Persistence of induced opinion change and retention of the inducing message contents.

Watts, William A.; McGuire, William J.

doi:10.1037/h0041081

Cited by 100 publications

(65 citation statements)

References 20 publications

(15 reference statements)

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“…However, the immediate influence of on-site interpretation as part of a natural area experience may not necessarily remain consistent in the long term for either knowledge or attitudes. Work by Hovland et al (1949), Watts and McGuire (1964), Gruder et al (1978) and Mazursky and Schul (1988) All data were analysed at α = 0.05 using the SPSS statistical package.…”

Section: Methodsmentioning

confidence: 99%

Interpretation, Activity Participation, and Environmental Attitudes of Visitors to Penguin Island, Western Australia

Hughes

Saunders

2005

Society & Natural Resources

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Section: Methodsmentioning

confidence: 99%

Interpretation, Activity Participation, and Environmental Attitudes of Visitors to Penguin Island, Western Australia

Hughes

Saunders

2005

Society & Natural Resources

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“…These analyses suggested that, as expected, the recall/recognition of the discounting cue had a negative association with the sleeper effect (fixed effects: B = -0.01, SE = 0.01, β = -.49, p < .05, k = 11), with the effect being larger when recall/recognition was smaller. In addition, a qualitative examination of the data suggested that participants recalled/recognized the discounting cue to a lesser extent when the discounting cue appeared last (e.g., Gruder et al, 1978;Mazursky & Schul, 1988;Pratkanis et al, 1988; which were also conditions in which ability or motivation were high) than when the cue appeared first (i.e., Schulman & Worrall, 1970;Watts & McGuire, 1964). …”

Section: Effects On Recall/recognitionmentioning

confidence: 99%

“…NIH-PA Author Manuscript NIH-PA Author Manuscript or motivation were high) than when the cue appeared first (i.e., Schulman & Worrall, 1970;Watts & McGuire, 1964). …”

Section: Nih-pa Author Manuscriptmentioning

confidence: 99%

The Sleeper Effect in Persuasion: A Meta-Analytic Review.

Kumkale¹,

Albarracín²

2004

Psychological Bulletin

251

197

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A meta-analysis of the available judgment and memory data on the sleeper effect in persuasion is presented. According to this effect, when people receive a communication associated with a discounting cue, such as a noncredible source, they are less persuaded immediately after exposure than they are later in time. Findings from this meta-analysis indicate that recipients of discounting cues were more persuaded over time when the message arguments and the cue had a strong initial impact. In addition, the increase in persuasion was stronger when recipients of discounting cues had higher ability or motivation to think about the message and received the discounting cue after the message. These results are discussed in light of classic and contemporary models of attitudes and persuasion.Persuasive messages are often accompanied by information that induces suspicions of invalidity. For instance, recipients of communications about a political candidate may discount a message coming from a representative of the opponent party because they do not perceive the source of the message as credible (e.g., Lariscy & Tinkham, 1999). Because the source of the political message serves as a discounting cue and temporarily decreases the impact of the message, recipients may not be persuaded by the advocacy immediately after they receive the communication. Over time, however, recipients of an otherwise influential message may recall the message but not the noncredible source and thus become more persuaded by the message at that time than they were immediately following the communication. The term sleeper effect has been used to denote such a delayed increase in persuasion observed when the discounting cue (e.g., noncredible source) becomes unavailable or "dissociated" from the communication in the memory of the message recipients (Hovland, Lumsdaine, & Sheffield, 1949). Because the sleeper effect concerns initial message impact, as well as recall of the information presented in the communication, the phenomenon has implications for broad models of persuasion, including early learning approaches (e.g., Hovland, Janis, & Kelley, 1953) as well as more recent conceptualizations, such as the heuristic-systematic model and the elaborationlikelihood model (Petty & Cacioppo, 1986;.The sleeper effect is counterintuitive because, generally, the impact of a persuasive communication is greater when one measures the effect closer to the presentation rather than farther away from the time of reception Eagly & Chaiken, 1993). As such, this phenomenon has stimulated a large amount of research about the possibility of increased persuasion over time, as well as the potential decrease and lack of longitudinal change in persuasion (for reviews, see Cook, Gruder, Hennigan, & Flay, 1979;Eagly & Chaiken, 1993). Moreover, if one can understand the conditions that elicit increases, decreases, and stability in persuasion, one should be able to explain the Copyright 2004 by the American Psychological Association, Inc.Correspondence concerning this art...

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“…written, oral, visual, etc). At first it was thought that the effectiveness of attitude change was directly related with the retention of the content of the message [15] [21] [36]. However, this was later disproved by showing that learning does not necessarily produce attitude change (memorizing a persuasive message does not necessarily lead to attitude change in its direction) [14].…”

Section: Choice How Do We Do It?mentioning

confidence: 99%

“I Want to Slay That Dragon!” - Influencing Choice in Interactive Storytelling

Figueiredo

Paiva

2010

Interactive Storytelling

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Abstract. In this paper we consider the issues involved in influencing a user in an interactive storytelling context using results from the social psychology's area of persuasion. We hypothesize that it is possible to use these results in order to influence the user in predictable ways. Several important concepts of persuasion, such as how people make decisions, and how can we influence that process are discussed. We describe a proposal on how to apply these results in an interactive storytelling setting and describe a small study were we have successfully influenced the players of a story in following a specific path by using an expert source manipulation.

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Persistence of induced opinion change and retention of the inducing message contents.

Cited by 100 publications

References 20 publications

Interpretation, Activity Participation, and Environmental Attitudes of Visitors to Penguin Island, Western Australia

Interpretation, Activity Participation, and Environmental Attitudes of Visitors to Penguin Island, Western Australia

The Sleeper Effect in Persuasion: A Meta-Analytic Review.

“I Want to Slay That Dragon!” - Influencing Choice in Interactive Storytelling

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