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Related Concept Videos

Persuasion Strategies01:52

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Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).
Attitudes01:54

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Attitude is our evaluation of a person, an idea, or an object. We have attitudes for many things ranging from products that we might pick up in the supermarket to people around the world to political policies. Typically, attitudes are favorable or unfavorable: positive or negative (Eagly & Chaiken, 1993). And, they have three components: an affective component (feelings), a behavioral component (the effect of the attitude on behavior), and a cognitive component (belief and knowledge;...
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Altercasting is a strategic communication technique in which an individual imposes a specific identity or social role onto another person to influence their behavior and shape the interaction. By presuming a role—such as “responsible leader” or “patient person”—altercasting encourages the target to conform to that identity, often aligning their behavior with the expectations associated with the role. The power of this tactic lies in its subtlety; once a role is assigned, it becomes socially...
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The Modified Temptation Resistance Task: A Paradigm to Elicit Children's Strategic Lie-telling
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Circumventing resistance: using values to indirectly change attitudes.

Kevin L Blankenship1, Duane T Wegener, Renee A Murray

  • 1Department of Psychology, Iowa State University, W112 Lagomarcino Hall, Ames, IA 50011, USA. Kevinb1@iastate.edu

Journal of Personality and Social Psychology
|July 4, 2012
PubMed
Summary

Indirectly attacking core values, like equality, can change attitudes more effectively than direct persuasion. This indirect approach undermines confidence in related policies, making them more susceptible to further influence.

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Area of Science:

  • Social Psychology
  • Attitude Change
  • Persuasion Science

Background:

  • Persuasion research typically focuses on direct message delivery.
  • Indirect persuasion strategies may be more effective for resistant audiences.
  • Values, rarely attacked, offer a potential indirect route for attitude modification.

Purpose of the Study:

  • To investigate the efficacy of indirect value-based persuasion compared to direct attitude persuasion.
  • To explore the psychological mechanisms underlying indirect attitude change.
  • To examine the impact of value attacks on related policy attitudes and confidence.

Main Methods:

  • Experimental manipulation of direct versus indirect attacks on attitudes and values.
  • Measurement of attitude change, value confidence, and policy attitudes.
  • Control for message counterarguments and favorability.

Main Results:

  • Attitudes toward affirmative action changed more when the value of equality was indirectly attacked than when directly attacked.
  • Changes in value confidence, not favorability, drove indirect attitude change.
  • Attacking core values influenced related policy attitudes and reduced confidence in those attitudes.

Conclusions:

  • Indirect persuasion via value attacks is a potent strategy, more effective than direct persuasion for resistant individuals.
  • This method creates a 'double threat,' impacting both policy attitudes and confidence, increasing susceptibility to further influence.
  • Understanding value-attitude linkages is crucial for developing effective persuasion strategies.