Rudimentary determinants of attitudes: Classical conditioning is more effective when prior knowledge about the attitude stimulus is low than high

Cacioppo, John T.; Marshall-Goodell, Beverly; Tassinary, Louis G.; Petty, Richard E.

doi:10.1016/0022-1031(92)90053-m

Cited by 135 publications

(94 citation statements)

References 56 publications

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“…This result was expected and is in line with past research. Given that consumers already possess a rich network of associations representing an object, attitudes and behavior appear more difficult to change (Cacioppo et al 1992). That is not to say that outcomes related to familiar objects cannot be influenced at all.…”

Section: Discussion Main Findings and Contributionsmentioning

confidence: 99%

“…The more familiar a person is with an object, the more comprehensive his or her knowledge structures can become (Keller 2012). Given that consumers already possess a rich network of associations representing an object, attitudes, and behavior appear more difficult to change (Cacioppo et al 1992). Accordingly, Ambroise et al (2014) reported stronger celebrity endorsement effects with unfamiliar compared to familiar brands.…”

Section: Moderatorsmentioning

confidence: 96%

“…It suggests that attitudes toward unfamiliar objects are easier to change when compared to familiar objects (Cacioppo et al 1992). That is due to the fact that attitudes are based on attitude-relevant information.…”

Section: Theoretical and Managerial Implicationsmentioning

confidence: 99%

See 2 more Smart Citations

The effectiveness of celebrity endorsements: a meta-analysis

Knoll

Matthes

2016

J. of the Acad. Mark. Sci.

402

307

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Celebrities frequently endorse products, brands, political candidates, or health campaigns. We investigated the effectiveness of such endorsements by meta-analyzing 46 studies published until April 2016 involving 10,357 participants. Applying multilevel meta-analysis, we analyzed celebrity endorsements in the context of for-profit and non-profit marketing. Findings revealed strong positive and negative effects when theoretically relevant moderators were included in the analysis. The most positive attitudinal effect appeared for male actors who match well with an implicitly endorsed object (d = .90). The most negative effect was found for female models not matching well with an explicitly endorsed object (d = −.96). Furthermore, celebrity endorsements performed worse compared to endorsements of quality seals, awards, or endorser brands. No publication bias was detected. The study has theoretical and practical implications, and provides an agenda for future research.

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Section: Discussion Main Findings and Contributionsmentioning

confidence: 99%

Section: Moderatorsmentioning

confidence: 96%

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The effectiveness of celebrity endorsements: a meta-analysis

Knoll

Matthes

2016

J. of the Acad. Mark. Sci.

402

307

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“…Little is known about the potential of EC as a tool to change preexisting attitudes. The only related research of which we are aware is that of Cacioppo, Marshall-Goodell, Tassinary, and Petty (1992), who demonstrated that EC has a stronger influence on attitudes toward unknown versus known objects. The present research provides some of the only evidence to date that EC can be used not only to develop attitudes but as a tool for promoting attitude change as well.…”

Section: Implications For Evaluative Conditioningmentioning

confidence: 99%

Reducing Automatically Activated Racial Prejudice Through Implicit Evaluative Conditioning

Olson

Fázio

2006

Pers Soc Psychol Bull

295

299

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The authors report a set of experiments that use an implicit evaluative conditioning procedure to reduce automatically activated racial prejudice in White participants in a short period and with relatively few trials. Experiment 1 demonstrated that participants were unaware of the repeated conditioned stimulus–unconditioned stimulus (CS-US) pairings of Black-good and White-bad. In Experiment 2, the procedure was found to be effective in reducing prejudice as indicated by an evaluative priming measure of automatically activated racial attitudes. In Experiment 3, this reduction in prejudice was found to persist throughout a 2-day separation between the conditioning procedure and the administration of the dependent measure. The implications of the present findings for the persistence of automatically activated racial prejudice are discussed.

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“…At its core, behavior change is tied to modifying a person's general evaluation of stimuli through awareness or knowledge driven by education, influence, or, to a lesser extent, various forms of operant conditioning (Olson & Fazio, 2001, 2002 where research shows that preferences can be learned below conscious awareness and support formation but not change (Cacioppo, Marshall-Goodell, Tassinary, & Petty, 1992;Till & Priluck, 2000;Walther, 2002;Winkielman & Cacioppo, 2004).…”

Section: Behavioral Theories and Modelsmentioning

confidence: 99%

A Secure Behavior Modification Sensor System for Physical Activity Improvement

Price¹

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APPROVAL OF THE REVIEW COMMITTEEThis dissertation has been duly read, reviewed, and critiqued by the Committee listed below, which hereby approves the manuscript of Alan Price as fulfilling the scope and quality requirements for meriting the degree of Doctor of Philosophy in Information Systems and Technology. In this research, exploration was conducted involving the "infrastructure" and "intelligence" aspects of a wireless sensor network through a Behavior Modification Sensor System. First was to understand how a secure wireless sensor network could be established through the symmetric distribution of keys (the securing of the infrastructure), and it involves the mathematical analysis of a novel key pre-distribution scheme. Second explores via field testing the "intelligence" level of the system. This was meant to support the generation of persuasive messages built from the integration of a person's physiological and living pattern data in persuading physical activity behavior change associated with daily walking steps. This system was used by an elderly female in a three-month study.Findings regarding the "infrastructure" or the novel key pre-distribution scheme in comparison to three popular key distribution methods indicates that it offers greater network resiliency to security threats (i.e., times lower), better memory utilization (i.e., 53.9% less), but higher energy consumption (i.e., 2% higher) than its comparison group.Findings from the "intelligence" level of the research posit that using a person's physiological and living pattern data may allow for more "information rich" and stronger persuasive messages. Findings indicate that the study participant was able to change and improve her average daily walking steps by 61% over a pre-treatment period. As the study participant increased her physical activity, changes in her living pattern were also observed (e.g., time spent watching television decreased while time spent engaged in walking increased by an average of 15 minutes per day). Reinforcement of these findings were noted between a pre and post-study survey that indicated the study participant moved from a contemplation stage of change where physical activity engagement was intended but not acted upon to an action stage of change where physical activity engagement dominated the new behavior.

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Rudimentary determinants of attitudes: Classical conditioning is more effective when prior knowledge about the attitude stimulus is low than high

Cited by 135 publications

References 56 publications

The effectiveness of celebrity endorsements: a meta-analysis

The effectiveness of celebrity endorsements: a meta-analysis

Reducing Automatically Activated Racial Prejudice Through Implicit Evaluative Conditioning

A Secure Behavior Modification Sensor System for Physical Activity Improvement

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