Investigating the Social-Adjustive and Value-Expressive Functions of Well-Grounded Attitudes: Implications for Change and for Subsequent Behavior
- ASU Author/Contributor (non-ASU co-authors, if there are any, appear on document)
- Doris Bazzini Ph.D, Professor (Creator)
- Institution
- Appalachian State University (ASU )
- Web Site: https://library.appstate.edu/
Abstract: Recent demonstrations of the plausibility of functional theories of persuasion
have occurred within advertising contexts or have targeted potentially nebulous
or uninvolving attitudes, and may thus have demonstrated the utility of
functional explanations of attitude formation rather than attitude change. In
the present study, attitudes that participants have acted on and consider
important (i.e., the criteria they use to select dating partners) were the targets
of persuasion. High and low self-monitoring individuals, who hold different
dating attitudes that serve different functions, were exposed to functionally
relevant or functionally irrelevant messages that reached either proattitudinal
or counter attitudinal conclusions. As anticipated by functional theory, (a) low
self-monitoring individuals changed their dating attitudes only after hearing a
counter attitudinal message that addressed the value-expressive functions their
dating attitudes served, whereas (b) high self-monitoring individuals changed
their opinions only after hearing a counter attitudinal message that addressed
the social-adjustive functions served by their dating attitudes. Although the
data revealed that important attitudes can be changed via a functionally
relevant appeal, only the low self-monitoring individuals subsequently used their
changed attitudes to guide their behavior in a subsequent couple-matching task.
Implications of these results for functional theories of persuasion and for
variations in attitude/behavior consistency were discussed.
Investigating the Social-Adjustive and Value-Expressive Functions of Well-Grounded Attitudes: Implications for Change and for Subsequent Behavior
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Additional Information
- Publication
- Bazzini, D. G., & Shaffer, D. R. (1995). Investigating the social-adjustive and value-expressive functions of well-grounded attitudes: Implications for change and for subsequent behavior. Motivation and Emotion, 19(4): 279-305. (Dec 1995) Published by Springer Verlag (ISSN: 0146-7239). The original publication is available at www.springerlink.com.
- Language: English
- Date: 1995