Persuasion by causal arguments: The motivating role of perceived causal expertise

Social Cognition

Volumn 27, Issue 1, 2009, Pages 105-127

  Tobin, Stephanie J ^a   Raymundo, Melissa M ^a  

^a UNIVERSITY OF HOUSTON   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 62349138738     PISSN: 0278016X     EISSN: None     Source Type: Journal    
DOI: 10.1521/soco.2009.27.1.105     Document Type: Article

References (35)

1. Anderson, C. A., Lepper, M. R., & Ross, L. (1980). Perseverance of social theories: The role of explanation in the persistence of discredited information. Journal of Personality and Social Psychology, 39, 1037-1049.
2. Bargh, J. A., & Chartrand, T. L. (2000). The mind in the middle: A practical guide to priming and automaticity research. In H. Reis & C. Judd (Eds.), Handbook of research methods in social psychology (pp. 253-285). New York: Cambridge University Press.
3. Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic and statistical considerations. Journal of Personality and Social Psychology, 51, 1173-1182.
4. Bless, H., Bohner, G., Schwarz, N., & Strack, F. (1990). Mood and persuasion: A cognitive response analysis. Personality and Social Psychology Bulletin, 16, 331-345.
5. Briñol, P., & Petty, R. E. (2006). Fundamental processes leading to attitude change: Implications for cancer prevention communications. Journal of Communication, 56, 81-104.
6. Cacioppo, J. T., Harkins, S. G., & Petty, R. E. (1981). The nature of attitudes and cognitive responses and their relationships to behavior. In R. E. Petty, T. M. Ostrom, & T. C. Brock (Eds.), Cognitive responses in persuasion (pp. 31-54). Hillsdale, NJ: Erlbaum.
7. Cacioppo, J. T., & Petty, R. E. (1981). Social psychological procedures for cognitive response assessment: The thought listing technique. In T. V. Merluzzi, C. R. Glass, & M. Genest (Eds.), Cognitive assessment (pp. 309-342). New York: Guilford.
8. Chaiken, S. (1987). The heuristic model of persuasion. In M. P. Zanna, J. M. Olson, & C. P. Herman (Eds.), Social influence: The Ontario symposium (Vol. 5, pp. 3-30). Hillsdale, NJ: Erlbaum.
9. Chaiken, S., Giner-Sorolla, R., & Chen, S. (1996). Beyond accuracy: Defense and impression motives in heuristic and systematic information processing. In P. M. Gollwitzer, & J. A. Bargh (Eds.), The psychology of action: Linking cognition and motivation to behavior (pp. 553-578). New York: Guilford.
10. Chaiken, S., Liberman, A., & Eagty, A. H. (1989). Heuristic and systematic information processing within and beyond the persuasion context. In J. S. Uleman & J. A. Bargh (Eds.), Unintended thought. New York: Guilford.
11. Gilbert, D. T. (1998). Ordinary personology. In D. T. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (4th ed., Vol. 2, pp. 89-150). New York: McGraw Hill.
12. Giner-Sorolla, R., & Chaiken, S. (1997). Selective use of heuristic and systematic processing under defense motivation. Personality and Social Psychology Bulletin, 23, 84-97.
13. Hastie, R., & Pennington, N. (2000). Explanation-based decision making. In T. Connolly, H. R. Arkes, & K. R. Hammond (Eds.), Judgment and decision making (2nd ed., pp. 212-228). Cambridge: Cambridge University Press.
14. Heesacker, M., Petty, R. E., & Cacioppo, J. T. (1983). Field dependence and attitude change: Source credibility can alter persuasion by affecting message-relevant thinking. Journal of Personality, 51, 653-666.
15. Heider, F. (1958). The psychology of interpersonal relations. New York: Wiley.
16. nd ed., pp. 232-253). New York: Guilford.
17. Jalnawala, N., & Wilkin, N. E. (2007). The effect of DTC advertisement content of belief tenacity: A study of appeals and argument types. Research in Social and Administrative Pharmacy, 3, 28-46.
18. Jarvis, W. B. G. (2004). MediaLab Research Software, Version 2004 [Computer Software]. New York, NY (www.empirisoft.com): Empirisoft.
19. Moore, D. L., Hausknecht, D., & Thamodaran, K. (1986). Time compression, response opportunity, and persuasion. Journal of Consumer Research, 13, 85-99.
20. Muller, D., Judd, C. M., & Yzerbyt, V Y. (2005). When moderation is mediated and mediation is moderated. Journal of Personality and Social Psychology, 89, 852-863.
21. Pennington, N., & Hastie, R. (1992). Explaining the evidence: Tests of the story model for juror decision making. Journal of Personality and Social Psychology, 62, 189-206.
22. Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer-Verlag.
23. Petty, R. E., Wheeler, S. C., & Bizer, G. Y (2000). Attitude functions and persuasion: An elaboration likelihood approach to matched versus mismatched messages. In G. R. Maio & J. M. Olson (Eds.), Why we evaluate: Functions of attitudes (pp. 133-162). Mahwah, NJ: Erlbaum.
24. Pratkanis, A. R. (2007). Social influence analysis: An index of tactics. In A. R. Pratkanis (Ed.), The science of social influence: Advances and future progress (pp. 17-82). New York: Psychology Press.
25. Slusher, M. P., & Anderson, C. A. (1996). Using causal persuasive arguments to change beliefs and teach new information: The mediating role of explanation availability and evaluation bias in the acceptance of knowledge. Journal of Educational Psychology, 88, 110-122.
26. Sobel, M. E. (1982). Asymptotic intervals for indirect effects in structural equations models. In S. Leinhart (Ed.), Sociological Methodology 1982 (pp. 290-312). San Francisco: Jossey-Bass.
27. Tiedens, L. Z., & Linton, S. (2001). Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing. Journal of Personality and Social Psychology, 81, 973-988.
28. Tobin, S. J., & Raymundo, M. M. (2006, January). The use of causal explanations in persuasion: Effects of self-uncertainty and other-certainty. Poster presented at the annual meeting of the Society for Personality and Social Psychology, Palm Springs, CA.
29. Tobin, S. J., & Weary, G. (2008). The effects of causal uncertainty, causal importance, and initial attitude on attention to causal persuasive arguments. Social Cognition, 26, 44-65.
30. Vaughn, L. A., & Weary, G. (2003). Causal uncertainty and correction of judgments. Journal of Experimental Social Psychology, 39, 516-524.
31. Weary, G., & Edwards, J. A. (1994). Individual differences in causal uncertainty. Journal of Personality and Social Psychology, 67, 308-318.
32. Weary, G., & Edwards, J. A. (1996). Causal uncertainty and related goal structures. In R. M. Sorrentino and E. T. Higgins (Eds.), The handbook of motivation and cognition (Vol. 3): The interpersonal context. (pp. 148-181). New York: Guilford.
33. Weary, G., Jacobson, J. A., Edwards, J. A., & Tobin, S. J. (2001). Chronic and temporarily activated causal uncertainty beliefs and stereotype usage. Journal of Personality and Social Psychology, 81, 206-219.
34. Weary, G., Tobin, S. J., & Edwards, J. E. (in press). Causal uncertainty. To appear in R. M. Arkin, K. C. Oleson, & P. J. Carroll (Eds.), The uncertain self: Ahandbook of perspectives from social and personality psychology. Mahwah, NJ: Erlbaum.
35. Wichman, A. L., Brunner, R. P., & Weary, G. (2008). Immediate and delayed effects of causal uncertainty inductions on uncertainty accessibility. Journal of Experimental Social Psychology, 44, 1106-1113.