Beyond Argument A Handbook For Opinion Writers And Editors San Diego

Recent versions of the heuristic-systematic model predict that defense-motivated people will process heuristic cues selectively in two ways: (a) Heuristic cues will be subject to biased evaluation, and (b) heuristic, rather than systematic, processing will predominate when cues support, rather than threaten, defensive concerns. This experiment presented college students with a proposed mandatory essay-exam program, giving opinion poll results as a heuristic cue, followed either by arguments both for and against essay exams, or by no arguments. Cues congenial to students' preferred test type were judged as more reliable than hostile cues when no arguments were presented. Systematic processing mediated attitude judgment only when the cue was hostile; when the cue was congenial, attitude judgment was more influenced by vested interest. This influence may represent a low-effort heuristic processing strategy specific to defense motivation. The theory of cognitive dissonance: A current perspective. Berkowitz (Ed.), Advances in experimental social psychology (Vol.

Ninth Edition. UNIVERSITY OF CALIFORNIA, RIVERSIDE. UNIVERSITY OF CALIFORNIA, SAN DIEGO. We would like to acknowledge the instructors who drafted chapter plans for this manual. For example, each chapter has a feature called Beyond the Tra.

San Diego, CA: Academic Press., Baker, S. M., & Petty, R. Majority and minority influence: Source-position imbalance as a determinant of message scrutiny.

Journal of Personality and Social Psychology, 67, 5- 19., Bohner, G., Moskowitz, G. B., & Chaiken, S. The interplay of heuristic and systematic processing of social information. Hewstone (Eds.), European review of social psychology (Vol.

Chichester, UR Wiley. Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39, 752- 766., Chaiken, S. The heuristic model of persuasion. Herman (Eds.), Social influence: The Ontario Symposium (Vol. Hillsdale, NJ: Lawrence Erlbaum.

Chaiken, S., Giner-Sorolla, R., & Chen, S. Beyond accuracy: Defense and impression motives in heuristic and systematic processing. Gollwitzer and J.

Bargh (Eds.), The psychology of action: Linking motivation and cognition to behavior (pp. New York: Guilford. Chaiken, S., Liberman, A., & Eagly, A. Heuristic and systematic processing within and beyond the persuasion context. Bargh (Eds.), Unintended thought (pp. New York: Guilford.

Chaiken, S., & Maheswaran, D. Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment. Journal of Personality and Social Psychology, 66, 460- 473.,, Chaiken, S., & Stangor, C. Attitudes and attitude change.

Annual Review of Psychology, 38, 575- 630., Chaiken, S., & Yates, S. Affective-cognitive consistency and thought-induced attitude polarization. Journal of Personality and Social Psychology, 49, 1470- 1481.,, Chen, S., Shechter, D., & Chaiken, S. Getting at the truth or getting along: Accuracy- and impression-motivated heuristic and systematic processing. Unpublished manuscript. Cohen, J., & Cohen, P. Applied multiple regression/correlation analysis for the behavioral sciences.

Hillsdale, NJ: Lawrence Erlbaum. H., & Lopez, D.

Motivated skepticism: Use of differential decision criteria for preferred and nonpreferred conclusions. Journal of Personality and Social Psychology, 63, 568- 584., Fiske, S. T., & Pavelchak, M. Category-based versus piece-meal-based affective responses: Developments in schema-triggered affect.

Sorrentino & E. American College Of Sports Medicine Guidelines Exercise Program here. Higgins (Eds.), Handbook of motivation and cognition: Foundations of social behavior (pp. New York: Guilford. Giner-Sorolla, R., and Chaiken, S. The causes of hostile media effects. Journal of Exerimental Social Psychology, 30, 165- 180., Herek, G. Can functions be measured?

A new perspective on the functional approach to attitudes. Social Psychology Quarterly, 50, 285- 303., Janis, I. L., & Feshbach, S. Effects of fear-arousing communications.

Journal of Abnormal and Social Psychology, 48, 78- 92.,, Johnson, B. T., & Eagly, A. Involvement and persuasion: Types, traditions, and the evidence.

Psychological Bulletin, 107, 375- 384., Katz, I. The functional approach to the study of attitudes. Public Opinion Quarterly, 24, 163- 204., Kruglanski, A. Motivations for judging and knowing: Implications for causal attribution. Sorrentino (Eds.), Handbook of motivation and cognition: Foundations of social behavior (Vol. New York: Guilford. The case for motivated reasoning.

Psychological Bulletin, 108, 480- 498.,, Liberman, A. The effects of vested interest and issue involvement on the systematic processing of persuasive messages. Unpublished master's thesis, New York University. Liberman, A., & Chaiken, S. Defensive processing of personally relevant health messages. Personality and Social Psychology Bulletin, 18, 669- 679., Liberman, A., de la Hoz, V., & Chaiken, S. (1988, April).

Prior attitudes as heuristic information. Paper presented at the meeting of the Western Psychological Association, Burlingame, CA. G., Ross, L., & Lepper, M. Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence. Journal of Personality and Social Psychology, 37, 2098- 2109., Maheswaran, D., & Chaiken, S.

Promoting systematic processing in low-motivation settings: Effect of incongruent information on processing and judgment. Journal of Personality and Social Psychology, 61, 13- 25.,, Millar, M.

G., & Tesser, A. Thought-induced attitude change: The effects of schema structure and commitment.

Journal of Personality and Social Psychology, 51, 259- 269., Norusis, M. SPSS Base Systems user's guide. Chicago; SPSS, Inc. Pettigrew, T.

The ultimate attribution error: Extending Allport's cognitive analysis of prejudice. Personality and Social Psychology Bulletin, 5, 461- 476., Petty, R. E., & Cacioppo, J.

Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer-Verlag., Pomerantz, E. M., Chaiken, S., & Tordesillas, R. Attitude strength and resistance processes.

Journal of Personality and Social Psychology, 69, 408- 419.,, Pyszczynski, T., Greenberg, J., & Holt, K. Maintaining consistency between self-serving beliefs and available data: A bias in information evaluation following success and failure. Personality and Social Psychology Bulletin, 11, 179- 190., Ratneshwar, S., & Chaiken, S. Comprehension's role in persuasion: The case of its moderating effect on the persuasive impact of source cues. Journal of Consumer Research, 18, 52- 62., Ross, L., Greene, D., and House, P. The 'false consensus effect': An egocentric bias in social perception and attribution processes. Journal of Experimental Social Psychology, 13, 279- 301., Ross, M., & Sicoly, F.

Egocentric biases in availability and attribution. Journal of Personality and Social Psychology, 37, 322- 336., Sears, D. O. Chinese Flashcards Pdf. , & Funk, C. The role of self-interest in social and political attitudes.

Zanna (Ed.), Advances in experimental social psychology (Vol. San Diego, CA: Academic Press., Sears, D. R., Tyler, T. R., & Allen, H. Self-interest versus symbolic politics in policy attitudes and presidential voting. American Political Science Review, 74, 670- 684., Sherif, C.

W., & Sherif, M. Attitude, ego-involvement, and change.

New York: John Wiley. The psychology of self-affirmation: Sustaining the integrity of the self. Berkowitz (Ed.), Advances in experimental social psychology (Vol. New York: Academic Press., Swann, W. To be adored or to be known?

The interplay of self-enhancement and self-verification. Sorrentino (Eds.), Handbook of motivation and cognition: Foundations of social behavior (Vol. New York: Guilford. Asymmetrical effects of positive and negative events: The mobilization-minimization hypothesis. Psychological Bulletin, 110, 67- 85.,, Tesser, A. Toward a self-evaluation maintenance model of social behavior. Berkowitz (Ed.), Advances in experimental social psychology (Vol.

New York: Academic Press., Vallone, R. P., Ross, L., & Lepper, M. The hostile media phenomenon: Biased perception and perceptions of media bias in coverage of the Beirut massacre.

Journal of Personality and Social Psychology, 49, 577- 585.,, Wood, W., Kallgren, C. A., & Priesler, R. Access to attitude relevant information in memory as a determinant of persuasion: The role of message attributes. Journal of Experimental Social Psychology, 21, 73- 85.