Attitudes And Persuasion: Classic And Contemporary Approaches

by Petty,Richard E

• ISBN13: 9780813330051
• ISBN10: 081333005X
• Edition: Reprint
• Format: Nonspecific Binding
• Copyright: 1996-01-26
• Publisher: Routledge

Summary

This classic text surveys a number of different theoretical approaches to the related phenomena of attitude and belief change. These theories are grouped into seven major approaches, each presented and evaluated in a separate chapter. Each contributes in an important way to a complete understanding of the persuasion process. Appropriate for both upper level undergraduates and graduates in the social sciences.

Author Biography

Richard E. Petty and John T. Cacioppo are professors of psychology at Ohio State University. Richard E. Petty and John T. Cacioppo are professors of psychology at Ohio State University.

Table of Contents

Foreword	xiii
Preface	xv
Acknowledgments	xvii
Introduction to Attitudes and Persuasion	3	(36)
What is an Attitude?	6	(1)
Why Do People Have Attitudes?	7	(2)
How Are Attitudes Measured?	9	(13)
Direct Procedures	9	(7)
Indirect Procedures	16	(6)
Direct versus Indirect Assessment of Attitudes	22	(1)
Do Attitudes Predict Behaviors?	22	(7)
What Kinds of Attitudes Predict Behaviors?	23	(5)
What Other Variables Enhance Behavioral Prediction?	28	(1)
How Is Attitude Change Studied Experimentally?	29	(6)
Conceptual and Operational Levels of Research	30	(1)
The Validity of the Attitude Change Experiment	31	(3)
Evaluating a Theory	34	(1)
The Approaches to Persuasion	35	(1)
Retrospective	36	(3)
Conditioning and Modeling Approaches	39	(20)
Classical Conditioning	40	(7)
Classical Conditioning of Attitudes	40	(3)
Demand Characteristics and Contingency Awareness	43	(4)
Operant Conditioning	47	(4)
Operant Conditioning of Attitudes	47	(2)
Two-factor Theory of Verbal Conditioning	49	(2)
Observational Learning	51	(3)
Vicarious Classical Conditioning	54	(2)
Evaluation	56	(1)
Retrospective	56	(3)
The Message-learning Approach	59	(36)
Skills Learning as a Model for Persuasion	59	(1)
Determinants of Attitude Change in Persuasive Communications	60	(33)
Source Factors	61	(8)
Message Factors	69	(11)
Recipient Factors	80	(5)
Channel Factors	85	(2)
The Persistence of Attitude Change	87	(6)
Retrospective	93	(2)
Judgmental Approaches	95	(30)
Adaptation Level Approach	95	(4)
The Social Judgment---Involvement Approach	99	(11)
Communication Discrepancy	105	(2)
Ego Involvement	107	(2)
Evaluation of Social Judgment Theory	109	(1)
The Variable Perspective Approach	110	(12)
Indirect Influence	115	(2)
Unresolved Issues in Perspective Theory	117	(3)
Comparisons of Approaches: Perception versus Description	120	(2)
Retrospective	122	(3)
Motivational Approaches	125	(38)
Cognitive Elements and Systems	125	(1)
The Motive to Maintain Cognitive Consistency	126	(1)
Balance Theory	127	(6)
Terminology	127	(1)
Determining Imbalance in a Cognitive System	128	(1)
Consequences of Imbalance	128	(1)
Empirical Research	129	(4)
Congruity Theory	133	(4)
The Domain of Congruity Theory	134	(1)
Determining and Resolving Disequilibrium (Incongruity)	134	(1)
The Mathematics of Congruity Theory	135	(1)
Empirical Research	135	(2)
Cognitive Dissonance Theory	137	(15)
Effects of Cognitive Dissonance	138	(1)
Effect of Disconfirming an Important Belief	139	(1)
Dissonance and the Decision Process	140	(2)
Insufficient Justification	142	(3)
Necessary Conditions for Dissonance Arousal	145	(3)
Temporal Characteristics of Dissonance Reduction	148	(1)
The Nature of Cognitive Dissonance	148	(4)
Impression Management Theory	152	(3)
Psychological Reactance Theory	155	(5)
What Does It Take to Arouse Reactance?	156	(1)
Consequences of the Arousal of Reactance	157	(3)
Retrospective	160	(3)
Attributional Approaches	163	(20)
Self-perception Theory	165	(5)
The Foot-in-the-door Effect	167	(2)
Overjustification Effects	169	(1)
Effects of Internal Sensations on Self-perception and Attitudes: Dissonance versus Self-perception	170	(4)
Effects of Ambiguous Internal Cues on Attitudes	174	(3)
Emotional Plasticity	174	(1)
Effects of Bogus Physiological Feedback	175	(2)
Recipients' Attribution Regarding the Cause of a Communicator's Behavior	177	(3)
Retrospective	180	(3)
Combinatory Approaches	183	(30)
Probabilogical Approaches to Belief Change	184	(9)
The Theory of Reasoned Action	193	(11)
Attitude	194	(2)
Subjective Norm	196	(1)
Behavioral Intention	197	(1)
Behavior	198	(2)
Summary of the Theory	200	(1)
Changing Beliefs, Attitudes, Norms, Intentions, and Behaviors	200	(4)
Information Integration Theory (Cognitive Algebra)	204	(7)
Retrospective	211	(2)
Self-persuasion Approaches	213	(42)
The Role-playing Approach: Active Participation versus Passive Exposure	213	(7)
The Persistence of Attitude Changes Produced by Role Playing	216	(1)
Why Is Role Playing So Effective?	216	(3)
Can Dissonance Theory Account for Role-playing Effects?	219	(1)
Mere Thought as a Determinant of Attitude Polarization	220	(5)
Empirical Research on Mere Thought	221	(2)
Other Determinants of Mere Thought	223	(2)
The Cognitive Response Approach to Persuasion	225	(26)
Premessage Inductions That Produce Resistance to Persuasion	226	(6)
Premessage Inductions That Affect the Motivation to Process a Message	232	(6)
Effects of Message, Context, and Recipient Inductions	238	(10)
The Postmessage Persistence of Persuasion	248	(3)
Evaluation of Self-persuasion Approaches	251	(1)
Retrospective	252	(3)
Epilog: A General Framework for Understanding Attitude Change Processes	255	(16)
Central versus Peripheral Routes to Attitude Change	255	(7)
Anticipatory Attitude Changes	257	(1)
The Relative Importance of Source and Message Factors in Persuasion	258	(2)
The Relative Importance of Recipient and Message Factors in Persuasion	260	(2)
The Elaboration Likelihood Model	262	(6)
Motivation and Ability to Process the Message	263	(2)
Motivation and Ability to Think about the Issue	265	(1)
The Central Route: A Difficult Way to Change Attitudes	266	(1)
The Peripheral Route: Attitude Change without Issue-relevant Thinking	267	(1)
Retrospective	268	(3)
References	271	(30)
Author Index	301	(8)
Subject Index	309