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Extended Persuasion: Elaboration Moderates Indirect Attitude Change
Diego Bustos1, Borja Paredes1, Lorena Moreno2
1Universidad Autónoma de Madrid (Spain).
Psicothema
|November 4, 2025
Summary
Increased thinking, or elaboration, amplifies indirect attitude change effects. When people think more about one attitude, related attitudes tend to change more as well.
Area of Science:
- Psychology
- Social Psychology
- Attitude Change
Background:
- Indirect attitude change occurs when altering attitudes towards one object influences attitudes towards related objects.
- The extent of thinking (elaboration) during attitude change may moderate this indirect effect.
Purpose of the Study:
- To investigate how the amount of thinking (elaboration) influences the indirect attitude change effect.
- To test the hypothesis that higher elaboration leads to a greater indirect change effect.
Main Methods:
- Two studies manipulated thought valence (positive/negative) regarding a healthy diet and coffee.
- Elaboration was measured or manipulated, and both focal and distal attitudes were assessed.
Main Results:
- A general association was found between focal and distal attitudes.
- The amount of thinking significantly moderated this association, with increased elaboration enhancing indirect attitude change.
Conclusions:
- Elaboration plays a crucial role in moderating indirect attitude change.
- The degree of cognitive engagement influences the spillover effect of attitude change onto related objects.
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