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The effectiveness of unanticipated persuasive communications

The effectiveness of unanticipated persuasive communications This study investigated the effect of cognitive dissonance on opinion changing. 2 groups of Ss were presented with an opinion rather forcefully oriented ("persuasive communication"). One group was given an orientation that would not lead Ss to anticipate the "persuasive communication"; the other group was given an orientation that might lead them to reject the opinion expressed in the "communication" but in so doing, would also reject their own opinions. Ss were high school students; the topic dealt with young drivers. One group was told the speaker's point of view (the "tough" policy with young drivers) before hand; the other group was directed to evaluate the speaker's personality. Ss who were forewarned about the topic changed their opinions less than the "naive" Ss. From Psyc Abstracts 36:01:3GD35A. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Abnormal Psychology American Psychological Association

The effectiveness of unanticipated persuasive communications

Allyn, J.; Festinger, L.
Journal of Abnormal Psychology , Volume 62 (1): 6 – Jan 1, 1961
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Publisher
American Psychological Association
Copyright
Copyright © 1961 American Psychological Association
ISSN
0021-843X
eISSN
1939-1846
DOI
10.1037/h0048493
Publisher site
See Article on Publisher Site

Abstract

This study investigated the effect of cognitive dissonance on opinion changing. 2 groups of Ss were presented with an opinion rather forcefully oriented ("persuasive communication"). One group was given an orientation that would not lead Ss to anticipate the "persuasive communication"; the other group was given an orientation that might lead them to reject the opinion expressed in the "communication" but in so doing, would also reject their own opinions. Ss were high school students; the topic dealt with young drivers. One group was told the speaker's point of view (the "tough" policy with young drivers) before hand; the other group was directed to evaluate the speaker's personality. Ss who were forewarned about the topic changed their opinions less than the "naive" Ss. From Psyc Abstracts 36:01:3GD35A.

Journal

Journal of Abnormal Psychology – American Psychological Association

Published: Jan 1, 1961

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