Principles of Attitude Change: Principle 3 & 4 Flashcards
What is Principle 3?
Attitude change is partially dependent upon how the persuasive message matches aspects of the recipient and/or their attitude
Which of the 3 witches does Principle 3 relate to?
Content and Function
What was the link between self-monitoring and attitude function in a study by Snyder and DeBono?
High SM - Social adjustive attitudes = more persuaded by product image
Low SM - Value expressive attitudes = more persuaded by product quality
What was the effect of Affective/Cognitive information on affective/cognitive appeals as shown in Edwards’ study?
The order that positive affective or cognitive information affected the basis by which the participants formed their attitude about a new beverage. I.e If affective information came first, their attitude was affect-based and same for cognitive
What personality test did Hirsch investigate to predict message effectiveness?
The Big 5
What ID was The Big 5 also linked with according to Hirsch?
Motivation
What individual difference did Haddock, Maio et al. investigate to see the effect of cognitive and affective messaging?
Need for Affect and Need for Cognition
How did Fabrigar and Petty investigate the effect of matching on attitude change?
Ptps presented with EITHER +ive affective or cognitive info about a ‘Lemphur’ - attitude formation
After this they were presented with EITHER -ive affective or cognitive info - attitude change
Conditions were either matched or mismatched
Found greater attitude change attitude change cond (affective/cognitive) matched attitude formation cond
What factor did Mayer and Tormala find influenced the effectiveness of affective and cognitive appeals for a fictitious movie?
Gender;
Males = cognitive message (‘i think’) more effective
Females = affective message (‘I feel’) more effective
What was the result in Haddock, Maio et al’s study on Need for Affect and Need for Cognition study?
NFA; Those in high NFA were greatly influenced by affective message on the Lemphur whilst those in low NFA were not and slightly more influenced by the cognitive message (not sig)
NFC; Those in high NFC were influenced by cognitive message whilst those low NFC were more influenced by affective message (not sig)
What else did Haddock et al. investigate regarding NFA and NFC? How did they do this and what was the result?
How much they paid attention to the message.
Asked ptps questions about the content of the passage
NFA: More correct responses for affective appeal
NFC: more correct responses for cognitive appeal
What did Petty and Wegener find function matching makes ptps likely to do?
Scrutinize the message content
What did Petty and Wegener find when investigating the association between function matching and argument strength on message scrutiny?
The effect of argument quality is greater when the content of the message matched the participants attitude function
The effect of argument quality is weakened in the mismatched condition
What did Aquino et al investigate regarding NFA and NFC?
How it affects the way we evaluate other people
What two key dimensions of person perception did Aquino et al use to investigate how NFC/NFA people evaluate others?
Warmth and Competence
What was the result of Aquino et al’s study on NFC and NFA?
NFA = Attitude influenced by warm attributes
NFC = Attitude influenced by competence attributes
What real-life application did Kaptein et al use on the effect of function matching?
Ptps sent text messages to reduce snacking behaviour that either matched or mismatched their perception of what makes them susceptible to diff types of influence
Matched more successful in reducing behaviour than mismatched
What real-life application did Matz et al use on the effect of function matching?
Looked at facebook likes to infer ptp’s extraversion
ads placed on facebook page that either matched or mismatched their personality attribute
50% more likely to buy the product based on this
What is principle 4?
Attitude change can occur without our conscious awareness
When does subliminal messaging work?
When there’s a relevant goal we’re motivated to persue
How did Strahan investigate the role of subliminal messaging on persuasion?
Ptps told not to eat or drink 3 hours before
Ptp either primed or not; subliminal exposure to thirst words or neutral words
Given different cookies to drink and either given water or not
Measures how much water drank
Drank more for thirsty prime, especially when not given water initially
How did Karresman et al replicate Strahan et al’s study
Primed for brand names and manipulated thirst
Measures % choosing Lipton over an alt drink and intention to buy Lipton
Those primed and thirsty for lipton more likely chose Lipton and would intend to but it
If not thirsty and primed, would more likely choose it but not buy it
