Majority versus minority influence and prediction of behavioral intentions and behavior

Journal of Experimental Social Psychology

Volumn 43, Issue 5, 2007, Pages 763-771

  Martin, Robin ^a   Martin, Pearl Y ^b   Smith, Joanne R ^b   Hewstone, Miles ^c  

^a ASTON UNIVERSITY   (United Kingdom)

^b UNIVERSITY OF QUEENSLAND   (Australia)

^c UNIVERSITY OF OXFORD   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 34547210164     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2006.06.006     Document Type: Article

References (53)

1. Aiken L.S., and West S.G. Multiple regression: Testing and interpreting interactions (1991), Sage, London
2. Ajzen I. The theory of planned behavior. Organizational Behavior and Human Decision Processes 50 (1991) 179-211
3. Alvaro E.M., and Crano W.D. Indirect minority influence: evidence for leniency in source evaluation and counter argumentation. Journal of Personality and Social Psychology 72 (1997) 949-964
4. Baker S.M., and Petty R.E. Majority and minority influence: source-position imbalance as a determinant of message scrutiny. Journal of Personality and Social Psychology 67 (1994) 5-19
5. Baron R.M., and Kenny D.A. The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology 51 (1986) 1173-1182
6. Bohner G., Frank S., and Erb H.P. Heuristic processing of distinctiveness information in minority and majority influence. European Journal of Social Psychology 28 (1998) 855-860
7. Cacioppo J.T., Petty R.E., Kao C.F., and Rodriguez R. Central and peripheral routes to persuasion: an individual difference perspective. Journal of Personality and Social Psychology 51 (1986) 1032-1043
8. Chen S., and Chaiken S. The heuristic-systematic model in its broader context. In: Chaiken S., and Trope Y. (Eds). Dual-process theories in social psychology (1999), The Guilford Press, New York 73-96
9. Conner M., and Armitage C. Extending the theory of planned behavior: a review and avenues for further research. Journal of Applied Social Psychology 28 (1998) 1429-1464
10. Crano W.D. Vested interest, symbolic politics, and attitude-behavior consistency. Journal of Personality and Social Psychology 72 (1997) 485-491
11. Crano W.D., and Chen X. The leniency contract and persistence of majority and minority influence. Journal of Personality and Social Psychology 74 (1998) 1437-1450
12. Crano W.D., and Prislin R. Components of vested interest and attitude-behavior consistency. Basic and Applied Social Psychology 17 (1995) 1-21
13. De Dreu C.K.W., and De Vries N.K. Numerical support, information processing and attitude change. European Journal of Social Psychology 23 (1993) 647-663
14. De Dreu C.K.W., and De Vries N.K. Differential processing and attitude change following majority and minority arguments. British Journal of Social Psychology 35 (1996) 77-90
15. In: De Dreu C.K.W., and De Vries N.K. (Eds). Group consensus and innovation (2001), Blackwell, Oxford
16. Dworkin R. Life's dominion: An argument about abortion and euthanasia (1993), Harper Collins, London
17. Erb H.P., Bohner G., Schmälzle K., and Rank S. Beyond conflict and discrepancy: cognitive bias in minority and majority influence. Personality and Social Psychology Bulletin 24 (1998) 620-633
18. Falomir-Picastor J.M., Butera F., and Mugny G. Persuasive constraint and expert versus non-expert influence in intention to quit smoking. European Journal of Social Psychology 32 (2002) 209-222
19. Fazio R.H. Multiple processes by which attitudes guide behavior: The MODE model as an integrative framework. In: Zanna M.P. (Ed). Advances in experimental social psychology Vol. 23 (1990), Academic Press, San Diego, CA 75-109
20. Fishbein M., and Ajzen I. Belief, attitude, intention, and behavior (1975), Addison Wesley, Reading, MA
21. Gardikiotis A., Martin R., and Hewstone M. Group consensus in social influence: type of consensus information as a moderator of majority and minority influence. Personality and Social Psychology Bulletin 31 (2005) 1163-1174
22. Gordijn E., De Vries N.K., and De Vries C.K.W. Minority influence on focal and related attitudes: change in size, attributions and information processing. Personality and Social Psychology Bulletin 28 (2002) 1315-1326
23. Holland R., Verplanken B., and van Knippenberg A. On the nature of attitude-behavior relations: the strong guide, the weak follow. European Journal of Social Psychology 32 (2002) 869-876
24. Houston D.A., and Fazio R.H. Biased processing as a function of attitude accessibility: making objective judgments subjectively. Social Cognition 7 (1989) 51-66
25. Johnson B.T., and Eagly A.H. Effects of involvement on persuasion: a meta-analysis. Psychological Bulletin 106 (1989) 290-314
26. Joule R.V., Mugny G., and Pérez J.A. When a compliance without pressure strategy fails due to a minority dissenter. A case of "behavioral conversion". European Journal of Social Psychology 18 (1988) 531-535
27. Kerr N. When is a minority a minority? Active vs. passive minority advocacy and social influence. European Journal of Social Psychology 32 (2002) 471-483
28. Krosnick J.A., Boninger D.S., Chuang Y.C., Berent M.K., and Carnot C.G. Attitude strength: one construct or many related constructs?. Journal of Personality and Social Psychology 65 (1993) 1132-1151
29. Krosnick J.A., and Petty R.E. Attitude strength: An overview. In: Petty R.E., and Krosnick J.A. (Eds). Attitude strength: Antecedents and consequences (1995), Erlbaum, Hillsdale, NJ 1-24
30. Leippe M.R., and Elkin R.A. When motives clash: issue involvement and response involvement as determinants of persuasion. Journal of Personality and Social Psychology 52 (1987) 269-278
31. Lord C.G., Ross L., and Lepper M.R. Biased assimilation and attitude polarization: the effects of prior theories on subsequently considered evidence. Journal of Personality and Social Psychology 37 (1979) 2098-2109
32. Maass A., and Clark III R.D. Internalization versus compliance: differential processes underlying minority influence and conformity. European Journal of Social Psychology 13 (1983) 197-215
33. Mackie D.M. Systematic and nonsystematic processing of majority and minority persuasive communications. Journal of Personality and Social Psychology 53 (1987) 41-52
34. Martin R., Gardikiotis A., and Hewstone M. Levels of consensus and majority and minority influence. European Journal of Social Psychology 32 (2002) 645-665
35. Martin R., and Hewstone M. Social influence processes of control and change: Conformity, obedience to authority, and innovation. In: Hogg M.A., and Cooper J. (Eds). Sage Handbook of Social Psychology (2003), Sage, London 347-366
36. Martin R., and Hewstone M. Majority versus minority influence: when, not whether, source status instigates heuristic or systematic processing. European Journal of Social Psychology 33 (2003) 313-330
37. Martin R., Hewstone M., and Martin P.Y. Resistance to persuasive messages as a function of majority and minority source status. Journal of Experimental Social Psychology 39 (2003) 585-593
38. Martin R., Hewstone M., and Martin P.Y. Systematic and heuristic processing of majority- and minority-endorsed messages: the effects of varying outcome relevance and 'levels of orientation' on attitude and message processing. Personality and Social Psychology Bulletin (2007)
39. Moscovici S. Toward a theory of conversion behavior. In: Berkowitz L. (Ed). Advances in experimental social psychology Vol. 13 (1980), Academic Press, New York 209-239
40. Moscovici S. Social influence and conformity. In: Lindsey G., and Aronson E. (Eds). The handbook of social psychology. 3rd ed. Vol. 2 (1985), Random House, New York 347-412
41. Moskowitz G.B., and Chaiken S. Mediators of minority social influence: Cognitive processing mechanisms revealed through a persuasion paradigm. In: de Dreu C.K.W., and de Vries N.K. (Eds). Group consensus and minority influence (2001), Blackwell, Oxford 60-90
42. Mugny G. The power of minorities (1982), Academic Press, London
43. Petty R.E., and Cacioppo J.T. Involvement and persuasion: tradition versus integration. Psychological Bulletin 107 (1990) 367-374
44. Petty R.E., Cacioppo J.T., and Schumann D.W. Central and peripheral routes to advertising effectiveness: the moderating role of involvement. Journal of Consumer Research 10 (1983) 135-146
45. Petty R.E., Haugtvedt C., and Smith S.M. Elaboration as a determinant of attitude strength: Creating attitudes that are persistent, resistant, and predictive of behavior. In: Petty R.E., and Krosnick J.A. (Eds). Attitude strength: Antecedents and consequences (1995), Erlbaum, Hillsdale, NJ 93-130
46. Petty R.E., and Wegener D.T. The elaboration likelihood model: Current status and controversies. In: Chaiken S., and Trope Y. (Eds). Dual-process theories in social psychology (1999), Guilford Press, New York 37-72
47. Prislin R. Attitude-behaviour relationship: Attitude relevance and behaviour relevance. European Journal of Social Psychology 17 (1987) 483-485
48. Smith J.R., and Terry D.J. Attitude-behaviour consistency: the role of group norms, attitude accessibility, and mode of behavioural decision making. European Journal of Social Psychology 33 (2003) 591-608
49. Smith J.R., Terry D.J., Crosier T.R., and Duck J.M. The importance of the relevance of the issue to the group in voting intentions: the case of the Australian republic referendum. Basic and Applied Social Psychology 27 (2005) 163-170
50. Sobel M.E. Asymptotic intervals for indirect effects in structural equations models. In: Leinhart S. (Ed). Sociological methodology (1982), Jossey-Bass, San Francisco 290-312
51. Trost M.R., Maass A., and Kenrick D.T. Minority influence: personal relevance biases cognitive processes and reverses private acceptance. Journal of Experimental Social Psychology 28 (1992) 234-254
52. Visser P.S., and Krosnick J.A. Development of attitude strength over the life cycle: surge and decline. Journal of Personality and Social Psychology 75 (1998) 1389-1410
53. Wood W., Lundgren S., Ouellette J.A., Busceme S., and Blackstone T. Minority influence: a meta-analytic review of social influence processes. Psychological Bulletin 115 (1994) 323-345