Consumer persuasion: Indirect change and implicit balance

Psychology and Marketing

Volumn 27, Issue 10, 2010, Pages 938-963

  Horcajo, Javier ^a   Briñol, Pablo ^a   Petty, Richard E ^b  

^a UNIVERSIDAD AUTÓNOMA DE MADRID   (Spain)

^b OHIO STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 78649510131     PISSN: 07426046     EISSN: 15206793     Source Type: Journal    
DOI: 10.1002/mar.20367     Document Type: Article

References (97)

1. Aaker, J. (1999). The malleable self: The role of self-expression in persuasion. Journal of Marketing Research, 36, 45-57.
2. Abelson, R. P., Aronson, E., McGuire, W. J., Newcomb, T. M., Rosenberg, M. J., & Tannenbaum, P. H. (1968). Theories of cognitive consistency: A sourcebook. Chicago: Rand McNally.
3. Aiken, L. S., & West, S. G. (1991). Multiple regression: Testing and interpreting interactions. Thousand Oaks, CA: Sage.
4. 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.
5. Banaji, M. R. (2004). The opposite of a great truth is also true. In J. T. Jost, M. R. Banaji, & D. A. Prentice (Eds.), Perspectivism in social psychology: The yin and yang of scientific progress (pp. 127-140). Washington, DC: American Psychological Association.
6. Bargh, J. A. (1999). The cognitive monster: The case against the controllability of automatic stereotype effects. In S. L. Chaiken & Y. Trope (Eds.), Dual process theories in social psychology (pp. 361-382). New York: Guilford Press.
7. Belk, R. W. (1988). Possessions and the extended self. Journal of Consumer Research, 15, 139-168.
8. Bem, D. J. (1972). Self-perception theory. In L. Berkowitz (Ed.), Advances in experimental social psychology, Vol. 6 (pp. 1-62). New York: Academic Press.
9. Bizer, G. Y., & Krosnick, J. A. (2001). Exploring the structure of strength-related attitude features: The relation between attitude importance and attitude accessibility. Journal of Personality and Social Psychology, 81, 566-586.
10. Blair, I. V. (2002). The malleability of automatic stereotypes and prejudice. Personality and Social Psychology Review, 6, 242-261.
11. Blair, I. V., Ma, J. E., & Lenton, A. P. (2001). Imagining stereotypes away: The moderation of implicit stereotypes through mental imagery. Journal of Personality and Social Psychology, 81, 828-841.
12. Bosson, J. K., Swann, W. B., & Pennebaker, J. W. (2000). Stalking the perfect measure of implicit self-esteem: The blind men and the elephant revisited? Journal of Personality and Social Psychology, 79, 631-643.
13. Brauer, M., & Judd, C. M. (1996). Group polarization and repeated attitude expressions: A new take on an old topic. European Review of Social Psychology, 7, 173-207.
14. Briñol, P., Petty, R. E., & McCaslin, M. J. (2009). Changing attitudes on implicit versus explicit measures: What is the difference? In R. E. Petty, R. H. Fazio, & P. Briñol (Eds.), Attitudes: Insights from the new implicit measures (pp. 285-326). New York: Psychology Press.
15. Briñol, P., Petty, R. E., & Wheeler, S. C. (2006). Discrepancies between explicit and implicit self-concepts: Consequences for information processing. Journal of Personality and Social Psychology, 91, 154-170.
16. Briñol, P., Rucker, D. D., Tormala, Z. L., & Petty, R. E. (2004). Individual differences in resistance to persuasion: The role of beliefs and meta-beliefs. In E. S. Knowles & J. A. Linn (Eds.), Resistance and persuasion (pp. 83-104). Mahwah, NJ: Erlbaum.
17. Brunel, F. F., Tietje, B. C., & Greenwald, A. G. (2004). Is the Implicit Association Test a valid and valuable measure of implicit consumer social cognition? Journal of Consumer Psychology, 14, 385-404.
18. Chaiken, S. L., 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.
19. Cohen, J., & Cohen, P. (1983). Applied multiple regression/correlation analysis for the behavioral sciences, 2nd ed. Hillsdale, NJ: Erlbaum.
20. Czyzewska, M., & Ginsburg, H. J. (2007). Explicit and implicit effects of anti-marijuana and anti-tobacco TV advertisements. Addictive Behaviors, 32, 114-127.
21. Dasgupta, N., & Greenwald, A. G. (2001). On the malleability of automatic attitudes: Combating automatic prejudice with images of admired and disliked individuals. Journal of Personality and Social Psychology, 81, 800-814.
22. Dasgupta, N., McGhee, D. E., Greenwald, A. G., & Banaji, M. R. (2000). Automatic preference for white Americans: Eliminating the familiarity explanation. Journal of Experimental Social Psychology, 36, 316-328.
23. De Houwer, J. (2009). Comparing measures of attitudes at the functional and procedural level: Analysis and implications. In R. E. Petty, R. H. Fazio, & P. Briñol (Eds.), Attitudes: Insights from the new implicit measures (pp. 361-390). New York: Psychology Press.
24. Devine, P. G. (1989). Stereotypes and prejudice: Their automatic and controlled components. Journal of Personality and Social Psychology, 56, 5-18.
25. Dijksterhuis, A. (2004). I like myself but I don't know why: Enhancing implicit self-esteem by subliminal evaluative conditioning. Journal of Personality and Social Psychology, 86, 345-355.
26. Dovidio, J., Kawakami, K., Johnson, C., Johnson, B., & Howard, A. (1997). The nature of prejudice: Automatic and controlled processes. Journal of Experimental Social Psychology, 33, 510-540.
27. Dovidio, J. F., Kawakami, K., & Beach, K. (2000). Examination of the relationship between implicit and explicit measures of intergroup attitudes. In R. Brown & S. Gaertner (Eds.), Blackwell handbook in social psychology, Vol. 4: Intergroup relations (pp. 175-197). Oxford: Blackwell.
28. Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth, TX: Harcourt, Brace, Jovanovich.
29. Egloff, B. & Schmukle, S. C. (2002). Predictive validity of an Implicit Association Test for assessing anxiety. Journal of Personality and Social Psychology, 83, 1441-1455.
30. Fazio, R. H. (1995). Attitudes as object-evaluation associations: Determinants, consequences, and correlates of attitude accessibility. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences (pp. 247-282). Hillsdale, NJ: Erlbaum.
31. Fazio, R. H., & Olson, M. (2003). Implicit measures in social cognition research: Their meaning and uses. Annual Review of Psychology, 54, 297-327.
32. Fazio, R. H., Jackson, J. R., Dunton, B. C., & Williams, C. J. (1995). Variability in automatic activation as an unobtrusive measure of racial attitudes: A bona fide pipeline? Journal of Personality and Social Psychology, 69, 1013-1027.
33. Festinger, L. (1957). A theory of cognitive dissonance. Palo Alto, CA: Stanford University Press.
34. Forehand, M. R., & Perkins, A. (2005). Implicit assimilation and explicit contrast: A set/reset model of response to celebrity voiceovers. Journal of Consumer Research, 32, 435-441.
35. Gawronski, B., & Bodenhausen, V. (2006). Associative and propositional processes in evaluation: An integrative review of implicit and explicit attitude change. Psychological Bulletin, 132, 692-731.
36. Gawronski, B., & Payne, B. K. (2010). Handbook of implicit social cognition: Measurement, theory, and applications. New York: Guilford Press.
37. Gawronski, B., & Sritharan, R. (2010). Formation, change, and contextualization of mental associations: Determinants and principles of variations in implicit measures. In B. Gawronski, & B. K. Payne (Eds.), Handbook of implicit social cognition: Measurement, theory, and applications (pp. 216-241). New York: Guilford Press.
38. Gawronski, B., & Strack, F. (2004). On the propositional nature of cognitive consistency: Dissonance changes explicit, but not implicit attitudes. Journal of Experimental Social Psychology, 40, 535-542.
39. Gawronski, B., Bodenhausen, G. V., & Becker, A. (2007). I like it, because I like myself: Associative self-anchoring and post-decisional change of implicit evaluations. Journal of Experimental Social Psychology, 43, 221-232.
40. Gawronski, B., Strack, F., & Bodenhausen, G. V. (2009). Attitudes and cognitive consistency: The role of associative and propositional processes. In R. E. Petty, R. H. Fazio, & P. Briñol (Eds.), Attitudes: Insights from the new implicit measures (pp. 85-117). New York: Psychology Press.
41. Gawronski, B., Walther, E., & Blank, H. (2005). Cognitive consistency and the formation of interpersonal attitudes: Cognitive balance affects the encoding of social information. Journal of Experimental Social Psychology, 41, 618-626.
42. Greenwald, A. G., & Farnham, S. D. (2000). Using the Implicit Association Test to measure self-esteem and self-concept. Journal of Personality and Social Psychology, 79, 1022-1038.
43. Greenwald, A. G., & Nosek, B. A. (2001). Health of the Implicit Association Test at age 3. Zeitschrift für Experimentelle Psychologie, 48, 85-93.
44. Greenwald, A. G., Banaji, M. R., Rudman, L. A., Farnham, S. D., Nosek, B. A., & Mellott, D. S. (2002). A unified theory of implicit attitudes, stereotypes, self-esteem, and self-concept. Psychological Review, 109, 3-25.
45. Greenwald, A. G., McGhee, D. E., & Schwartz, J. L. K. (1998). Measuring individual differences in implicit cognition: The Implicit Association Task. Journal of Personality and Social Psychology, 74, 1464-1480.
46. Greenwald, A. G., Poehlman, T. A., Uhlmann, E. L., & Banaji, M. R. (2009). Understanding and using the Implicit Association Test: III. Meta-analysis of predictive validity. Journal of Personality and Social Psychology, 97, 17-41.
47. Heider, F. (1958). The psychology of interpersonal relations. New York: Wiley.
48. Horcajo, J., Petty, R. E., & Briñol, P. (in press). The effects of majority versus minority source status on persuasion: A self-validation approach. Journal of Personality and Social Psychology, 98.
49. James, W. (1890). Principles of psychology. Chicago: Encyclopedia Britannica.
50. Khilstrom, J. F. (2004). Implicit methods in social psychology. In C. Sansone, C. C. Morf, & A. T. Panter (Eds.), The Sage handbook of methods in social psychology (pp. 195-212). Thousand Oaks, CA: Sage Publications.
51. Killeya, L.A., & Johnson, B.T. (1998). Experimental induction of biased systematic processing: The directed-thought technique. Personality and Social Psychology Bulletin, 24, 17-33.
52. Kleine, R. E., III, Kleine, S. S., & Kernan, J. B. (1993). Mundane consumption and the self: A social identity perspective. Journal of Consumer Psychology, 2, 209-235.
53. Kruglanski, A. W. (1989). Lay epistemics and human knowledge: Cognitive and motivational bases. New York: Plenum Press.
54. Lane, K. A., Banaji, M. R., Nosek, B. A., & Greenwald, A. G. (2007). Understanding and using the Implicit Association Test: IV. What we know (so far). In B. Wittenbrink, & N. S. Schwarz (Eds.), Implicit measures of attitudes: Procedures and controversies (pp. 59-102). New York: Guilford Press.
55. Langer, T., Walther, E., Gawronski, B., & Blank, H. (2009). When linking is stronger than thinking: Associative transfer of valence disrupts the emergence of cognitive balance after attitude change. Journal of Experimental Social Psychology, 45, 1232-1237.
56. Maio, G. R., Haddock, G., Watt, S. E., & Hewstone, M. (2009). Implicit measures in applied contexts: An illustrative examination of antiracism advertising. In R. E. Petty, R. H. Fazio, & P. Briñol (Eds.), Attitudes: Insights from the new implicit measures (pp. 327-357). New York: Psychology Press.
57. Maison, D., Greenwald, A. G., & Bruin, R. H. (2004). Predictive validity of the Implicit Association Test in studies of brands, consumer attitudes, and behavior. Journal of Consumer Psychology, 14, 405-415.
58. 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: Erlbaum.
59. Moscovici, S., Mucchi-Faina, A., & Maass, A. (1994). Minority influence. Chicago: Nelson-Hall.
60. Mugny, G., & Pérez, J. (1991). The social psychology of minority influence. Cambridge: Cambridge University Press.
61. Nosek, B. A., Greenwald, A. G., & Banaji, M. R. (2005). Understanding and using the Implicit Association Test: II. Method variables and construct validity. Personality and Social Psychology Bulletin, 31, 166-180.
62. Nosek, B. A., Greenwald, A. G., & Banaji, M. R. (2007). The Implicit Association Test at age 7: A methodological and conceptual review. In J. A. Bargh (Ed.), Automatic processes in social thinking and behaviour (pp. 265-292). New York: Psychology Press.
63. Olson, M. A., Fazio, R. H. (2001). Implicit attitude formation through classical conditioning. Psychological Science, 12, 413-417.
64. Olson, M. A., Fazio, R. H. (2004). Reducing the influence of extra personal associations on the Implicit Association Test: Personalizing the IAT. Journal of Personality and Social Psychology, 86, 653-667.
65. Ottaway, S. A., Hayden, D. C., & Oakes, M. A. (2001). Implicit attitudes and racism: Effects of word familiarity and frequency on the implicit association test. Social Cognition, 19, 97-144.
66. Park, J., Felix, K., & Lee, G. (2007). Implicit attitudes toward Arab-Muslims and the moderating effects of social information. Basic and Applied Social Psychology, 29, 35-35.
67. Perkins, A., Forehand, M., Greenwald, A. G., & Maison, D. (2008). Measuring the non-conscious: Implicit social cognition on consumer behavior. In C. Haugtvedt, P. Herr, & F. Kardes (Eds.), Handbook of consumer psychology (pp. 461-475). Hillsdale, NJ: Lawrence Erlbaum Associates.
68. Petty, R. E. & Briñol, P. (2010). Attitude structure and change: Implications for implicit measures. In B. Gawronski & B. K. Payne (Eds.), Handbook of implicit social cognition: Measurement, theory, and applications (pp. 335-352). New York: Guilford Press.
69. Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and persuasion: Classics and contemporary approaches. Dubuque, IA: Win. C. Brown.
70. Petty, R. E., & Cacioppo, J. T. (1984). The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion. Journal of Personality and Social Psychology, 46, 69-81.
71. Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer-Verlag.
72. Petty, R. E., & Krosnick, J. A. (1995). Attitude strength: Antecedents and consequences. Mahwah, NJ: Erlbaum Associates.
73. Petty, R. E., & Wegener, D. T. (1998). Attitude change: Multiple roles for persuasion variables. In D. Gilbert, S. Fiske, & G. Lindzey (Eds.), The handbook of social psychology, 4th ed., Vol. 1 (pp. 323-390). New York: McGraw-Hill.
74. Petty, R. E., & Wegener, D. T. (1999). The elaboration likelihood model: Current status and controversies. In S. Chaiken & Y. Trope (Eds.), Dual process theories in social psychology (pp. 41-72). New York: Guilford Press.
75. Petty, R. E., Briñol, P., & Tormala, Z. L. (2002). Thought confidence as a determinant of persuasion: The self-validation hypothesis. Journal of Personality and Social Psychology, 82, 722-741.
76. Petty, R. E., DeMarree, K. G., Briñol, P., Horcajo, J., & Strathman, A. J. (2008). Need for cognition can magnify or attenuate priming effects in social judgment. Personality and Social Psychology Bulletin, 34, 900-912.
77. Petty, R. E., Fazio, R. H., & Briñol, P. (Eds.) (2009a). Attitudes: Insights from the new implicit measures. New York: Psychology Press.
78. Petty, R. E., Fazio, R. H., & Briñol, P. (2009b). The new implicit measures: An overview. In R. E. Petty, R. H. Fazio, & P. Briñol (Eds.). Attitudes: Insights from the new implicit measures (pp. 3-18). New York: Psychology Press.
79. Petty, R. E., Haugtvedt, C., & Smith, S. M. (1995). Elaboration as a determinant of attitude strength: Creating attitudes that are persistent, resistant, and predictive of behavior. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences (pp. 93-130). Mahwah, NJ: Erlbaum.
80. Petty, R. E., Tormala, Z. L., Briñol, P., & Jarvis, W. B. G. (2006). Implicit ambivalence from attitude change: An exploration of the PAST Model. Journal of Personality and Social Psychology, 90, 21-41.
81. Petty, R. E., Wheeler, S. C., & Tormala, Z. L. (2003). Persuasion and attitude change. In T. Millon & M. J. Lerner (Eds.), Handbook of psychology, Vol. 5: Personality and social psychology (pp. 353-382). Hoboken, NJ: John Wiley & Sons.
82. Plessner, H., Wänke, M., Harr, T., & Friese, M. (2004). Implicit consumer attitudes and their influence on brand choice. Unpublished manuscript.
83. Rucker, D. D., & Petty, R. E. (2004). When resistance is futile: Consequences of failed counterarguing on attitude certainty. Journal of Personality and Social Psychology, 86, 219-235.
84. Rucker, D. D., Petty, R. E., & Briñol, P. (2008). What's in a frame anyway? A meta-cognitive analysis of the impact of one versus two sided message framing on attitude certainty. Journal of Consumer Psychology, 18, 137-149.
85. Rydell, R. J., & McConnell, A. R. (2006). Understanding implicit and explicit attitude change: A systems of reasoning analysis. Journal of Personality and Social Psychology, 91, 995-1008.
86. Rydell, R. J., McConnell, A. R., Strain, L. M., Claypool, H. M., & Hugenberg, K. (2007). Implicit and explicit attitudes respond differently to increasing amounts of counterattitudinal information. European Journal of Social Psychology, 37, 867-878.
87. Smith, S. M., Haugtvedt, C. P., & Petty, R. E. (1994). Need for cognition and the effects of repeated expression on attitude accessibility and extremity. Advances in Consumer Research, 21, 234-237.
88. Staats, A. W., & Staats, C. (1958). Attitudes established by classical conditioning. Journal of Abnormal and Social Psychology, 67, 159-167.
89. Teachman, B. A., & Woody, S. R. (2003). Automatic processing in spider phobia: Implicit fear associations over the course of treatment. Journal of Abnormal Psychology, 112, 100-109.
90. Tesser, A. (1978). Self-generated attitude change. In L. Berkowitz (Ed.), Advances in experimental social psychology, Vol. 11 (pp. 289-338). New York: Academic Press.
91. Tormala, Z. L., & Petty, R. E. (2002). What doesn't kill me makes me stronger: The effects of resisting persuasion on attitude certainty. Journal of Personality and Social Psychology, 83, 1298-1313.
92. Tormala, Z. L., Briñol, P., & Petty, R. E. (2004). Hidden effects of persuasion. Advances in Consumer Research, 31, 75-76.
93. Walther, E. (2002). Guilty by mere association: Evaluative conditioning and the spreading attitude effect. Journal of Personality and Social Psychology, 82, 919-934.
94. Walther, E., & Trasselli, C. (2003). I like her, because I like myself: Self-evaluation as a source of interpersonal attitudes. Experimental Psychology, 50, 239-246.
95. Wicklund, R. A., & Gollwitzer, P. M. (1982). Symbolic self-completion. Hillsdale, NJ: Lawrence Erlbaum.
96. Wittenbrink, B., & Schwarz, N. (Eds.). (2007). Implicit measures of attitudes. New York: Guilford Press.
97. Zajonc, R. B. (1968) Attitudinal effects of mere exposure. Journal of Personality and Social Psychology, 9, Monograph supplement No. 2, Part 2.