| Publications [#39579] of Wendy Wood
search PubMed.Journal Articles
- Wood, W. (2000).
Attitude change: Persuasion and social influence. Annual Review of Psychology, 50, 539-570. [PDF]
(last updated on 2008/11/24)
Abstract: This chapter reviews empirical and
theoretical developments in research on
social influence and message-based
persuasion. The review emphasizes research
published during the period from 1996–1998.
Across these literatures, three central
motives have been identified that generate
attitude change and resistance. These involve
concerns with the self, with others and the
rewards/punishments they can provide, and
with a valid understanding of reality. The
motives have implications for information
processing and for attitude change in public
and private contexts. Motives in persuasion
also have been investigated in research on
attitude functions and cognitive dissonance
theory. In addition, the chapter reviews the
relatively unique aspects of each literature:
In persuasion, it considers the cognitive and
affective mechanisms underlying attitude
change, especially dual-mode processing
models, recipients' affective reactions, and
biased processing. In social influence, the
chapter considers how attitudes are embedded
in social relations, including social
identity theory and majority/minority group
influence.
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