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Tables of Contents for Attitudes and Persuasion
Chapter/Section Title
Page #
Page Count
Foreword
xiii
Preface
xv
Acknowledgments
xvii
Introduction to Attitudes and Persuasion
3
36
What is an Attitude?
6
1
Why Do People Have Attitudes?
7
2
How Are Attitudes Measured?
9
13
Direct Procedures
9
7
Indirect Procedures
16
6
Direct versus Indirect Assessment of Attitudes
22
1
Do Attitudes Predict Behaviors?
22
7
What Kinds of Attitudes Predict Behaviors?
23
5
What Other Variables Enhance Behavioral Prediction?
28
1
How Is Attitude Change Studied Experimentally?
29
6
Conceptual and Operational Levels of Research
30
1
The Validity of the Attitude Change Experiment
31
3
Evaluating a Theory
34
1
The Approaches to Persuasion
35
1
Retrospective
36
3
Conditioning and Modeling Approaches
39
20
Classical Conditioning
40
7
Classical Conditioning of Attitudes
40
3
Demand Characteristics and Contingency Awareness
43
4
Operant Conditioning
47
4
Operant Conditioning of Attitudes
47
2
Two-factor Theory of Verbal Conditioning
49
2
Observational Learning
51
3
Vicarious Classical Conditioning
54
2
Evaluation
56
1
Retrospective
56
3
The Message-learning Approach
59
36
Skills Learning as a Model for Persuasion
59
1
Determinants of Attitude Change in Persuasive Communications
60
33
Source Factors
61
8
Message Factors
69
11
Recipient Factors
80
5
Channel Factors
85
2
The Persistence of Attitude Change
87
6
Retrospective
93
2
Judgmental Approaches
95
30
Adaptation Level Approach
95
4
The Social Judgment---Involvement Approach
99
11
Communication Discrepancy
105
2
Ego Involvement
107
2
Evaluation of Social Judgment Theory
109
1
The Variable Perspective Approach
110
12
Indirect Influence
115
2
Unresolved Issues in Perspective Theory
117
3
Comparisons of Approaches: Perception versus Description
120
2
Retrospective
122
3
Motivational Approaches
125
38
Cognitive Elements and Systems
125
1
The Motive to Maintain Cognitive Consistency
126
1
Balance Theory
127
6
Terminology
127
1
Determining Imbalance in a Cognitive System
128
1
Consequences of Imbalance
128
1
Empirical Research
129
4
Congruity Theory
133
4
The Domain of Congruity Theory
134
1
Determining and Resolving Disequilibrium (Incongruity)
134
1
The Mathematics of Congruity Theory
135
1
Empirical Research
135
2
Cognitive Dissonance Theory
137
15
Effects of Cognitive Dissonance
138
1
Effect of Disconfirming an Important Belief
139
1
Dissonance and the Decision Process
140
2
Insufficient Justification
142
3
Necessary Conditions for Dissonance Arousal
145
3
Temporal Characteristics of Dissonance Reduction
148
1
The Nature of Cognitive Dissonance
148
4
Impression Management Theory
152
3
Psychological Reactance Theory
155
5
What Does It Take to Arouse Reactance?
156
1
Consequences of the Arousal of Reactance
157
3
Retrospective
160
3
Attributional Approaches
163
20
Self-perception Theory
165
5
The Foot-in-the-door Effect
167
2
Overjustification Effects
169
1
Effects of Internal Sensations on Self-perception and Attitudes: Dissonance versus Self-perception
170
4
Effects of Ambiguous Internal Cues on Attitudes
174
3
Emotional Plasticity
174
1
Effects of Bogus Physiological Feedback
175
2
Recipients' Attribution Regarding the Cause of a Communicator's Behavior
177
3
Retrospective
180
3
Combinatory Approaches
183
30
Probabilogical Approaches to Belief Change
184
9
The Theory of Reasoned Action
193
11
Attitude
194
2
Subjective Norm
196
1
Behavioral Intention
197
1
Behavior
198
2
Summary of the Theory
200
1
Changing Beliefs, Attitudes, Norms, Intentions, and Behaviors
200
4
Information Integration Theory (Cognitive Algebra)
204
7
Retrospective
211
2
Self-persuasion Approaches
213
42
The Role-playing Approach: Active Participation versus Passive Exposure
213
7
The Persistence of Attitude Changes Produced by Role Playing
216
1
Why Is Role Playing So Effective?
216
3
Can Dissonance Theory Account for Role-playing Effects?
219
1
Mere Thought as a Determinant of Attitude Polarization
220
5
Empirical Research on Mere Thought
221
2
Other Determinants of Mere Thought
223
2
The Cognitive Response Approach to Persuasion
225
26
Premessage Inductions That Produce Resistance to Persuasion
226
6
Premessage Inductions That Affect the Motivation to Process a Message
232
6
Effects of Message, Context, and Recipient Inductions
238
10
The Postmessage Persistence of Persuasion
248
3
Evaluation of Self-persuasion Approaches
251
1
Retrospective
252
3
Epilog: A General Framework for Understanding Attitude Change Processes
255
16
Central versus Peripheral Routes to Attitude Change
255
7
Anticipatory Attitude Changes
257
1
The Relative Importance of Source and Message Factors in Persuasion
258
2
The Relative Importance of Recipient and Message Factors in Persuasion
260
2
The Elaboration Likelihood Model
262
6
Motivation and Ability to Process the Message
263
2
Motivation and Ability to Think about the Issue
265
1
The Central Route: A Difficult Way to Change Attitudes
266
1
The Peripheral Route: Attitude Change without Issue-relevant Thinking
267
1
Retrospective
268
3
References
271
30
Author Index
301
8
Subject Index
309