Self-generated persuasion: effects of the target and direction of arguments

Previous research has revealed that self-persuasion can occur either through role-playing (i.e., when arguments are generated to convince another person) or, more directly, through trying to convince oneself (i.e., when arguments are generated with oneself as the target). Combining these 2 tradition...

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Detalhes bibliográficos
Autores: Briñol Turnes, Pablo Antonio, McCaslin, Michael J., Petty, Richard E.
Tipo de documento: artigo
Data de publicação:2012
País:España
Recursos:Universidad Autónoma de Madrid
Repositório:Biblos-e Archivo. Repositorio Institucional de la UAM
Idioma:inglês
OAI Identifier:oai:repositorio.uam.es:10486/666332
Acesso em linha:http://hdl.handle.net/10486/666332
https://dx.doi.org/10.1037/a0027231
Access Level:Acceso aberto
Palavra-chave:Self-persuasion
Role-playing
Attitude change
Self-knowledge
Target
Psicología
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spelling Self-generated persuasion: effects of the target and direction of argumentsBriñol Turnes, Pablo AntonioMcCaslin, Michael J.Petty, Richard E.Self-persuasionRole-playingAttitude changeSelf-knowledgeTargetPsicologíaPrevious research has revealed that self-persuasion can occur either through role-playing (i.e., when arguments are generated to convince another person) or, more directly, through trying to convince oneself (i.e., when arguments are generated with oneself as the target). Combining these 2 traditions in the domain of attitude change, the present research investigated the impact on self-persuasion of the specific target of one’s own persuasive attempt (i.e., others vs. oneself). We found that the efficacy of self-persuasion depended on whether people believed that they would have to put more or less effort in convincing the self or others. Specifically, we found opposite effects for self-generated arguments depending on whether the topic of persuasion was proattitudinal or counterattitudinal. Across 4 studies, it was shown that when the topic of the message was counterattitudinal, people were more effective in convincing themselves when the intended target of the arguments was themselves versus another person. However, the opposite was the case when the topic was proattitudinal. These effects were shown to stem from the differential effort perceived as necessary and actually exerted in trying to produce persuasion under these conditions.American Psychological AssociationDepartamento de Psicología Social y MetodologíaFacultad de Psicología20122012-02-20research articlehttp://purl.org/coar/resource_type/c_2df8fbb1SMURhttp://purl.org/coar/version/c_71e4c1898caa6e32info:eu-repo/semantics/articleapplication/pdfhttp://hdl.handle.net/10486/666332https://dx.doi.org/10.1037/a0027231reponame:Biblos-e Archivo. Repositorio Institucional de la UAMinstname:Universidad Autónoma de MadridInglésengopen accesshttp://purl.org/coar/access_right/c_abf2info:eu-repo/semantics/openAccessoai:repositorio.uam.es:10486/6663322026-06-23T12:46:27Z
dc.title.none.fl_str_mv Self-generated persuasion: effects of the target and direction of arguments
title Self-generated persuasion: effects of the target and direction of arguments
spellingShingle Self-generated persuasion: effects of the target and direction of arguments
Briñol Turnes, Pablo Antonio
Self-persuasion
Role-playing
Attitude change
Self-knowledge
Target
Psicología
title_short Self-generated persuasion: effects of the target and direction of arguments
title_full Self-generated persuasion: effects of the target and direction of arguments
title_fullStr Self-generated persuasion: effects of the target and direction of arguments
title_full_unstemmed Self-generated persuasion: effects of the target and direction of arguments
title_sort Self-generated persuasion: effects of the target and direction of arguments
dc.creator.none.fl_str_mv Briñol Turnes, Pablo Antonio
McCaslin, Michael J.
Petty, Richard E.
author Briñol Turnes, Pablo Antonio
author_facet Briñol Turnes, Pablo Antonio
McCaslin, Michael J.
Petty, Richard E.
author_role author
author2 McCaslin, Michael J.
Petty, Richard E.
author2_role author
author
dc.contributor.none.fl_str_mv Departamento de Psicología Social y Metodología
Facultad de Psicología
dc.subject.none.fl_str_mv Self-persuasion
Role-playing
Attitude change
Self-knowledge
Target
Psicología
topic Self-persuasion
Role-playing
Attitude change
Self-knowledge
Target
Psicología
description Previous research has revealed that self-persuasion can occur either through role-playing (i.e., when arguments are generated to convince another person) or, more directly, through trying to convince oneself (i.e., when arguments are generated with oneself as the target). Combining these 2 traditions in the domain of attitude change, the present research investigated the impact on self-persuasion of the specific target of one’s own persuasive attempt (i.e., others vs. oneself). We found that the efficacy of self-persuasion depended on whether people believed that they would have to put more or less effort in convincing the self or others. Specifically, we found opposite effects for self-generated arguments depending on whether the topic of persuasion was proattitudinal or counterattitudinal. Across 4 studies, it was shown that when the topic of the message was counterattitudinal, people were more effective in convincing themselves when the intended target of the arguments was themselves versus another person. However, the opposite was the case when the topic was proattitudinal. These effects were shown to stem from the differential effort perceived as necessary and actually exerted in trying to produce persuasion under these conditions.
publishDate 2012
dc.date.none.fl_str_mv 2012
2012-02-20
dc.type.none.fl_str_mv research article
http://purl.org/coar/resource_type/c_2df8fbb1
SMUR
http://purl.org/coar/version/c_71e4c1898caa6e32
dc.type.openaire.fl_str_mv info:eu-repo/semantics/article
format article
dc.identifier.none.fl_str_mv http://hdl.handle.net/10486/666332
https://dx.doi.org/10.1037/a0027231
url http://hdl.handle.net/10486/666332
https://dx.doi.org/10.1037/a0027231
dc.language.none.fl_str_mv Inglés
eng
language_invalid_str_mv Inglés
language eng
dc.rights.none.fl_str_mv open access
http://purl.org/coar/access_right/c_abf2
dc.rights.openaire.fl_str_mv info:eu-repo/semantics/openAccess
rights_invalid_str_mv open access
http://purl.org/coar/access_right/c_abf2
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv American Psychological Association
publisher.none.fl_str_mv American Psychological Association
dc.source.none.fl_str_mv reponame:Biblos-e Archivo. Repositorio Institucional de la UAM
instname:Universidad Autónoma de Madrid
instname_str Universidad Autónoma de Madrid
reponame_str Biblos-e Archivo. Repositorio Institucional de la UAM
collection Biblos-e Archivo. Repositorio Institucional de la UAM
repository.name.fl_str_mv
repository.mail.fl_str_mv
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score 15.301603

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