A Multiple Pathway Anchoring and Adjustment (MPAA) model of attitude generation and recruitment

Journal of Consumer Research

Volumn 33, Issue 1, 2006, Pages 1-15

  Cohen, Joel B ^a   Reed II, Americus ^a,b  

^a UNIVERSITY OF FLORIDA   (United States)

^b UNIVERSITY OF PENNSYLVANIA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33745786546     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/504121     Document Type: Article

References (106)

1. Ajzen, Icek (1991), "The Theory of Planned Behavior," Organizational Behavior and Human Decision Processes, 50 (2), 179-211.
2. _ (1996), "The Social Psychology of Decision Making," in Social Psychology: Handbook of Basic Principles, ed. E. Tory Higgins and Arie W. Kruglanski, New York: Guilford, 297-325.
3. Ajzen, Icek and Martin Fishbein (1980), Understanding Attitudes and Predicting Social Behavior, Englewood Cliffs, NJ: Prentice Hall.
4. _ (2005), "The Influence of Attitudes on Behavior," in Handbook of Attitudes, ed. Dolores Albarracín, Blair T. Johnson, and Mark P. Zanna, Mahwah, NJ: Erlbaum, 173-21.
5. Albarracín, Dolores, Harry M. Wallace, and Laura R. Glasman (2004), "Survival and Change in Judgments: A Model of Attitude Activation and Comparison," in Advances in Experimental Social Psychology, Vol. 36, ed. Mark P. Zanna, San Diego, CA: Academic Press, 252-315.
6. Albarracín, Dolores and Robert S. Wyer (2001), "Elaborative and Nonelaborative Processing of a Behavior-Related Communication," Personality and Social Psychology Bulletin, 27 (6), 691-705.
7. Ball-Rokeach, Sandra J., Milton Rokeach, and Joel W. Grube (1984), The Great America Values Test: Influencing Behavior and Belief through Television, New York: Free Press.
8. Bargh, John A. and Tanya L. Chartrand (1999), "The Unbearable Automaticity of Being," American Psychologist, 54 (7), 462-79.
9. Bargh, John A. and Melissa L. Ferguson (2000), "Beyond Behaviorism: On the Automaticity of Higher Mental Processes," Psychological Bulletin, 126 (6), 925-45.
10. Bassili, John N. (2001), "Cognitive Indices of Social Information Processing," in Blackwell Handbook of Social Psychology: Intraindividual Processes, Vol. 1, ed. Abraham Tesser and Norbert Schwarz, Oxford: Blackwell, 68-88.
11. Bassili, John N. and Rick Brown (2005), "Implicit and Explicit Attitudes: Challenges and the Need for Subsymbolic Theory," in Handbook of Attitudes, ed. Dolores Albarracín, Blair T. Johnson, and Mark P. Zanna, Mahwah, NJ: Erlbaum, 543-74.
12. Bolton, Lisa E. and Americus Reed II (2004), "Sticky Priors: The Perseverance of Identity Effects on Judgment," Journal of Marketing Research, 41 (4), 397-410.
13. Brownstein, Aaron L. (2003), "Biased Predecision Processing," Psychological Bulletin, 4 (July), 545-68.
14. Brunel, Frederic F., Brian C. Tietje, and Anthony G. Greenwald (2004), "Is the Implicit Association Test a Valid and Valuable Measure of Implicit Consumer Social Cognition?" Journal of Consumer Psychology, 14 (4), 385-404.
15. Burnkrant, Robert E. and Rao Unnava (1989), "Self-Referencing: A Strategy for Increasing Processing of Message Content," Personality and Social Psychology Bulletin, 15 (4), 628-38.
16. Chaiken, Shelly (1980), "Heuristic versus Systematic Information Processing and the Use of Source versus Message Cues in Persuasion," Journal of Personality and Social Psychology, 39 (5), 752-66.
17. Chaiken, Shelly, Akiva Liberman, and Alice H. Eagly (1989), "Heuristic and Systematic Processing within and beyond the Persuasion Context," in Unintended Thought, ed. James S. Uleman and John A. Barch, New York: Guilford, 212-52.
18. Chaiken, Shelly and Yaacov Trope (1999), Dual-Process Theories in Social Psychology, ed. Shelly Chaiken and Yaacov Trope, New York: Guilford.
19. Cohen, Joel B. and Americus Reed II (2004), "Multiple Attitudes as Guides to Behavior," working paper, Marketing Department, Warrington College of Business, University of Florida, Gainesville, FL 32611.
20. Cohen, Joel B., Americus Reed II, and Julia Belyavsky (2005), "Attitude Sufficiency Assessments: Moving from Accessibility to Behavior," working paper, Marketing Department, Warrington College of Business, University of Florida, Gainesville, FL 32611.
21. Conway, Martin A. and Kit Pleydell-Pearce (2000), "The Construction of Autobiographical Memories in the Self Memory System," Psychological Review, 107 (2), 261-88.
22. Devine, Patricia G. (1989), "Stereotypes and Prejudice: Their Automatic and Controlled Components," Journal of Personality and Social Psychology, 56 (1), 5-18.
23. Doob, Leonard W. (1947), "The Behavior of Attitudes," Psychological Review, 54 (3), 135-56.
24. Duckworth, Kimberly L., John A. Bargh, Magda Garcia, and Shelly Chaiken (2002), "The Automatic Evaluation of Novel Stimuli," Psychological Science, 13 (6), 513-19.
25. Eagly, Ann H. and Shelly Chaiken (1993), The Psychology of Attitudes, Forth Worth, TX: Harcourt.
26. Edwards, Kari (1990), "The Interplay of Affect and Cognition in Attitude Formation and Change," Journal of Personality and Social Psychology, 59 (August), 202-16.
27. Fabrigar, Leandre R., Tara K. MacDonald, and Duane T. Wegener (2005), "The Origin and Structure of Attitudes," in Handbook of Attitudes, ed. Dolores Albarracín, Blair T. Johnson, and Mark P. Zanna, Mahwah, NJ: Erlbaum, 79-124.
28. Fabrigar, Leandre R. and Richard E. Petty (1999), "The Role of the Affective and Cognitive Bases of Attitudes," Personality and Social Psychology Bulletin, 25 (3), 363-81.
29. Fazio, Russell H. (1986), "How Do Attitudes Guide Behavior?" in The Handbook of Motivation and Cognition: Foundations of Social Behavior, ed. Richard M. Sorrentino and E. Tory Higgins, New York: Guilford, 204-43.
30. _. (2000), "Accessible Attitudes as Tools for Object Appraisal: Their Costs and Benefits," in Why We Evaluate: Functions of Attitudes, ed. Greg R. Maio and Jim M. Olsen, Mahwah, NJ: Erlbaum, 1-36.
31. Fazio, Russell H., Jeaw-Mei Chen, Elizabeth C. McDonel, and Steven J. Sherman (1982), "Attitude Accessibility, Attitude-Behavior Consistency and the Strength of the Object-Evaluation Association," Journal of Experimental Social Psychology, 18 (4), 339-57.
32. Fazio, Russell H. and Michael A. Olson (2003), "Attitudes: Foundations, Functions and Consequences," in The Handbook of Social Psychology, ed. Michael A. Hogg and Joel Cooper, London: Sage, 139-60.
33. Fazio, Russell H., David M. Sanbonmatsu, Martha C. Powell, and Frank R. Kardes (1986), "On the Automatic Activation of Attitudes," Journal of Personality and Social Psychology, 50 (2), 229-38.
34. Fazio, Russell H. and Tamara Towles-Schwen (1999), "The MODE Model of Attitude-Behavior Processes," in Chaiken and Trope 1999, 97-116.
35. Feldman, Jack M. and John G. Lynch Jr. (1988), "Self-Generated Validity and Other Effects of Measurement on Belief, Attitude, Intention and Behavior," Journal of Applied Psychology, 72 (3), 42-35.
36. Fishbein, Martin and Icek Ajzen (1975), Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research, Reading, MA: Addison-Wesley.
37. Fiske, Susan T. and Steven L. Neuberg (1990), "A Continuum of Impression Formation, from Category-Based to Individuating Processes: Influences of Information and Motivation on Attention and Interpretation," in Advances in Experimental Social Psychology, Vol. 23, ed. Mark. P. Zanna, New York: Academic Press, 1-74.
38. Glasman, Laura R. and Dolores Albarracín (2006), "Forming Attitudes That Predict Future Behavior: A Meta-analysis of the Attitude-Behavior Relation," Psychological Bulletin, forthcoming.
39. Gollwitzer, Peter M. and Gordon B. Moskowitz (1996), "Goal Effects on Action and Cognition," in Social Psychology: Handbook of Basic Principles, ed. E. Tory Higgins and Arie W. Kruglanski, New York: Guilford, 361-99.
40. Greenwald, Anthony G. and Mahzarin R. Banaji (1995), "Implicit Social Cognition: Attitudes, Self-Esteem and Stereotypes," Psychological Review, 102 (1), 4-27.
41. Greenwald, Anthony G., Mahzarin R. Banaji, Laurie A. Rudman, Shelly D. Farnham, Brian A. Nosek, and Deborah S. Mellot (2002), "A Unified Theory of Implicit Attitudes, Stereotypes, Self-Esteem and Self-Concept," Psychological Review, 109 (1), 3-25.
42. Greenwald, Anthony G., Debie E. McGhee, and Jordan L. K. Schwartz (1998), "Measuring Individual Differences in Implicit Cognition: The Implicit Association Test," Journal of Personality and Social Psychology, 74 (6), 1464-80.
43. Gregan-Paxton, Jennifer and Deborah Roedder John (1997), "Consumer Learning by Analogy: A Model of Internal Knowledge Transfer," Journal of Consumer Research, 24 (December), 266-84.
44. Higgins, E. Tory (1996), "Knowledge Activation: Accessibility, Applicability, and Salience," in Social Psychology: Handbook of Basic Principles, ed. E. Tory Higgins and Arie W. Kruglanski, New York: Guilford, 133-68.
45. Hull, Clark L. (1952), A Behavior System, New Haven, CT: Yale University Press.
46. Jaccard, James and Hart Blanton (2005), "The Origins and Structure of Behavior: Conceptualizing Behavioral Criteria in Attitude Research," in Handbook of Attitudes, ed. Dolores Albarracín, Blair T. Johnson, and Mark P. Zanna, Mahwah, NJ: Erlbaum, 125-71.
47. Janiszewski, Chris (1988), "Preconscious Processing Effects: The Independence of Attitude Formation and Conscious Thought," Journal of Consumer Research, 15 (September), 199-209.
48. Johnson, Marcia K. and Carol L. Raye (1981), "Reality Monitoring," Psychological Review, 88 (1), 67-85.
49. Jones, Enrico E. and Harold B. Gerard (1967), Foundations of Social Psychology, New York: Wiley.
50. Katz, Daniel (1960), "The Functional Approach to the Study of Attitudes," Public Opinion Quarterly, 24 (2), 163-204.
51. Katz, Daniel, Charles McClintock, and Irving Sarnoff (1957), "The Measurement of Ego Defense as Related to Attitude Change," Journal of Personality, 25 (4), 465-74.
52. Katz, Daniel and Ezra Stotland (1959), "A Preliminary Statement to a Theory of Attitude Structure and Change," in Psychology: A Study of Science, Vol. 3, ed. Sigmund Koch, New York: McGraw Hill, 423-75.
53. Keller, Punam Anand and Ann L. McGill (1994), "Differences in the Relative Influence of Product Attributes under Alternative Processing Conditions: Attribute Importance versus Attribute Ease of Imagability," Journal of Consumer Psychology, 3(1), 29-49.
54. Klein, Stanley B. and Judith Loftus (1988), "The Nature of Self-Referent Encoding: The Contributions of Elaborative and Organizational Processes," Journal of Personality and Social Psychology, 55 (1), 5-11.
55. Krishnan, Venkat R. (1997), "Aligning Employee Development with Organizational Objectives: A Case for Value-Based Training," Management and Labour Studies, 22 (4), 206-15.
56. Kruglanski, Arie W. (1989), "The Psychology of Being 'Right': On the Problem of Accuracy in Social Perception and Cognition," Psychological Bulletin, 106 (3), 395-409.
57. Kumkale, G. Tarcan and Dolores Albarracín (2004), "The Sleeper Effect in Persuasion: A Meta-analytic Review," Psychological Bulletin, 130 (1), 143-72.
58. Lee, Angela Y. and Aparna A. Labroo (2004), "The Effect of Conceptual and Perceptual Fluency on Brand Evaluation," Journal of Marketing Research, 41 (2), 151-65.
59. Lord, Charles G., Rene M. Paulson, Tiffany L. Sia, Jennifer C. Thomas, and Mark R. Lepper (2004), "Houses Built on Sand: Effects of Exemplar Stability on Susceptibility to Attitude Change," Journal of Personality and Social Psychology, 87 (6), 733-49.
60. Lynch, John G., Jr., Howard Marmorstein, and Michael F. Weigold (1988), "Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations," Journal of Consumer Research, 15 (September), 169-84.
61. Macrae, C. Neil, Alan B. Milne, and Geoffrey V. Bodenhausen (1994), "Stereotypes as Energy Saving Devices: A Peek Inside the Cognitive Toolbox," Journal of Personality and Social Psychology, 66(1), 37-47.
62. Markus, Hazel R. (1977), "Self-Schemata and Processing Information about the Self," Journal of Personality and Social Psychology, 35 (February), 63-78.
63. Markus, Hazel R. and Ziva Kunda (1986), "Stability and Malleability in the Self-Concept in the Perception of Others," Journal of Personality and Social Psychology, 51 (4), 858-66.
64. McGuire, William J., Claire V. McGuire, and Ward Winton (1979), "Effects of Household Sex Composition on the Salience of One's Gender in the Spontaneous Self Concept," Journal of Experimental Social Psychology, 15 (1), 77-90.
65. Menon, Geeta and Priya Raghubir (2003), "Ease-of-Retrieval as an Automatic Input in Judgments: A Mere-Accessibility Framework?" Journal of Consumer Research, 30 (September), 230-43.
66. Meyers-Levy, Joan and Laura Peracchio (1996), "Moderators of the Impact of Self-Reference on Persuasion," Journal of Consumer Research, 22 (March), 408-23.
67. Petty, Richard E. and John T. Cacioppo (1986), Communication and Persuasion: Central and Peripheral Routes to Attitude Change, New York: Springer Verlag.
68. Petty, Richard E., Curtis P. Haugtvedt, and Stephen M. Smith (1995), "Elaboration as a Determinant of Attitude Strength: Creating Attitudes That Are Persistent, Resistant, and Predictive of Behavior," in Attitude Strength: Antecedents and Consequences, ed. Richard E. Petty and Jon A. Krosnick, Mahwah, NJ: Erlbaum, 93-130.
69. Petty, Richard E. and Duane T. Wegener (1999), "The Elaboration-Likelihood Model: Current Status and Controversies," in Chaiken and Trope 1999, 41-72.
70. Pham, Michel Tuan (1998), "Representativeness, Relevance, and the Use of Feelings in Decision Making," Journal of Consumer Research, 25 (September), 144-59.
71. Pham, Michel Tuan, Joel B. Cohen, John W. Pracejus, and G. David Hughes (2001), "Affect Monitoring and the Primacy of Feelings in Judgment," Journal of Consumer Research, 28 (September), 167-88.
72. Priester, Joseph, D. J. Nayakankuppam, Monique Fleming, and John Godek (2004), "The A2SC2 Model: The Influence of Attitudes and Attitude Strength on Consideration and Choice," Journal of Consumer Research, 30 (Spring), 574-87.
73. Priester, Joseph and Richard E. Petty (2003), "The Influence of Spokesperson Trustworthiness on Message Elaboration, Attitude Strength, and Advertising Effectiveness," Journal of Consumer Psychology, 13 (4), 408-21.
74. Reed, Americus, II (2004), "Activating the Self-importance of Consumer Selves: Exploring Identity Salience Effects on Judgments," Journal of Consumer Research, 31 (September), 286-95.
75. Reed, Americus, II, and Lisa Bolton (2005), "The Complexity of Identity," Sloan Management Review, 46 (3), 17-22.
76. Roese, Neal J. and James M. Olson (1994), "Attitude Importance as a Function of Repeated Attitude Expression," Journal of Experimental Social Psychology, 30 (January), 39-51.
77. Rogers, Timothy B., Nicholas A. Kuiper, and William S. Kirker (1977), "Self-Reference and the Encoding of Personal Information," Journal of Personality and Social Psychology, 35 (9), 677-88.
78. Rokeach, Milton (1968), Beliefs, Attitudes, and Values: A Theory of Organization and Change, San Francisco: Jossey-Bass.
79. _ (1973), The Nature of Human Values, New York: Free Press.
80. Rothermund, Klaus and Dirk Wentura (2004), "Underlying Processes in the Implicit Association Test: Dissociating Salience from Associations," Journal of Experimental Psychology: General, 133 (2), 139-65.
81. Schwartz, Shalom H. and Netta Inbar-Saban (1988), "Value SelfConfrontation as a Method to Aid in Weight Loss," Journal of Personality and Social Psychology, 54 (3), 396-404.
82. Schwarz, Norbert (1990), "Feelings as Information: Informational and Motivational Functions of Affective States," in Handbook of Motivation and Cognition, Vol. 2, ed. E. Tory Higgins and Richard M. Sorrentino, New York: Guilford, 527-61.
83. _ (2004), "Metacognitive Experiences in Consumer Judgment and Decision Making," Journal of Consumer Psychology, 14 (4), 332-48.
84. Schwarz, Norbert and Gerd Bohner (2001), "The Construction of Attitudes," in Blackwell Handbook of Social Psychology: Intraindividual Processes, Vol. 1, ed. Abraham Tesser and Norbert Schwarz, Oxford: Blackwell, 436-57.
85. Schwarz, Norbert and Gerald L. Clore (1983), "Mood, Misattribution, and Judgments of Well-Being: Informative and Directive Functions of Affective States," Journal of Personality and Social Psychology, 45 (September), 513-23.
86. _ (1988), "How Do I Feel about It? Informative Functions of Affective States," in Affect, Cognition and Social Behavior, ed. Klaus Fiedler and Joseph P. Forgas, Toronto: Hogrefe International, 42-62.
87. _ (1996), "Feelings and Phenomenal Experiences," in Social Psychology: Handbook of Basic Principles, ed E. Tory Higgins and Arie W. Kruglanski, New York: Guildford, 433-65.
88. Sengupta, Jaideep and Gita V. Johar (2002), "Effects of Inconsistent Attribute Information on the Predictive Value of Product Attitudes: Toward a Resolution of Opposing Perspectives," Journal of Consumer Research, 29 (1), 39-56.
89. Shavitt, Sharon (1990), "The Role of Attitude Objects in Attitude Functions," Journal of Experimental Social Psychology, 26 (2), 124-48.
90. Shavitt, Sharon and Michelle R. Nelson (2000), "The Social-Identity Function in Person Perception: Communicated Meanings of Product Preferences," in Why We Evaluate: Functions of Attitudes, ed. Gregory Maio and James M. Olson, Mahwah, NJ: Erlbaum, 37-57.
91. Smith, Eliot R. (1996), "What Do Connectionism and Social Psychology Offer Each Other?" Journal of Personality and Social Psychology, 70 (5), 893-12.
92. Smith, Eliot R. and Jamie DeCoster (1998), "Knowledge Acquisition, Accessibility, and Use in Person Perception and Stereotyping: Simulation with a Recurrent Connectionist Network," Journal of Personality and Social Psychology, 74 (1), 21-35.
93. Smith, M. Brewster, Jerome S. Bruner, and Robert W. White (1956), Opinions and Personality, New York: Wiley.
94. Stern, Paul, Thomas Dietz, Linda Kalof, and Gregory Guagnano (1995), "Values, Beliefs, and Proenvironmental Action: Attitude Formation toward Emergent Attitude Objects," Journal of Applied Social Psychology, 25 (18), 1611-36.
95. Tesser, Abraham (1993), "The Importance of Heritability in Psychological Research: The Case of Attitudes," Psychological Review, 100 (1), 129-12.
96. Tormala, Zakary L., Richard E. Petty, and Pablo Brinol (2002), "Thought Confidence as a Determinant of Persuasion: The Self-Validation Hypothesis," Journal of Personality and Social Psychology, 82 (5), 722-41.
97. Tulving, Endel and Donald M. Thomson (1973), "Encoding Specificity and Retrieval Processes in Episodic Memory," Psychological Review, 80 (5), 352-73.
98. Wegener, Duane T. and Donal E. Carlston (2005), "Cognitive Processes in Attitude Formation and Change," in Handbook of Attitudes, ed. Dolores Albarracín, Blair T. Johnson, and Mark P. Zanna, Mahwah, NJ: Erlbaum, 493-542.
99. Wilson, Timothy D., Dana S. Dunn, Jane A. Bybee, Diane B. Hyman, and John A. Rotondo (1984), "Effects of Analyzing Reasons on Attitude-Behavior Consistency," Journal of Personality and Social Psychology, 47 (1), 5-16.
100. Wilson, Timothy D. and Sara D. Hodges (1992), "Attitudes as Temporary Constructions," in The Construction of Social Judgments, ed. Leonard L. Martin and Abraham Tesser, Hillsdale, NJ: Erlbaum, 37-65.
101. Wilson, Timothy D., Sara D. Hodges, and Suzanne J. LaFleur (1995), "Effects of Introspecting about Reasons: Inferring Attitudes from Accessible Thoughts," Journal of Personality and Social Psychology, 69 (1), 16-28.
102. Wilson, Timothy D., Dolores Kraft, and Dana S. Dunn (1989), "The Disruptive Effects of Explaining Attitudes: The Moderating Effect of Knowledge about the Attitude Object," Journal of Experimental Social Psychology, 25 (5), 379-400.
103. Wilson, Timothy D., Samuel Lindsey, and Tonya Y. Schooler (2000), "A Model of Dual Attitudes," Psychological Review, 107 (1), 101-26.
104. Wyer, Robert S. and Dolores Albarracín (2005), "Belief Formation, Organization, and Change: Cognitive and Motivational Influences," in Handbook of Attitudes, ed. Dolores Albarracín, Blair T. Johnson and Mark P. Zanna, Mahwah, NJ: Erlbaum, 273-322.
105. Wyer, Robert S. and Thomas Srull (1989), Memory and Cognition in Its Social Context, Hillsdale, NJ: Erlbaum.
106. Zanna, Mark P. and John K. Rempel (1988), "Attitudes: A New Look at an Old Concept," in The Social Psychology of Knowledge, ed. Daniel Bar-Tal and Arie W. Kruglanski, Cambridge: Cambridge University Press, 315-34.