Openness and persuasion: Multiple processes, meanings, and outcomes
Openness can be treated as an outcome, a motive, and a process. The motive to be open can be relatively objective or biased and it can affect both processes of primary and secondary cognition. Understanding these processes is critical for predicting when variables like curiosity relate to openness i...
| Autores: | , |
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| Tipo de recurso: | capítulo de libro |
| Fecha de publicación: | 2023 |
| País: | España |
| Institución: | Universidad Autónoma de Madrid |
| Repositorio: | Biblos-e Archivo. Repositorio Institucional de la UAM |
| Idioma: | inglés |
| OAI Identifier: | oai:repositorio.uam.es:10486/716338 |
| Acceso en línea: | http://hdl.handle.net/10486/716338 https://dx.doi.org/10.1093/oso/9780197655467.003.0004 |
| Access Level: | acceso abierto |
| Palabra clave: | openness resistance attitude change persuasion curiosity humility two-sided message meaning elaboration validation Psicología |
| Sumario: | Openness can be treated as an outcome, a motive, and a process. The motive to be open can be relatively objective or biased and it can affect both processes of primary and secondary cognition. Understanding these processes is critical for predicting when variables like curiosity relate to openness in the short and long term. After introducing these distinctions and the guiding conceptual framework, we examine how the motive to be open can come from the attitude, the situation, and the person such as when some people are open to all information and thoughts whereas others are open only to particular kinds of information. We also describe how openness can be appraised in both positive and negative ways, and how changes in these meanings are consequential for actual openness. Beyond being open, recent research also reveals the importance of signaling openness to others, as well as perceiving openness in others |
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