Individual Versus Group Interest Violation: Surprise as a Determinant of Argument Scrutiny and Persuasion

Petty, Richard E.; Fleming, Monique A.; Priester, Joseph R.; Feinstein, Amy Harasty

doi:10.1521/soco.19.4.418.20758

Cited by 83 publications

(63 citation statements)

References 30 publications

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“…Research indicates that people are more likely to scrutinize messages from sources seen as less trustworthy [35–37]. Though we did not identify medical institutions as the source of BD information, coupling it with information about a new medical device may have made medical institutions more salient, thus leading to greater scrutiny of BD information among AA women, and indirectly linking BD information to intentions via its effects on attitudes.…”

Section: Discussionmentioning

confidence: 81%

Between-race differences in the effects of breast density information and information about new imaging technology on breast-health decision-making

Manning

Purrington

Penner

et al. 2016

Patient Education and Counseling

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Objectives Some US states have mandated that women be informed when they have dense breasts; however, little is known about how general knowledge about breast density (BD) affects related health decision-making. We examined the effects of BD information and imaging technology information on 138 African–American (AA) and European–American (EA) women’s intentions to discuss breast cancer screening with their physicians. Methods Women were randomly assigned to receive BD information and/or imaging technology information via 2 by 2 factorial design, and completed planned behavior measures (e.g., attitudes, intentions) related to BC screening. Results Attitudes mediated the effects of BD information, and the mediation was stronger for AA women compared to EA women. Effects were more robust for BD information compared to imaging technology information. Results of moderator analyses revealed suppressor effects of injunctive norms that were moderated by imaging technology information. Conclusion Information about BD favorably influences women’s intentions to engage in relevant breast health behaviors. Stronger attitude mediated-effects for AA women suggest greater scrutiny of BD information. Practice implications Since BD information may influence women’s intentions to discuss BC screening, strategies to effectively present BD information to AA women should be investigated given the likelihood of their increased scrutiny of BD information.

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Section: Discussionmentioning

confidence: 81%

Between-race differences in the effects of breast density information and information about new imaging technology on breast-health decision-making

Manning

Purrington

Penner

et al. 2016

Patient Education and Counseling

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“…Unfortunately, restrictions in the report of initial agreement with the message compared with the control groups for different levels of ability and motivation prevented us from examining this important question. However, a broader exploration of attitude change processes could do so.Cognitive conflict and persuasion-Past research has shown that cognitive conflict of the kind present in the sleeper effect can enhance issue-relevant thinking (e.g., Albarracín, 2002;Baker & Petty, 1994;Berlyne, 1965;Chaiken & Maheswaran, 1994;Eagly, Chaiken, & Wood, 1981;Jonas, Diehl, & Bromer, 1997;Maheswaran & Chaiken, 1991;Petty, Fleming, Priester, & Feinstein, 2001). Thus, receiving a discounting cue first and then receiving cogent arguments may lead communication recipients to engage in further elaboration of those arguments.…”

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confidence: 99%

The Sleeper Effect in Persuasion: A Meta-Analytic Review.

Kumkale¹,

Albarracín²

2004

Psychological Bulletin

254

197

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A meta-analysis of the available judgment and memory data on the sleeper effect in persuasion is presented. According to this effect, when people receive a communication associated with a discounting cue, such as a noncredible source, they are less persuaded immediately after exposure than they are later in time. Findings from this meta-analysis indicate that recipients of discounting cues were more persuaded over time when the message arguments and the cue had a strong initial impact. In addition, the increase in persuasion was stronger when recipients of discounting cues had higher ability or motivation to think about the message and received the discounting cue after the message. These results are discussed in light of classic and contemporary models of attitudes and persuasion.Persuasive messages are often accompanied by information that induces suspicions of invalidity. For instance, recipients of communications about a political candidate may discount a message coming from a representative of the opponent party because they do not perceive the source of the message as credible (e.g., Lariscy & Tinkham, 1999). Because the source of the political message serves as a discounting cue and temporarily decreases the impact of the message, recipients may not be persuaded by the advocacy immediately after they receive the communication. Over time, however, recipients of an otherwise influential message may recall the message but not the noncredible source and thus become more persuaded by the message at that time than they were immediately following the communication. The term sleeper effect has been used to denote such a delayed increase in persuasion observed when the discounting cue (e.g., noncredible source) becomes unavailable or "dissociated" from the communication in the memory of the message recipients (Hovland, Lumsdaine, & Sheffield, 1949). Because the sleeper effect concerns initial message impact, as well as recall of the information presented in the communication, the phenomenon has implications for broad models of persuasion, including early learning approaches (e.g., Hovland, Janis, & Kelley, 1953) as well as more recent conceptualizations, such as the heuristic-systematic model and the elaborationlikelihood model (Petty & Cacioppo, 1986;.The sleeper effect is counterintuitive because, generally, the impact of a persuasive communication is greater when one measures the effect closer to the presentation rather than farther away from the time of reception Eagly & Chaiken, 1993). As such, this phenomenon has stimulated a large amount of research about the possibility of increased persuasion over time, as well as the potential decrease and lack of longitudinal change in persuasion (for reviews, see Cook, Gruder, Hennigan, & Flay, 1979;Eagly & Chaiken, 1993). Moreover, if one can understand the conditions that elicit increases, decreases, and stability in persuasion, one should be able to explain the Copyright 2004 by the American Psychological Association, Inc.Correspondence concerning this art...

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“…1 There has recently been a noticeable shift in theoretical developments that recognizes that neither majorities nor minorities are associated exclusively with a particular process and that each source can be associated with systematic or non-systematic processing, and can lead to different outcomes, under different conditions (Brandstätter et al, 1991;Martin & Hewstone, 2003b). For example, several researchers have found that, contrary to conversion theory, a majority can lead to message processing, when the topic is high in outcome relevance (Crano & Chen, 1998;Trost, Maass, & Kenrick, 1992), when the source argues for a negative personal outcome (Baker & Petty, 1994;Martin & Hewstone, 2003b; see also Petty, Fleming, Priester, & Feinstein, 2001), when an experimental manipulation focuses attention on the source (Bohner, Frank &, Erb, 1998;De Dreu & De Vries, 1993) or on the content of the message , when the source position is invalidated (Brandstätter et al, 1991), or when attention is increased via ingestion of caffeine (Martin & Martin, 2006). This pattern of findings has led to a greater emphasis on contingency approaches, which specify that the processes involved in majority and minority influence are contingent upon some additional factors (e.g., conflict elaboration theory, Mugny et al, 1995;Pérez & Mugny, 1996; context/comparison model, Crano & Alvaro, 1998; and the source-position congruency model, Baker & Petty, 1994).…”

mentioning

confidence: 99%

Majority versus minority influence: the role of message processing in determining resistance to counter‐persuasion

Martin

Hewstone

Martin

2007

Euro J Social Psych

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Two experiments examined the extent to which attitudes changed following majority and minority influence are resistant to counter-persuasion. In both experiments participants' attitudes were measured after being exposed to two messages, delayed in time, which argued opposite positions (initial message and counter-message). In the first experiment, attitudes following minority endorsement of the initial message were more resistant to a second counter-message only when the initial message contained strong versus weak arguments. Attitudes changed following majority influence did not resist the second counter-message and returned to their pre-test level. Experiment 2 varied whether memory was warned (i.e., message recipients expected to recall the message) or not, to manipulate message processing. When memory was warned, which should increase message processing, attitudes changed following both majority and minority influence resisted the second counter-message. The results support the view that minority influence instigates systematic processing of its arguments, leading to attitudes that resist counter-persuasion. Attitudes formed following majority influence yield to counter-persuasion unless there is a secondary task that encourages message processing.

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Individual Versus Group Interest Violation: Surprise as a Determinant of Argument Scrutiny and Persuasion

Cited by 83 publications

References 30 publications

Between-race differences in the effects of breast density information and information about new imaging technology on breast-health decision-making

Between-race differences in the effects of breast density information and information about new imaging technology on breast-health decision-making

The Sleeper Effect in Persuasion: A Meta-Analytic Review.

Majority versus minority influence: the role of message processing in determining resistance to counter‐persuasion

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