Persuasion past and present: Attitudes aren't what they used to be

Dillard, James Price

doi:10.1080/03637759309376299

Cited by 38 publications

(23 citation statements)

References 18 publications

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“…As Dillard (1993) notes, competing conceptualizations of attitude exist in the social sciences. Because previous research indicates that individuals may possess multiple cognitive/affective orientations toward a specific online communication technology (Kelly & Keaten, 2007), this investigation adopts Rokeach's (1968) definition of attitude as ''a relatively enduring organization of beliefs around an object or situation predisposing one to respond in some preferential manner'' (p. 112).…”

Section: Conceptualizing Attitudementioning

confidence: 98%

Measuring Online Communication Attitude: Instrument Development and Validation

Ledbetter¹

2009

Communication Monographs

103

154

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Section: Conceptualizing Attitudementioning

confidence: 98%

Measuring Online Communication Attitude: Instrument Development and Validation

Ledbetter¹

2009

Communication Monographs

103

154

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“…Therefore, rather than hypothesizing the role of emotion in the context of dual-processing persuasion models, a more useful approach to conceptualizing the effects of emotion on attitude change may be to draw directly from emotion theory and research itself (see Breckler, 1993;Dillard, 1993;Englis, 1990;Zajonc, 1980).…”

Section: Emotion and Dual-processing Persuasion Modelsmentioning

confidence: 98%

A Cognitive-Functional Model for the Effects of Discrete Negative Emotions on Information Processing, Attitude Change, and Recall

1999

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Drawing from cognitive response models o f persuasion, functional emotion theories, and theoretical and empirical work on the influence of messagerelevant and message-irrelevant affect on attitudes, this paper presents a model of persuasion that suggests that discrete, message-induced negative emotions influence attitudes through a complex process that centers around the notions of motivated attention and motivated processing. Emotion type, expectation of the message containing reassuring information, argument strength, presence of peripheral cues, emotional intensity, and emotion placement within a message are expected to mediate information processing depth, message acceptance or rejection, and information recall. This model attempts to bridge the gap between the "emotional" and "rational" approaches to persuasion, and it extends current theorizing in the area of emotion and attitude change by (a) linking the concepts of motivated attention and motivated processing to that o f expectation of message reassurance, and (b) considering the persuasive effects of negative emotions other than fear, like anget; disgust, sadness, and guilt.

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“…Hence, attitudes that are more accessible from memory are more likely to be activated and influence behavior. As a consequence, changing the accessibility of an attitude can be just as, or more important, than changing the actual attitude (Dillard, 1993).…”

Section: Attitude Accessibilitymentioning

confidence: 99%