Attitudes and Attitude Change

Chaiken, S; Stangor, C

doi:10.1146/annurev.ps.38.020187.003043

Cited by 518Social and Intergroup PsychologyChild and Adolescent Psychosocial and Emotional DevelopmentChild and Animal Learning Development

Attitudes and Attitude Change

Chaiken, S, Stangor, C·1987·Annual Review of Psychology

DOI 10.1146/annurev.ps.38.020187.003043

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Abstract

There is clear evidence that parents can and do influence children. There is equally clear evidence that children’s genetic makeup affects their own behavioral characteristics, and also influences the way they are treated by their parents. Twin and ...Read More

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Choosing an issue that is personally involving to the reasoner can encourage deep processing of contradictory information.
“One way to do it is through choosing an issue that is personally involving to the reasoner (Chaiken & Stangor, 1987;Tesser & Shaffer, 1990).”
From The role of anomalous data in knowledge acquisition: A theoretical framework and implications for science instruction. (1993) · cites this paper as Chaiken & Stangor, 1987

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Detecting and Explaining the Sleeper Effect
Hannah, D. B., & Sternthal, B. (1984) · Journal of Consumer Research · doi:10.1086/209000 · Cited by 61 · see citing works
A sociolinguistic approach to the belief-similarity model of racial attitudes
McKirnan, D. J., Smith, C. E., & Hamayan, E. V. (1983) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(83)90021-5 · Cited by 58 · see citing works
The Effects of Recipient Posture on Persuasion
Petty, R., Wells, G. L., Heesacker, M., Brock, T., & Cacioppo, J. (1983) · Personality and Social Psychology Bulletin · doi:10.1177/0146167283092004 · Cited by 58 · see citing works
Memory for persuasive messages: A test of a schema-copy-plus-tag model.
Schmidt, D. F., & Sherman, R. C. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.47.1.17 · Cited by 55 · see citing works
The meaning of normative processes for energy conservation
Midden, C. J. H., & Ritsema, B. S. M. (1983) · Journal of Economic Psychology · doi:10.1016/0167-4870(83)90044-2 · Cited by 51 · see citing works
Social influence by group members with minority opinions: A comparison of Hollander and Moscovici.
Bray, R. M., Johnson, D., & Chilstrom, J. T. (1982) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.43.1.78 · Cited by 50 · see citing works
Self-monitoring in communicative interactions: Social cognitive consequences of goal-directed message modification
McCann, C. D., & Hancock, R. D. (1983) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(83)90032-x · Cited by 49 · see citing works
Consistency and modification of judgment
Nemeth, C. J., & Wachtler, J. (1973) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(73)90063-2 · Cited by 47 · see citing works
The learning and utilization of contravaluant material.
JONES, E. E., & Aneshansel, J. (1956) · Journal of Abnormal & Social Psychology · doi:10.1037/h0044825 · Cited by 46 · see citing works
The Attitude-Memory Relationship After 40 Years: A Meta-analysis of the Literature
Roberts, J. V. (1985) · Basic and Applied Social Psychology · doi:10.1207/s15324834basp0603_3 · Cited by 44 · see citing works
Attitude accessibility following a self-perception process.
Fázio, R. H., Herr, P. M., & Olney, T. J. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.47.2.277 · Cited by 44 · see citing works
Balance Theory, The Jordan Paradigm, and The Wiest Tetrahedron
Insko, C. (1984) · Advances in experimental social psychology · doi:10.1016/s0065-2601(08)60143-4 · Cited by 42 · see citing works
Attitude accessibility following a self-perception process.
Fázio, R. H., Herr, P. M., & Olney, T. J. (1984) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.47.2.277 · Cited by 42 · see citing works
Strength and immediacy of sources: A meta-analytic evaluation of the forgotten elements of social impact theory.
Mullen, B. R. (1985) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.48.6.1458 · Cited by 39 · see citing works
Social Contingencies in the Attitude Model: A Test of Certain Interaction Hypotheses
Bagozzi, R. P., & Schnedlitz, P. (1985) · Social Psychology Quarterly · doi:10.2307/2786698 · Cited by 37 · see citing works
Rewriting History: The Biasing Effects of Attitudes on Memory
Read, S. J., & Rosson, M. B. (1982) · Social Cognition · doi:10.1521/soco.1982.1.3.240 · Cited by 33 · see citing works
In search of reliable persuasion effects: II. Associative interference and persistence of persuasion in a message-dense environment.
Baumgardner, M. H., Leippe, M. R., Ronis, D. L., & Greenwald, A. G. (1983) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.45.3.524 · Cited by 31 · see citing works
A comparison of six methods for assessing the importance of perceived consequences in behavioral decisions: Applications from attitude research
Jaccard, J. J., & Sheng, D. (1984) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(84)90009-x · Cited by 30 · see citing works
The Effects of Level of Moral Reasoning on Consistency Between Moral Attitudes and Related Behaviors
Rholes, W. S., & Bailey, S. (1983) · Social Cognition · doi:10.1521/soco.1983.2.1.32 · Cited by 29 · see citing works
Implicit Theories about Influence Style
Steffen, V. J., & Eagly, A. H. (1985) · Personality and Social Psychology Bulletin · doi:10.1177/0146167285112007 · Cited by 29 · see citing works
The informational basis of social judgments: Memory for integrated and nonintegrated trait descriptions
Burnstein, E., & Schul, Y. (1983) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(83)90004-5 · Cited by 28 · see citing works
Improving the effectiveness of persuasive communications: Matching message with functional profile
Spivey, W. A., Munson, J. M., & Locander, W. B. (1983) · Journal of Business Research · doi:10.1016/0148-2963(83)90032-2 · Cited by 25 · see citing works
Behavioural style and group cohesiveness as sources of minority influence
Wolf, S. (1979) · European Journal of Social Psychology · doi:10.1002/ejsp.2420090404 · Cited by 24 · see citing works
Self-persuasion and self-presentation as mediators of anticipatory attitude change.
McFarland, C., Ross, M., & Conway, M. A. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.46.3.529 · Cited by 23 · see citing works
Public Opinion and Capital Punishment: The Effects of Attitudes Upon Memory
Roberts, J. V. (1984) · Canadian Journal of Criminology · doi:10.3138/cjcrim.26.3.283 · Cited by 23 · see citing works
Group similarity, public self-awareness, and opinion extremity: A social projection explanation of deindividuation effects.
Orive, R. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.47.4.727 · Cited by 21 · see citing works
The influence of incentive-aroused ambivalence on overjustification effects in attitude change
Crano, W. D., & Sivacek, J. M. (1984) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(84)90017-9 · Cited by 20 · see citing works
Belief discrepant behavior and the bogus pipeline: Impression management or arousal attribution
Stults, D. M., Messé, L. A., & Kerr, N. L. (1984) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(84)90011-8 · Cited by 15 · see citing works
Effects of anxiety and depression on anagram performance, ratings of cognitive interference, and the negative subjective evaluation of performance
Zarantonello, M. M., Slaymaker, F. L., Johnson, J. E., & Petzel, T. P. (1984) · Journal of Clinical Psychology · doi:10.1002/1097-4679(198401)40:1 · Cited by 14 · see citing works
Effects of own attitude on polarization of judgment.
Römer, D. (1983) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.44.2.273 · Cited by 10 · see citing works
Consistency and Relativity in Selective Recall with Differing Ego‐Involvement
Spiro, R. J., & Sherif, C. W. (1975) · British Journal of Social and Clinical Psychology · doi:10.1111/j.2044-8260.1975.tb00191.x · Cited by 10 · see citing works
The informational basis of social judgements: Under what conditions are inconsistent trait descriptions processed as easily as consistent ones?
Schul, Y., Burnstein, E., & Martinez, J. (1983) · European Journal of Social Psychology · doi:10.1002/ejsp.2420130205 · Cited by 9 · see citing works
The Motivational Bases of Political Behavior: A New Concept and Measurement Procedure
Hooper, M. J. (1983) · Public Opinion Quarterly · doi:10.1086/268808 · Cited by 4 · see citing works

Flagged first, then by citations

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Sorted by citations

Multiple Processes by which Attitudes Guide Behavior: The Mode Model as an Integrative Framework
Fazio, R. H. (1990) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60318-4 · Cited by 2,002 · see citing works
Application of cognitive, skill-based, and affective theories of learning outcomes to new methods of training evaluation.
Kraiger, K., Ford, J. K., & Salas, E. (1993) · Journal of Applied Psychology · doi:10.1037/0021-9010.78.2.311 · Cited by 1,831 · see citing works
Measuring Attitude toward the Brand and Purchase Intentions
Spears, N., & Singh, S. N. (2004) · Journal of Current Issues & Research in Advertising · doi:10.1080/10641734.2004.10505164 · Cited by 1,812 · see citing works
How do self-attributed and implicit motives differ?
McClelland, D. C., Koestner, R., & Weinberger, J. L. (1989) · Psychological Review · doi:10.1037/0033-295x.96.4.690 · Cited by 1,691 · see citing works
The role of anomalous data in knowledge acquisition: A theoretical framework and implications for science instruction.
Chinn, C. A., & Brewer, W. F. (1993) · Review of Educational Research · doi:10.3102/00346543063001001 · Cited by 1,393 · see citing works
An Attitude Approach to the Prediction of Entrepreneurship
Robinson, P., Stimpson, D. V., Huefner, J. C., & Hunt, H. K. (1991) · Entrepreneurship Theory and Practice · doi:10.1177/104225879101500405 · Cited by 1,217 · see citing works
The effect of message framing on breast self-examination attitudes, intentions, and behavior.
Meyerowitz, B. E., & Chaiken, S. (1987) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.52.3.500 · Cited by 1,103 · see citing works
Self-citation
Attitudes and the Prediction of Behavior: A Meta-Analysis of the Empirical Literature
Kraus, S. J. (1995) · Personality and Social Psychology Bulletin · doi:10.1177/0146167295211007 · Cited by 1,613 · see citing works
Echo chambers online?: Politically motivated selective exposure among Internet news users
Garrett, R. K. (2009) · Journal of Computer-Mediated Communication · doi:10.1111/j.1083-6101.2009.01440.x · Cited by 1,040 · see citing works
Tourism motivation and expectation formation
Gnoth, J. (1997) · Annals of Tourism Research · doi:10.1016/s0160-7383(97)80002-3 · Cited by 1,020 · see citing works
“This recognition has helped severely shake dominant beliefs about the attitude paradigm ( Chaiken and Stangor 1987 ).”
Background
Progress In Small Group Research
Levine, J. M., & Moreland, R. L. (1990) · Annual Review of Psychology · doi:10.1146/annurev.ps.41.020190.003101 · Cited by 946 · see citing works
Research on Employee Recruitment: So Many Studies, So Many Remaining Questions
Breaugh, J. A., & Starke, M. L. (2000) · Journal of Management · doi:10.1177/014920630002600303 · Cited by 797 · see citing works
Toward an Understanding of the Behavioral Intention to Use an Information System
Jackson, C. M., Chow, S., & Leitch, R. A. (1997) · Decision Sciences · doi:10.1111/j.1540-5915.1997.tb01315.x · Cited by 757 · see citing works
Credibility and trust in risk communication
Renn, O., & Levine, D. (1991) · Springer eBooks · doi:10.1007/978-94-009-1952-5_10 · Cited by 731 · see citing works
Exploringthe Relationship Between Corporate Social Performance and Employer Attractiveness
Backhaus, K. B., Stone, B. A., & Heiner, K. W. (2002) · Business & Society · doi:10.1177/0007650302041003003 · Cited by 724 · see citing works
A Theoretical Assessment of the User-Satisfaction Construct in Information Systems Research
Melone, N. P. (1990) · Management Science · doi:10.1287/mnsc.36.1.76 · Cited by 705 · see citing works
Information Processing from Advertisements: Toward an Integrative Framework
MacInnis, D. J., & Jaworski, B. J. (1989) · Journal of Marketing · doi:10.1177/002224298905300401 · Cited by 653 · see citing works
An Impression-Driven Model of Candidate Evaluation
Lodge, M. G., McGraw, K. M., & Stroh, P. J. (1989) · American Political Science Review · doi:10.2307/1962397 · Cited by 651 · see citing works
What Do They Think and Feel about Growth? An Expectancy-Value Approach to Small Business Managers‘ Attitudes toward Growth
Wiklund, J., Davidsson, P., & Delmar, F. (2003) · Entrepreneurship Theory and Practice · doi:10.1111/1540-8520.00014 · Cited by 637 · see citing works
It's all about attitude: revisiting the technology acceptance model
Yang, H.-D., & Yoo, Y. (2004) · Decision Support Systems · doi:10.1016/s0167-9236(03)00062-9 · Cited by 578 · see citing works
Cooperative outcome interdependence, task reflexivity, and team effectiveness: A motivated information processing perspective.
Dreu, C. K. W. D. (2007) · Journal of Applied Psychology · doi:10.1037/0021-9010.92.3.628 · Cited by 501 · see citing works
“Group members may rely on the “consensus implies correctness” heuristic ( Chaiken & Stangor, 1987 ) to (rightly or wrongly) infer that the group has reached a correct decision, or they may use an “equal split is fair” heuristic to solve their conflicts of interest (Pruitt, 1981).”
Background
The role of attitude objects in attitude functions
Shavitt, S. (1990) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(90)90072-t · Cited by 491 · see citing works
“However, as Chaiken and Stangor (1987) noted, the functional approach to persuasion focuses on a different set of issues.”
Background
Positive mood and persuasion: Different roles for affect under high- and low-elaboration conditions.
Petty, R. E., Schumann, D. W., Richman, S. A., & Strathman, A. J. (1993) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.64.1.5 · Cited by 482 · see citing works
Minority influence: a meta-analytic review of social influence processes.
Wood, W., Lundgren, S. R., Ouellette, J. A., Busceme, S., & Blackstone, T. (1994) · Psychological bulletin · doi:10.1037/0033-2909.115.3.323 · Cited by 500 · see citing works
Why Are You Doing Things for the Environment? The Motivation Toward the Environment Scale (MTES)1
Pelletier, L. G., Tuson, K. M., Green‐Demers, I., Noels, K., & Beaton, A. M. (1998) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.1998.tb01714.x · Cited by 444 · see citing works
Theory of Planned Behavior: Potential Travelers from China
Lam, T., & Hsu, C. H. C. (2004) · Journal of Hospitality & Tourism Research · doi:10.1177/1096348004267515 · Cited by 421 · see citing works
“…Shimp & Kavas, 1984) and questioned the role of the subjective norm component in the model (Pomazal & Jaccard, 1976), TPB has been successfully applied in a wide variety of behavioral studies (Buttle & Bok, 1996; Chaiken & Stangor, 1987; Cialdini, Petty, & Cacioppo, 1981; Cooper & Croyle, 1984).”
Method
Using normative social influence to promote conservation among hotel guests
Schultz, W. P., Khazian, A. M., & Zaleski, A. C. (2008) · Social Influence · doi:10.1080/15534510701755614 · Cited by 407 · see citing works
Risk Information Seeking and Processing Model: A Meta-Analysis
Yang, J. Z., Aloe, A. M., & Feeley, T. H. (2014) · Journal of Communication · doi:10.1111/jcom.12071 · Cited by 386 · see citing works
The psychology of being "right": The problem of accuracy in social perception and cognition.
Kruglanski, A. W. (1989) · Psychological Bulletin · doi:10.1037/0033-2909.106.3.395 · Cited by 502 · see citing works
Which Response Format Reveals the Truth about Donations to a Public Good?
Brown, T. C., Champ, P. A., Bishop, R. C., & McCollum, D. W. (1996) · Land Economics · doi:10.2307/3146963 · Cited by 368 · see citing works
“Furthermore, the particular good at issue in a CV may act as a symbol for strongly felt moral concerns or core values, the expression of which is all the more desirable (see Chaiken and Stangor 1987; Blamey and Common, no date).”
Background
Comprehension's Role in Persuasion: The Case of Its Moderating Effect on the Persuasive Impact of Source Cues
Ratneshwar, S., & Chaiken, S. (1991) · Journal of Consumer Research · doi:10.1086/209240 · Cited by 413 · see citing works
Self-citation
Opportunity Recognition: An Exploratory Investigation of a Component of the Entrepreneurial Process in the Context of the Health Care Industry
McCline, R. L., Bhat, S., & Baj, P. (2000) · Entrepreneurship Theory and Practice · doi:10.1177/104225870002500205 · Cited by 366 · see citing works
Getting at the truth or getting along: Accuracy- versus impression-motivated heuristic and systematic processing.
Chen, S., Shechter, D., & Chaiken, S. (1996) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.71.2.262 · Cited by 340 · see citing works
“4 As Chaiken and Stangor (1987) argued, whether issue involvement instigates objective or biased processing depends on other factors such as prior commitments or vested interests in the issue.”
BackgroundSelf-citation
Extending the social information processing perspective: New links to attitudes, behaviors, and perceptions
Zalesny, M. D., & Ford, J. K. (1990) · Organizational Behavior and Human Decision Processes · doi:10.1016/0749-5978(90)90037-a · Cited by 341 · see citing works
“Attitude strength refers to the strength of the association that has been formed between an object and its evaluation (Chaiken & Stangor, 1987).”
Background
Alcoholism and memory: Broadening the scope of alcohol-expectancy research.
Goldman, M. S., Brown, S. A., Christiansen, B. A., & Smith, G. T. (1991) · Psychological Bulletin · doi:10.1037/0033-2909.110.1.137 · Cited by 339 · see citing works
An analysis of public opinion toward undocumented immigration
Espenshade, T. J., & Calhoun, C. A. (1993) · Population Research and Policy Review · doi:10.1007/bf01074385 · Cited by 328 · see citing works
Group members' reactions to opinion deviates and conformists at varying degrees of proximity to decision deadline and of environmental noise.
Kruglanski, A. W., & Webster, D. M. (1991) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.61.2.212 · Cited by 320 · see citing works
The Effects of Physiological Arousal on Information Processing and Persuasion
Sanbonmatsu, D. M., & Kardes, F. R. (1988) · Journal of Consumer Research · doi:10.1086/209175 · Cited by 317 · see citing works
“Chaiken, Shelly (1980), "Heuristic Versus Systematic Information Processing and the Use of Source Versus Message Cues in Persuasion," Journal of Personality and Social Psychology, 39 (November), 752-766. and Charles Stangor (1987), "Attitudes and Attitude Change," in Annual Review of Psychology, Vol. 38, eds.”
Background
Public opinion and heuristic processing of source cues
Mondak, J. J. (1993) · Political Behavior · doi:10.1007/bf00993852 · Cited by 313 · see citing works
Motivated information processing and group decision-making: Effects of process accountability on information processing and decision quality
Scholten, L., van Knippenberg, D., Nijstad, B. A., & Dreu, C. K. W. D. (2006) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2006.05.010 · Cited by 313 · see citing works
The Utility of Exemplars in Persuasive Communications
Brosius, H., & BATHELT, A. (1994) · Communication Research · doi:10.1177/009365094021001004 · Cited by 297 · see citing works
Mutual enhancement: Toward an understanding of the collective preference for shared information.
Wittenbaum, G. M., Hubbell, A. P., & Zuckerman, C. (1999) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.77.5.967 · Cited by 296 · see citing works
Determinants of Undergraduate Student Drop Out Rates in a University Business Studies Department
Bennett, R. (2003) · Journal of Further and Higher Education · doi:10.1080/030987703200065154 · Cited by 281 · see citing works
Source Cues and Policy Approval: The Cognitive Dynamics of Public Support for the Reagan Agenda
Mondak, J. J. (1993) · American Journal of Political Science · doi:10.2307/2111529 · Cited by 280 · see citing works
Metaphor and Politics
Mio, J. S. (1997) · Metaphor and Symbol · doi:10.1207/s15327868ms1202_2 · Cited by 272 · see citing works
The Interplay of Heuristic and Systematic Processing of Social Information
Bohner, G., Moskowitz, G. B., & Chaiken, S. (1995) · European Review of Social Psychology · doi:10.1080/14792779443000003 · Cited by 267 · see citing works
“Dewey (1938) suggested it is a process of inquiry, best described as the transformation of an indeterminate situation”
BackgroundSelf-citation
A feedback model to understand information system usage
Bajaj, A., & Nidumolu, S. R. (1998) · Information & Management · doi:10.1016/s0378-7206(98)00026-3 · Cited by 266 · see citing works
Peer influence groups: identifying dense clusters in large networks
Moody, J. W. (2001) · Social Networks · doi:10.1016/s0378-8733(01)00042-9 · Cited by 266 · see citing works
An analysis of public opinion toward undocumented immigration
Espenshade, T. J., & Calhoun, C. A. (1994) · Population Research and Policy Review · doi:10.1007/bf01080205 · Cited by 265 · see citing works
“7. This approach is also supported by social-psychological research on attitude formation (Kinder & Sears 1985; Chaiken & Stangor 1987; Fishbein & Ajzen 1975; Ajzen & Fishbein 1980).”
Result
Majority and minority influence: Source-position imbalance as a determinant of message scrutiny.
Baker, S. M., & Petty, R. E. (1994) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.67.1.5 · Cited by 263 · see citing works
Location, Location, Location: Insights for Advertising Placement on the Web
Shamdasani, P. N., Stanaland, A. J. S., & Tan, J. (2001) · Journal of Advertising Research · doi:10.2501/jar-41-4-7-21 · Cited by 253 · see citing works
Centrality in sociocognitive networks and social influence: An illustration in a group decision-making context.
Kameda, T., Ohtsubo, Y., & Takezawa, M. (1997) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.73.2.296 · Cited by 249 · see citing works
RECONSIDERING THE EMPLOYMENT INTERVIEW: A REVIEW OF RECENT LITERATURE AND SUGGESTIONS FOR FUTURE RESEARCH
Harris, M. M. (1989) · Personnel Psychology · doi:10.1111/j.1744-6570.1989.tb00673.x · Cited by 252 · see citing works
Why Do People Fail to Adopt Environmental Protective Behaviors? Toward a Taxonomy of Environmental Amotivation 1
Pelletier, L. G., Dion, S. C., Tuson, K. M., & Green‐Demers, I. (1999) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.1999.tb00122.x · Cited by 246 · see citing works
The Measurement of End-User Computing Satisfaction: Theoretical and Methodological Issues
Doll, W. J., & Torkzadeh, G. (1991) · MIS Quarterly · doi:10.2307/249429 · Cited by 239 · see citing works
The Differential Effects of Online Word-of-Mouth and Critics’ Reviews on Pre-release Movie Evaluation
Chakravarty, A., Yong, L., & Mazumdar, T. (2010) · Journal of Interactive Marketing · doi:10.1016/j.intmar.2010.04.001 · Cited by 238 · see citing works
Employee Recruitment
Breaugh, J. A. (2012) · Annual Review of Psychology · doi:10.1146/annurev-psych-113011-143757 · Cited by 236 · see citing works
Noncognitive Effects on Attitude Formation and Change: Fact or Artifact?
Fishbein, M., & Middlestadt, S. E. (1995) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp0402_05 · Cited by 219 · see citing works
Being Volunteered? The Impact of Social Participation and Pro-Social Attitudes on Volunteering
Janoski, T., Musick, M. A., & Wilson, J. (1998) · Sociological Forum · doi:10.1023/a:1022131525828 · Cited by 212 · see citing works
“6An extensive literature in sociology, social psychology, and political science points to the problematic nature of the causal relationship between attitudes and behavior ( Chaiken and Stagnor, 1987; Eagly and Chaiken, 1993; Fishbein and Ajzen, 1975; Liska, 1974).”
Categorising farming values as economic, conservation and lifestyle
Maybery, D. J., Crase, L., & Gullifer, C. (2004) · Journal of Economic Psychology · doi:10.1016/j.joep.2003.10.001 · Cited by 204 · see citing works
Risk communication: Towards a rational discourse with the public
Renn, O. (1992) · Journal of Hazardous Materials · doi:10.1016/0304-3894(92)85047-5 · Cited by 192 · see citing works
The primacy of morality in impression development: Theory, research, and future directions
Brambilla, M., Sacchi, S., Rusconi, P., & Goodwin, G. P. (2021) · Advances in experimental social psychology · doi:10.1016/bs.aesp.2021.03.001 · Cited by 188 · see citing works
PERCEIVED JOB CHARACTERISTICS AND JOB SATISFACTION: AN EXAMINATION OF RECIPROCAL CAUSATION
James, L. R., & Jones, A. P. (1980) · Personnel Psychology · doi:10.1111/j.1744-6570.1980.tb02167.x · Cited by 184 · see citing works
Resolving Conflicts Among Self-Evaluative Motives: Positive Experiences as a Resource for Overcoming Defensiveness
Yaacov Trope, B., & Pomerantz, E. M. (1998) · Motivation and Emotion · doi:10.1023/a:1023044625309 · Cited by 181 · see citing works
“Personal relevance of an attribute reflects the importance one attaches to possessing the attribute and its centrality to one's self-concept (see e.g., Chaiken & Stangor, 1987; Dunning, 1995; Linville & Carlston, 1994; Pelham, 1991; Sedikides, 1993; Sedikides & Strube, 1997; Tesser, 1988).”
Background
The Social and Political Implications of Moral Conviction
Skitka, L. J., & Morgan, G. S. (2014) · Political Psychology · doi:10.1111/pops.12166 · Cited by 187 · see citing works
Shaping the Route to Attitude Change: Central versus Peripheral Processing through Comparative versus Noncomparative Advertising
Dröge, C. (1989) · Journal of Marketing Research · doi:10.1177/002224378902600205 · Cited by 182 · see citing works
Antecedents and Consequences of Web Advertising Credibility: A Study of Consumer Response to Banner Ads
Choi, S. M., & Rifon, N. J. (2002) · Journal of Interactive Advertising · doi:10.1080/15252019.2002.10722064 · Cited by 248 · see citing works
A comparison of three models of attitude-behavior relationships in the studying behavior domain
Leone, L., Perugini, M., & Ercolani, A. P. (1999) · European Journal of Social Psychology · doi:10.1002/(sici)1099-0992(199903/05)29:2/3 · Cited by 170 · see citing works
Power relations in intergroup encounters: a case study of Jewish–Arab encounters in Israel
Maoz, I. (2000) · International Journal of Intercultural Relations · doi:10.1016/s0147-1767(99)00035-8 · Cited by 166 · see citing works
Rudimentary determinants of attitudes: Classical conditioning is more effective when prior knowledge about the attitude stimulus is low than high
Cacioppo, J. T., Marshall‐Goodell, B., Tassinary, L. G., & Petty, R. E. (1992) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(92)90053-m · Cited by 166 · see citing works
What Motivates Nonconformity? Uniqueness Seeking Blocks Majority Influence
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Selective Use of Heunrstic and Systematic Processing Under Defense Motivation
Giner-Sorolila, R., & Chaiken, S. (1997) · Personality and Social Psychology Bulletin · doi:10.1177/0146167297231009 · Cited by 159 · see citing works
Self-citation
Effects on mood during exposure to target information on subsequently reported judgments: An on-line model of misattribution and correction.
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Perception of technological risk: insights from research and lessons for risk communication and management
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News Quality from the Recipients' Perspective
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Set up for a Fall
Park, S. H., Westphal, J. D., & Stern, I. (2011) · Administrative Science Quarterly · doi:10.1177/0001839211429102 · Cited by 156 · see citing works
“…heuristic’’ in processing persuasive messages, whereby they devote less critical scrutiny to messages that they have heard before from other sources (Harkins and Petty, 1981; Chaiken and Stangor, 1987: 599; Weisbuch, Mackie, and Garcia-Marques, 2003; for a review, see Fiske and Taylor, 2008).”
Background
An Exploration of Corporate Recruitment Descriptions on Monster.com
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Uneven progress: Social psychology and the study of attitudes.
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Advertising Repetition and Placement Issues in On-Line Environments
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A structural model of science achievement and attitude: An extension to high school.
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Displaying employee testimonials on recruitment web sites: Effects of communication media, employee race, and job seeker race on organizational attraction and information credibility.
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Vividness can undermine the persuasiveness of messages.
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Context Effects on Recall and Recognition of Magazine Advertisements
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“Within each of these three categories, numerous factors have been investigated by researchers (Chaiken and Stangor 1987; Cooper and Croyle 1984) and a great deal has been learned about the effects of source, message, and audience/recipient variables on the effectiveness of persuasive messages.”
Background
Role of Negative Emotion in Communication about CO2 Risks
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Attitude and behavior are correlates
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Self-esteem and intelligence affect influenceability: The mediating role of message reception.
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Mindfulness as a Tool for Managing Visitors to Tourism Destinations
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“Other concepts such as “systematic” and “heuristic” (Chaiken and Stangor 1987), while similar to the ELM concepts, are different from mindfulness and mindlessness as well.”
Background
The Effectiveness of Recruitment Advertisements and Recruitment Websites: Indirect and Interactive Effects on Applicant Attraction
Baum, M., & Kabst, R. (2014) · Human Resource Management · doi:10.1002/hrm.21571 · Cited by 134 · see citing works
The Effects of General and Domain-Specific Expertise on Political Memory and Judgment
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The mediation of cognitive attitude for online shopping
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Key factors of teenagers' mobile advertising acceptance
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Informational and normative routes to conformity: The effect of faction size as a function of norm extremity and attention to the stimulus.
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Risk perception and behavior: Pessimism, realism, and optimism about aids-related health behavior
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Getting an Angle in Advertising: The Effect of Camera Angle on Product Evaluations
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Organizational Culture As a Complex System: Balance and Information in Models of Influence and Selection
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A Meta-Analysis of the ELM's Argument Quality × Processing Type Predictions
Carpenter, C. J. (2014) · Human Communication Research · doi:10.1111/hcre.12054 · Cited by 121 · see citing works
“Chaiken and Stangor (1987) note that the HSM distinguishes additional types of involvement, whereas the ELM predicts that all message involvement produces the same effects.”
Background
Business-Environment Attitudes and the New Environmental Paradigm
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AIDS-related health behavior: Coping, protection motivation, and previous behavior
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Development and Validation of Ethical Computer Self-Efficacy Measure: The Case of Softlifting
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Focus Versus Flexibility Majority and Minority Influence Can Both Improve Performance
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Authors: Chaiken, S., & Stangor, C.
Affiliations: New York University (US)
Venue: Annual Review of Psychology
Publisher: Annual Reviews
Published: 1987-01
Volume: 38
Issue: 1
Pages: 575-630
ISSN: 0066-4308 (ISSN-L)
1545-2085
DOI: 10.1146/annurev.ps.38.020187.003043
OpenAlex: W2178557572
Cited by: 518
References: 150
Citations by year: 2026: 4 · 2025: 7 · 2024: 16 · 2023: 13 · 2022: 11 · 2021: 9 · 2020: 26 · 2019: 8 · 2018: 12 · 2017: 13 · 2016: 12 · 2015: 9 · 2014: 19 · 2013: 14 · 2012: 15
FWCI: 96.09
Type: journal article
Language: en
Open access: closed
Locations: Annual Review of Psychology (publishedVersion)
Topics: Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Social Sciences › Psychology › Clinical Psychology › Child and Adolescent Psychosocial and Emotional Development
Social Sciences › Psychology › Developmental and Educational Psychology › Child and Animal Learning Development
Keywords: attitudes, attitude change, parental influence, children, behavioral characteristics, twin studies

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Attitudes and Attitude Change

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