Fragile enhancement of attitudes and intentions following difficult decisions

Journal of Consumer Research

Volumn 37, Issue 4, 2010, Pages 584-598

  Litt, Ab ^a   Tormala, Zakary L ^a  

^a STANFORD UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 78649937360     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/653494     Document Type: Article

References (63)

1. Abelson, Robert P. (1995), "Attitude Extremity," in Petty and Krosnick 1995, 25-41.
2. Ahluwalia, Rohini (2002), "How Prevalent Is the Negativity Effect in Consumer Environments?" Journal of Consumer Research, 29 (September), 270-79.
3. Alter, Adam L. and Daniel M. Oppenheimer (2009), "Uniting the Tribes of Fluency to Form a Metacognitive Nation," Personality and Social Psychology Review, 13 (August), 219-35.
4. Anderson, Rolph E. (1973), "Consumer Dissatisfaction: The Effect of Disconfirmed Expectancy on Perceived Product Performance," Journal of Marketing Research, 10 (February), 38-44.
5. Bassili, John N. and Jean-Paul Roy (1998), "On the Representation of Strong and Weak Attitudes about Policy in Memory," Political Psychology, 21 (December), 107-32.
6. Bem, Daryl J. (1972), "Self-Perception Theory," in Advances in Experimental Social Psychology, Vol. 6, ed. Leonard Berkowitz, New York: Academic Press, 1-62.
7. Blankenship, Kevin L. and Duane T. Wegener (2008), "Opening the Mind to Close It: Considering a Message in Light of Important Values Increases Message Processing and Later Resistance to Change," Journal of Personality and Social Psychology, 94 (2), 196-213.
8. Brehm, Jack W. (1956), "Postdecision Changes in the Desirability of Choice Alternatives," Journal of Abnormal and Social Psychology, 52 (May), 384-89.
9. Chaiken, Shelly and Durairaj Maheswaran (1994), "Heuristic Processing Can Bias Systematic Processing: Effects of Source Credibility, Argument Ambiguity, and Task Importance on Attitude Judgment," Journal of Personality and Social Psychology, 66 (March), 460-73.
10. Chen, M. Keith (2008), "Rationalization and Cognitive Dissonance: Do Choices Affect or Reflect Preferences?" Cowles Foundation Discussion Paper no. 1669, Yale University, New Haven, CT 06511.
11. Chen, M. Keith and Jane L. Risen (2009), "Is Choice a Reliable Predictor of Choice? A Comment on Sagarin and Skowronski," Journal of Experimental Social Psychology, 45 (February), 425-27.
12. Clark, Jason K., Duane T. Wegener, and Leandre R. Fabrigar (2008), "Attitudinal Ambivalence and Message-Based Persuasion: Motivated Processing of Proattitudinal Information and Avoidance of Counterattitudinal Information," Personality and Social Psychology Bulletin, 34 (April), 565-77.
13. Clarkson, Joshua J., Zakary L. Tormala, and Derek D. Rucker (2008), "A New Look at the Consequences of Attitude Certainty: The Amplification Hypothesis," Journal of Personality and Social Psychology, 95 (October), 810-25.
14. Cooper, Joel and Russell H. Fazio (1984), "A New Look at Dissonance Theory," in Advances in Experimental Social Psychology, Vol. 17, ed. Leonard Berkowitz, New York: Academic Press, 229-66.
15. Festinger, Leon (1957), A Theory of Cognitive Dissonance, Stanford, CA: Stanford University Press.
16. Gill, Michael J., William B. Swann Jr., and David H. Silvera, (1998), "On the Genesis of Confidence," Journal of Personality and Social Psychology, 75 (November), 1101-14.
17. Greenwald, Anthony G. and David L. Ronis (1978), "Twenty Years of Cognitive Dissonance: Case Study of the Evolution of a Theory," Psychological Review, 85 (January), 53-57.
18. Haddock, Geoffrey, Alexander J. Rothman, Rolf Reber, and Norbert Schwarz (1999), "Forming Judgments of Attitude Certainty, Intensity, and Importance: The Role of Subjective Experience," Personality and Social Psychology Bulletin, 25 (July), 771-82.
19. Harmon-Jones, Eddie (2002), "A Cognitive Dissonance Theory Perspective on Persuasion," in The Persuasion Handbook: Developments in Theory and Practice, ed. James P. Dillard and Michael Pfau, Hillsdale, NJ: Erlbaum, 99-116.
20. Harmon-Jones, Eddie, David M. Amodio, and Cindy Harmon-Jones (2009), "Action-Based Model of Dissonance: A Review, Integration, and Expansion of Conceptions of Cognitive Conflict," in Advances in Experimental Social Psychology, Vol. 41, ed. Mark P. Zanna, New York: Academic Press, 119-66.
21. Harmon-Jones, Eddie and Cindy Harmon-Jones (2002), "Testing the Action-Based Model of Cognitive Dissonance: The Effect of Action Orientation on Postdecisional Attitudes," Personality and Social Psychology Bulletin, 28 (June), 711-23.
22. Haugtvedt, Curtis P. and Richard E. Petty (1992), "Personality and Persuasion: Need for Cognition Moderates the Persistence and Resistance of Attitude Changes," Journal of Personality and Social Psychology, 63 (August), 308-19.
23. Henderson, Marlone D., Yaël de Liver, and Peter M. Gollwitzer (2008), "The Effects of an Implemental Mind-Set on Attitude Strength," Journal of Personality and Social Psychology, 94 (March), 396-411.
24. Johnson, Blair T. and Alice H. Eagly (1989), "Effects of Involvement on Persuasion: A Meta-analysis," Psychological Bulletin, 106 (September), 290-314.
25. Krosnick, Jon A. and Richard E. Petty (1995), "Attitude Strength: An Overview," in Petty and Krosnick 1995, 1-24.
26. Lavine, Howard, Joseph W. Huff, Stephen H. Wagner, and Donna Sweeney (1998), "The Moderating Influence of Attitude Strength on the Susceptibility to Context Effects in Attitude Surveys," Journal of Personality and Social Psychology, 75 (August), 359-73.
27. Lieberman, Matthew D., Kevin N. Ochsner, Daniel T. Gilbert, and Daniel L. Schacter (2001), "Do Amnesics Exhibit Cognitive Dissonance Reduction? The Role of Explicit Memory and Attention in Attitude Change," Psychological Science, 12 (March), 135-40.
28. Litt, Ab, Chris Eliasmith, and Paul Thagard (2008), "Neural Affective Decision Theory: Choices, Brains, and Emotions," Cognitive Systems Research, 9 (October), 252-73.
29. Lydon, John, Mark P. Zanna, and Michael Ross (1988), "Bolstering Attitudes by Autobiographical Recall: Attitude Persistence and Selective Memory," Personality and Social Psychology Bulletin, 14 (March), 78-86.
30. Lyubomirsky, Sonja and Lee Ross (1999), "Changes in Attractiveness of Elected, Rejected, and Precluded Alternatives: A Comparison of Happy and Unhappy Individuals," Journal of Personality and Social Psychology, 76 (June), 988-1007.
31. Maio, Gregory R., David W. Bell, and Victoria M. Esses (1996), "Ambivalence and Persuasion: The Processing of Messages about Immigrant Groups," Journal of Experimental Social Psychology, 32 (November), 513-36.
32. Martin, Robin, Miles Hewstone, and Pearl Y. Martin (2003), "Resistance to Persuasive Messages as a Function of Majority and Minority Source Status," Journal of Experimental Social Psychology, 39 (November), 585-93.
33. McGuire, William J. (1964), "Inducing Resistance to Persuasion: Some Contemporary Approaches," in Advances in Experimental Social Psychology, Vol. 1, ed. Leonard Berkowitz, New York: Academic Press, 191-229.
34. Mellers, Barbara A., Alan Schwartz, Katty Ho, and Ilana Ritov (1997), "Decision Affect Theory: Emotional Reactions to the Outcomes of Risky Options," Psychological Science, 8 (November), 423-29.
35. Nordgren, Loran F., Frenk van Harreveld, and Joop van der Pligt (2006), "Ambivalence, Discomfort, and Motivated Informa tion Processing," Journal of Experimental Social Psychology, 42 (March), 252-58.
36. Petrocelli, John V., Zakary L. Tormala, and Derek D. Rucker (2007), "Unpacking Attitude Certainty: Attitude Clarity and Attitude Correctness," Journal of Personality and Social Psychology, 92 (January), 30-41.
37. Petty, Richard E. and John T. Cacioppo (1979), "Issue Involvement Can Increase or Decrease Persuasion by Enhancing Message-Relevant Cognitive Responses," Journal of Personality and Social Psychology, 37 (October), 1915-26.
38. - (1986), "The Elaboration Likelihood Model of Persuasion," in Advances in Experimental Social Psychology, Vol. 19, ed. Leonard Berkowitz, New York: Academic Press, 123-205.
39. Petty, Richard E., Curtis P. Haugtvedt, and Stephen M. Smith (1995), "Message Elaboration as a Determinant of Attitude Strength," in Petty and Krosnick 1995, 93-130.
40. Petty, Richard E. and Jon A. Krosnick, eds. (1995), Attitude Strength: Antecedents and Consequences, Hillsdale, NJ: Erlbaum.
41. Petty, Richard E., Zakary L. Tormala, Pablo Briñol, and W. Blair G. Jarvis (2006), "Implicit Ambivalence from Attitude Change: An Exploration of the PAST Model," Journal of Personality and Social Psychology, 90 (January), 21-41.
42. Petty, Richard E., Zakary L. Tormala, Chris Hawkins, and Duane T. Wegener (2001), "Motivation to Think and Order Effects in Persuasion: The Moderating Role of Chunking," Personality and Social Psychology Bulletin, 27 (March), 332-44.
43. Petty, Richard E., S. Christian Wheeler, and Zakary L. Tormala (2003), "Persuasion and Attitude Change," in Handbook of Psychology: Personality and Social Psychology, Vol. 5, ed. Theodore Millon and Melvin J. Lerner, Hoboken, NJ: Wiley, 353-82.
44. Pham, Michel T. and A. V. Muthukrishnan (2002), "Search and Alignment in Judgment Revision: Implications for Brand Positioning," Journal of Marketing Research, 39 (February), 18-30.
45. Pomerantz, Eva M., Shelly Chaiken, and Rosalind S. Tordesillas (1995), "Attitude Strength and Resistance Processes," Journal of Personality and Social Psychology, 69 (3), 408-19.
46. Priester, Joseph R. 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.
47. Rucker, Derek D., Richard E. Petty, and Pablo Briñol (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 (April), 137-49.
48. Sagarin, Brad J. and John J. Skowronski (2009a), "The Implications of Imperfect Measurement for Free-Choice Carry-Over Effects: Reply to M. Keith Chen's (2008) 'Rationalization and Cognitive Dissonance: Do Choices Affect or Reflect Preferences?'" Journal of Experimental Social Psychology, 45 (February), 421-23.
49. - (2009b), "In Pursuit of the Proper Null: Reply to Chen and Risen (2009)," Journal of Experimental Social Psychology, 45 (February), 428-30.
50. Seymour, Ben and Samuel M. McClure (2008), "Anchors, Scales and the Relative Coding of Value in the Brain," Current Opinion in Neurobiology, 18 (April), 173-78.
51. Shultz, Thomas R. and Mark R. Lepper (1996), "Cognitive Dissonance Reduction as Constraint Satisfaction," Psychological Review, 103 (April), 219-40.
52. Shultz, Thomas R., Elène Léveillé, and Mark R. Lepper (1999), "Free Choice and Cognitive Dissonance Revisited: Choosing 'Lesser Evils' versus 'Greater Goods'," Personality and Social Psychology Bulletin, 25 (January), 40-48.
53. Simmons, Joseph P. and Leif D. Nelson (2006), "Intuitive Confidence: Choosing between Intuitive and Nonintuitive Alternatives," Journal of Experimental Psychology: General, 135 (August), 409-28.
54. Tormala, Zakary L. and Victoria L. DeSensi (2008), "The Perceived Informational Basis of Attitudes: Implications for Subjective Ambivalence," Personality and Social Psychology Bulletin, 34 (February), 275-87.
55. Tormala, Zakary L. and Richard E. Petty (2004a), "Resistance to Persuasion and Attitude Certainty: The Moderating Role of Elaboration," Personality and Social Psychology Bulletin, 30 (November), 1446-57.
56. - (2004b), "Source Credibility and Attitude Certainty: A Metacognitive Analysis of Resistance to Persuasion," Journal of Consumer Psychology, 14 (4), 427-42.
57. Tormala, Zakary L., Richard E. Petty, and Pablo Briñol (2002), "Ease of Retrieval Effects in Persuasion: A Self-Validation Analysis," Personality and Social Psychology Bulletin, 28 (December), 1700-1712.
58. Tormala, Zakary L. and Derek D. Rucker (2007), "Attitude Certainty: A Review of Past Findings and Emerging Perspectives," Social and Personality Psychology Compass, 1 (November), 469-92.
59. Vroom, Victor H. and Edward L. Deci (1971), "The Stability of Post-Decision Dissonance: A Follow-up Study of the Job Attitudes of Business School Graduates," Organizational Behavior and Human Performance, 6 (January), 36-49.
60. White, Gregory L. and Harold B. Gerard (1981), "Post-Decision Evaluation of Choice Alternatives as a Function of Valence of Alternatives, Choice and Expected Delay of Choice Consequences," Journal of Research in Personality, 15 (September), 371-82.
61. Wicklund, Robert A. and Jack W. Brehm (1976), Perspectives on Cognitive Dissonance, Hillsdale, NJ: Erlbaum.
62. Wood, Wendy, Nancy Rhodes, and Michael Biek (1995), "Working Knowledge and Attitude Strength: An Information-Processing Analysis," in Petty and Krosnick 1995, 283-313.
63. Zanna, Mark P. and Joel Cooper (1974), "Dissonance and the Pill: An Attributional Approach to Studying the Arousal Properties of Dissonance," Journal of Personality and Social Psychology, 29 (May), 703-9.