Format

Send to

Choose Destination
See comment in PubMed Commons below
J Pers Soc Psychol. 2008 Feb;94(2):196-213. doi: 10.1037/0022-3514.94.2.94.2.196.

Opening the mind to close it: considering a message in light of important values increases message processing and later resistance to change.

Author information

  • 1Department of Psychology, California State University, Fresno, Fresno, CA 97340, USA. kblankenship@csufresno.edu

Abstract

Past research showed that considering a persuasive message in light of important rather than unimportant values creates attitudes that resist later attack. The traditional explanation is that the attitudes come to express the value or that a cognitive link between the value and attitude enhances resistance. However, the current research showed that another explanation is plausible. Similar to other sources of involvement, considering important rather than unimportant values increases processing of the message considered in light of those values. This occurs when the values are identified as normatively high or low in importance and when the perceived importance differs across participants for the same values. The increase in processing creates resistance to later attacks, and unlike past research, individual-level measures of initial amount of processing mediate value importance effects on later resistance to change. Important values motivate processing because they increase personal involvement with the issue, rather than creating attitudes that represent or express core values.

(c) 2008 APA, all rights reserved

[PubMed - indexed for MEDLINE]
PubMed Commons home

PubMed Commons

0 comments
How to join PubMed Commons

    Supplemental Content

    Full text links

    Icon for American Psychological Association
    Loading ...
    Write to the Help Desk