Srull (Eds.), Advances in social cognition (Vol. 4, pp. 203-214). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
31. Wyer, R. S., & Carlston, D. E. (1979). Social cognition, inference, and attribution. Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
32. Wyer, R. S., & Goldberg, L. (1970). A probabilistic analysis of the relationships between beliefs and attitudes. Psychological Review, 77, 100-120.
33. Wyer, R. S., & Hartwick, J. (1980). The role of information retrieval and conditional inference processes in belief formation and change. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 13, pp. 241-284). New York: Academic.
34. Wyer, R. S., & Hartwick, J. (1984). The recall and use of belief statements as bases for judgments: Some determinants and implications. Journal of Experimental Social Psychology, 20, 65-85.
35. Wyer, R. S., & Srull, T. K. (1989). Memory and cognition in its social context. Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.