Communication-Induced Persuasion or Resistance: Processes and Effects of Who Says What to Whom

Blair T Johnson, Lukas Wolf, Gregory Maio, Aaron Smith-McLallen

Research output: Chapter in Book/Report/Conference proceedingChapter

21 Citations (Scopus)

Abstract

This chapter provides an overview of the many facets of the relations between persuasive communication and attitude change, exploring the processes and effects of who says what to whom. It begins with a brief summary of some of the major theoretical perspectives on how communications affect attitude change and continues with a review of various causes of communication-induced attitude change, including source reinforcers and source numeracy. The nature and structure of persuasive messages are discussed in terms of more cognitive influences, such as anticipated communication and argument quality and quantity, and more affective influences such as mere exposure and evaluative conditioning. Also discussed are individual differences in recipients’ attitude strength, structure, and function, and their motivation and ability to process persuasive messages, as well as interactions between communicator, message, and recipient variables. Finally, we consider the effects of communication-induced attitude change in terms of persistence of attitude change, behavioral effects, and the relation between persuasive messages and implicit attitude change.

Original languageEnglish
Title of host publicationThe Handbook of Attitudes, Volume 1: Basic Principles
EditorsDolores Albarracin, Blair T. Johnson
Place of PublicationNew York, USA
PublisherRoutledge
Chapter14
Pages557-601
Number of pages44
Volume1
Edition2
ISBN (Electronic)9781351712408
ISBN (Print)9781138648265
Publication statusPublished - 1 Jul 2018

Cite this

Johnson, B. T., Wolf, L., Maio, G., & Smith-McLallen, A. (2018). Communication-Induced Persuasion or Resistance: Processes and Effects of Who Says What to Whom. In D. Albarracin, & B. T. Johnson (Eds.), The Handbook of Attitudes, Volume 1: Basic Principles (2 ed., Vol. 1, pp. 557-601). New York, USA: Routledge.