Attitudes and Persuasion: Classic and Contemporary Approaches

By Richard E. Petty; John T. Cacioppo | Go to book overview

Notes
1
Few subjects became suspicious about the confederates' names being the same as those the subjects previously saw. Berkowitz and Knurek suggest that this possibly is because such a large number of names were used in the conditioning phase of the study.
2
Alternatively, debaters often may agree more with the position advocated by the "winner" because the reasons he or she gave during the debate for holding that position were convincing to both. We discuss this process of attitude change in chapter 8.
3
We should note that Insko and Cialdini's analysis assumes that the reinforcers "good" and "humph" are equal with respect to their informational values and balanced with respect to their rapport value. Thus, each is presumed to contribute equally, though in opposing directions, to the development of rapport. In addition, it is assumed that the information value gained by saying "humph" equals the rapport value lost by saying it.
4
Weiss ( 1962, 1968) learning theory of persuasion and Wolpe ( 1958) work on systematic desensitization might be invoked to explain some forms of attitude change; but these positions are not discussed here since neither has received widespread application in social psychology.

-57-

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Attitudes and Persuasion: Classic and Contemporary Approaches
Table of contents

Table of contents

  • Title Page iii
  • Contents vii
  • Foreword xiii
  • Preface xv
  • Acknowledgments xvii
  • 1: Introduction to Attitudes and Persuasion 3
  • Notes 37
  • Conditioning and Modeling Approaches 2 39
  • Notes 57
  • The Message-Learning Approach 3 59
  • Notes 93
  • Judgmental Approaches 4 95
  • Notes 123
  • 5: Motivational Approaches 125
  • Notes 160
  • 6: Attributional Approaches 163
  • Notes 181
  • Combinatory Approaches 7 183
  • Notes 211
  • 8: Self-Persuasion Approaches 213
  • Notes 252
  • Epilog: A General Framework for Understanding Attitude Change Processes 9 255
  • Notes 268
  • References 271
  • Author Index 301
  • Subject Index 309
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