Cognitive Responses in Persuasion

By Richard E. Petty; Thomas M. Ostrom et al. | Go to book overview

10
Anticipatory Opinion Effects

Robert B. Cialdini Arizona State University

Richard E. Petty University of Missouri-Columbia

Most of the research described in previous chapters of this book involved an examination of what happens to one's opinions after a persuasive message on some topic has been encountered. Sometimes the messages come from external sources, and sometimes (as in the active participation experiments described in Chapter 1) the person constructs his or her own communication. But in each case, the focus is on what happens after the communication has been received. The work to be covered in the present chapter, however, involves a different question: What are the effects of simply expecting to have to deal with a persuasive communication? For example, if the President of the United States wanted to convince the public that taxes should be raised, would he be more effective if the public were forewarned of his position, or if his message took them by surprise?

There is considerable evidence that the mere anticipation of presenting or receiving acommunication can produce reliable opinion effects, and under some conditions these effects can be comparable in size to those resulting from the actual receipt of a persuasive attack. Compared with the long history of research on the effects of a message upon attitude, the literature describing the influence of an expectation upon attitude is relatively recent, beginning systematically in the early, 1960s. Nonetheless, a substantial number of studies have since investigated anticipatory effects, so that we now know quite a bit about them. It seems a proper initial step, then, to begin with a description of what it is that we now know about the phenomenon of anticipatory effects in persuasion.

-217-

Notes for this page

Add a new note
If you are trying to select text to create highlights or citations, remember that you must now click or tap on the first word, and then click or tap on the last word.
One moment ...
Default project is now your active project.
Project items

Items saved from this book

This book has been saved
Highlights (0)
Some of your highlights are legacy items.

Highlights saved before July 30, 2012 will not be displayed on their respective source pages.

You can easily re-create the highlights by opening the book page or article, selecting the text, and clicking “Highlight.”

Citations (0)
Some of your citations are legacy items.

Any citation created before July 30, 2012 will labeled as a “Cited page.” New citations will be saved as cited passages, pages or articles.

We also added the ability to view new citations from your projects or the book or article where you created them.

Notes (0)
Bookmarks (0)

You have no saved items from this book

Project items include:
  • Saved book/article
  • Highlights
  • Quotes/citations
  • Notes
  • Bookmarks
Notes
Cite this page

Cited page

Style
Citations are available only to our active members.
Sign up now to cite pages or passages in MLA, APA and Chicago citation styles.

(Einhorn, 1992, p. 25)

(Einhorn 25)

1

1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

Cited page

Bookmark this page
Cognitive Responses in Persuasion
Table of contents

Table of contents

Settings

Settings

Typeface
Text size Smaller Larger Reset View mode
Search within

Search within this book

Look up

Look up a word

  • Dictionary
  • Thesaurus
Please submit a word or phrase above.
Print this page

Print this page

Why can't I print more than one page at a time?

Full screen
/ 476

matching results for page

Cited passage

Style
Citations are available only to our active members.
Sign up now to cite pages or passages in MLA, APA and Chicago citation styles.

"Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn, 1992, p. 25).

"Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn 25)

"Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences."1

1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

Cited passage

Thanks for trying Questia!

Please continue trying out our research tools, but please note, full functionality is available only to our active members.

Your work will be lost once you leave this Web page.

For full access in an ad-free environment, sign up now for a FREE, 1-day trial.

Already a member? Log in now.