Influence of fantasy ability on attitude change through role playing.

Elms, Alan C.

doi:10.1037/h0023509

Cited by 93 publications

(37 citation statements)

References 14 publications

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“…Past research on the influence of elaboration on attitude strength has provided evidence that attitudes that are the result of elaboration are stronger than attitudes that are based on less thoughtful persuasion processes (see Petty, Haugtvedt, & Smith, 1995;Petty et al, 1994, for reviews). For example, attitudes based on elaboration have been found to persist longer than nonthoughtful attitudes (e.g., Chaiken, 1980;Elms, 1966;Haugtvedt & Petty, 1992;Verplanken, 1991). Similarly, elaborated attitudes have been found to be more resistant to counter-persuasion than nonthoughtful attitudes (e.g., Haugtvedt & Petty, 1992;Haugtvedt & Wegener, 1994).…”

Section: Emerging Questionsmentioning

confidence: 99%

The Influence of Spokesperson Trustworthiness on Message Elaboration, Attitude Strength, and Advertising Effectiveness

Priester¹,

Petty²

2003

J Consum Psychol

275

149

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Recent research has shown that information presented by untrustworthy endorsers is likely to be thoughtfully elaborated, whereas information presented by trustworthy endorsers is likely to be unthinkingly accepted (Priester & Petty, 1995). Study 1 manipulated argument quality and assessed cognitive responses to demonstrate that this influence of trustworthiness on persuasion holds for familiar endorsers likely to be used in actual advertisements. Study 2 demonstrated that trustworthiness can be influenced by individuals endorsing too many products, with similar persuasion consequences (i.e., untrustworthy endorsers prompt greater scrutiny of product-related attributes than trustworthy endorsers). Study 2 also found that the attitudes that resulted from an untrustworthy endorser came to mind faster, even when those attitudes were equivalently positive-thus demonstrating that elaboration can influence attitude accessibility. This research provides evidence that attitude extremity may not be a sufficient indicator of advertising effectiveness, in that equally extreme attitudes can vary as to the bases by which they were formed, their underlying strength, and their effectiveness. Further, this research provides theoretical and strategic insight into the use of trustworthy and untrustworthy endorsers.The goal of advertising is to present information to potential customers. This information, it is hoped, will result in customers adopting more favorable attitudes toward the advertised product or service. These attitudes, in turn, should result in a greater probability of the customer purchasing the advertised product or using the service than if the customer had not been exposed to the advertisement. 1 A common strategy in advertising is to have an endorser present information. But what attributes are desirable for an endorser to possess? This question is particularly important given research suggesting that the process by which an attitude is formed or changed has crucial implications for the effectiveness of that attitude to guide future behavior, such as purchasing a product (see Petty, Priester, & Wegener 1994;Petty & Wegener, 1997;Priester & Fleming, 1997; see also). The goal of this article is to examine how endorser trustworthiness influences message elaboration and advertising effectiveness. A trustworthy endorser is one whom people perceive to be honest and sincere, whereas an untrustworthy endorser is one about whom people feel skepticism and suspicion (i.e., people question whether one can be trusted to communicate the truth). 2 Contemporary theories in attitudes and persuasion have introduced the notion that persuasion can be the result of qualitatively different processes. That is, the Elaboration Likelihood Model of persuasion (ELM; Petty & Cacioppo, JOURNAL OF CONSUMER PSYCHOLOGY, 13(4), 408-421 Copyright © 2003, Lawrence Erlbaum Associates, Inc.Requests for reprints should be sent to Joseph R. Priester, University of Michigan Business School, 701 Tappan Street, Ann Arbor, MI 48109-1234. E-mail: priest...

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Section: Emerging Questionsmentioning

confidence: 99%

The Influence of Spokesperson Trustworthiness on Message Elaboration, Attitude Strength, and Advertising Effectiveness

Priester¹,

Petty²

2003

J Consum Psychol

275

149

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“…All subsequent analyses were therefore adjusted for social desirability and age. Analyses which examined responses to the vignettes were also adjusted for scores on the fantasy subscale of the IRI to control for individual differences in ability to imagine experiencing the events depicted in the scenario (Elms, 1966;Mohr et al, 2007).…”

Section: Differences Between Offenders and Studentsmentioning

confidence: 99%

The Role of Empathy in Anger Arousal in Violent Offenders and University Students

Day

Mohr

Howells

et al. 2011

Int J Offender Ther Comp Criminol

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A lack of empathic responsiveness toward others has been consistently identified as an important antecedent to aggressive behavior and violent crime, with many rehabilitation programs for violent offenders incorporating treatment modules that are specifically designed to increase offender empathy. This study examined the extent to which cognitive (perspective taking) and affective (empathic concern, personal distress) empathy predicted anger in a clinical (male prisoners convicted of a violent offense) and a nonclinical (student) sample. Perspective taking emerged as the strongest predictor of self-reported anger in response to an interpersonal provocation, as well as being most consistently related to scores on measures of general trait anger and methods of anger control. While the relationship between perspective taking and anger was apparent for offenders as well as students, the results did not support the idea that an inability to perspective take is a particular characteristic of violent offenders.

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“…A player’s avatar often has entirely different values, morals, attitudes, and beliefs than the player does, depending on how the avatar is designed and the whims of the player. However, such forms of roleplay have been shown to be effective in changing real-life attitudes in accordance with the role being enacted (Janis and King, 1954; Elms, 1966; Fox and Bailenson, 2009). Based on these findings, a player scoring low on pro-environmentalism might experience a consequential positive change in his or her real-life views about the environment when roleplaying a more environmentally friendly character.…”

Section: Implications For the Ened-gemmentioning

confidence: 99%

ENED-GEM: A Conceptual Framework Model for Psychological Enjoyment Factors and Learning Mechanisms in Educational Games about the Environment

Fjællingsdal

Klöckner

2017

Front. Psychol.

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Based on a thorough review of psychological literature, this article seeks to develop a model of game enjoyment and environmental learning (ENvironmental EDucational Game Enjoyment Model, ENED-GEM) and delineate psychological processes that might facilitate learning and inspire behavioral change from educational games about the environment. A critically acclaimed digital educational game about environmental issues (Fate of the World by Red Redemption/Soothsayer Games) was used as a case study. Two hundred forty-nine reviews of the game from the popular gaming and reviewing platform known as Steam were analyzed by means of a thematic content analysis in order to identify key player enjoyment factors believed to be relevant to the process of learning from games, as well as to gain an understanding of positive and negative impressions about the game’s general content. The end results of the thematic analysis were measured up to the suggested ENED-GEM framework. Initial results generally support the main elements of the ENED-GEM, and future research into the importance of these individual core factors is outlined.

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Influence of fantasy ability on attitude change through role playing.

Cited by 93 publications

References 14 publications

The Influence of Spokesperson Trustworthiness on Message Elaboration, Attitude Strength, and Advertising Effectiveness

The Influence of Spokesperson Trustworthiness on Message Elaboration, Attitude Strength, and Advertising Effectiveness

The Role of Empathy in Anger Arousal in Violent Offenders and University Students

ENED-GEM: A Conceptual Framework Model for Psychological Enjoyment Factors and Learning Mechanisms in Educational Games about the Environment

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