The means necessary forcarrying out a particular behaviorare. These kinds of disappointing results for message reception have been associated with a waning of interest in influence models that emphasize reception mediators. The book will focus on basic theory and research in the area, while highlighting applications and reallife examples. The book may have minor markings which are not specifically mentioned. Their second experiment, which employed the identical stimulus mate. Please note the image in this listing is a stock photo and may not match the covers of the actual item,1500grams, isbn. In through the labyrinth, alice eagly and linda carli examine why womens paths to power remain difficult to traverse. This will be a solid reference book for many years to come. Effects of source credibility, argument ambiguity, and task importance on attitude judgment.
In both studies the likable communicator was more persuasive in video and audiotape than in writing, but the unlikable communicator was more persuasive in writing. Cognitive theories of persuasion northwestern scholars. Psychology of attitudes by shelly chaiken, alice h. Heuristic and systematic information processing within and. Stress, social support and the buffering hypothesis. Eagly and a great selection of related books, art and collectibles available now at. Advances in experimental social psychology, 17c, 267359. A work in progress john e jost, mahzarin r banaji, anddeborah a. A tendency is a mental state lasting at least a short time. Selfesteem and intelligence affect influenceability. Communicator physical attractiveness and persuasion. Breckler 1984, for example, had participants report their.
In essence, our attitudes are our general evaluations of things i. In subsequent decades, the attitude concept lost much of its breadth and was largely reduced to its evaluative component. Cultural differences in prosocial behaviour people everywhere are less likely to help a member of an outgroup. The psychology of attitudes alice hendrickson eagly. This chapter outlines the two basic routes to persuasion. Carlib adepartment of psychology, northwestern university, 2029 sheridan road, evanston, il 60208, usa bdepartment of psychology, wellesley college, wellesley 02481, ma, usa accepted 5 september 2003 abstract journalists and authors of trade books increasingly assert a female advantage in leadership.
Reports 2 studies, using a total of 304 university students, in which a likable or unlikable communicator delivered a persuasive message via writing, audiotape, or videotape. Journal of personality and social psychology, 39, 752766. As more research psychologists have become willing to acknowledge that some. Gender stereotypes stem from the distribution of women and. Volume 17, pages iixiii, 1433 1984 download full volume. For example eagly and chaiken 1984 define persuasion narrowly as aimed at changing beliefs and attitudes through the use of relatively complex messages that consist of a position advocated by a communicator and usually one or more arguments designed to support that position p. Most contemporary social psychologists view the persuasion process as a series of steps. Written by two eminent scholars in the field, the book has comprehensive coverage of classic and. The editors goal is to promote an understanding of the broader principles underlying attitudes across several disciplines. Other readers will always be interested in your opinion of the books youve read. But in the long run, all that does not matter, because george orwell got it right. Eagly, department of psychological sciences, purdue university, west lafayette, indiana 47907.
Communication modality as a determinant of persuasion. Eagly, alice h northwestern university, evanston, il, us. This text is a comprehensive advanced level textbook designed for courses in the psychology of attitudes and related studies in attitude measurement and social cognition. A study of the attitudes of customers towards ehologram. Pdf the psychology of attitudes, motivation, and persuasion. Do young women expect gender equality in their future lives. The ease with which people adopt new attitudes has caused us, along with. First, eagly and carli prove that the glass ceiling is no longer a useful metaphor and offer seven reasons why. A theory of heuristic and systematic information processing. Cognitive theories of persuasion advances in experimental social psychology. Prentice this book presents an edited collection of new essays inspired by william j. Because attitudes cannot be directly observed, they are inferred from behavior, usually in the form of verbal responses or observable actions. This is an exlibrary book and may have the usual libraryused book markings inside. What people actually do in relation to groups they dislike is not always related to what they think and feel about them.
Written by two eminent scholars in the field, the book has comprehensive coverage of classic and modern research. The meanings of the italicized terms are as follows. It is possible to have opposite desires but not opposite intentions davidson, 1980. The elaboration likelihood model of persuasion sciencedirect. Despite real progress, women remain rare enough in elite positions of power that their presence still evokes a sense of wonder. Page x the text is aimed at upperyear undergraduates and postgraduates who are enrolled in courses on attitudes and attitude change. Cognitive consistency theories have their beginnings in a number of seemingly unrelated research areas eagly and chaiken 1993. An evaluation is a response that implies favor or disfavor. Gender differences in prosocial behavior eagly and crowley 1986 metaanalysis found that men are more likely to help in chivalrous heroic ways, and women are more likely to help in nurturant ways involving longterm commitment. In our studies all we ask people to do is to think, privately and anonynlously, about why they feel the way they doand they change their minds about how they feel.
Similarly, eagly and chaiken 1993, in a highly influential textbook, defined. Heuristic versus systematic information processing and the use of source versus message cues in persuasion. All of the pages are intact and the cover is intact and the spine may show signs of wear. Sage reference a theory of heuristic and systematic information. One route is based on the thoughtful consideration of arguments central to the issue, whereas the other is based on the affective associations or simple inferences tied to peripheral cues in the persuasion context. In the succinct words of daryl bem, attitudes are likes and dislikes 1970, p. Journal of personality and social psychology, 66, 460473. They either heard it from a political candidate with a business background or a proenvironmentalist candidate. In recent years, social psychologists have focused on theoretical perspectives that. Most contemporary perspectives on attitudes permit that people can also be conflicted or ambivalent toward an object by simultaneously holding both positive and negative attitudes toward the same object.
Most items will be dispatched the same or the next working day. Responses can be positive or negative, and differ in their valence i. Start studying intro to social psych exam 2 chapter 8 book notes. Bibliography a practical guide to dealing with difficult. Persuasive communication psychology of persuasion the. Sage books the psychology of attitudes and attitude change. Whether youve loved the book or not, if you give your honest and detailed thoughts then people will find new books that are right for them. Heuristic processing can bias systematic processing. Brand, 1984 have provided other arguments in favour of the distinctiveness of intentions and desires. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Its characters lack depth, its rhetoric is sometimes didactic, its plot well, half of it anyway was lifted from zumyatins we, and the lengthy goldstein treatise shoved into the middle is a flaw which alters the structure of the novel like a scar disfigures a face. Attitudes, related behavior, and aging michael stones. Questions were answered on a 5point likert scale and for data analysis spss 19 was used.
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