Author:
Blankenship Kevin L.,Kane Kelly A.,Machacek Marielle G.
Abstract
The present research examines whether the perceived uniqueness of one’s thoughts and salience of uniqueness motivations can influence attitude strength and resistance. Participants who rated their thoughts as relatively unique formed attitudes that showed greater correspondence with behavioral intentions to act on the attitude (Study 1). In Study 2, participants who recalled a previous purchase motivated by the desire to be unique (versus to fit in) after generating message counterarguments were less persuaded (more resistant) and reported greater willingness to act on their (negative) attitude. Moreover, attitudes mediated the effect of the purchase manipulation on intentions to act on the attitude.
Reference38 articles.
1. Beliefs are like possessions.;Abelson;J. Theor. Soc. Behav.,1986
2. Warning, personal involvement, and attitude change.;Apsler;J. Personal. Soc. Psychol.,1968
3. The social self: on being the same and different at the same time.;Brewer;Personal. Soc. Psychol. Bull.,1991
4. Individual differences in attitude change;Briñol;The Handbook of Attitudes and Attitude Change,2005
5. Persuasion: insights from the self-validation hypothesis;Briñol;Advances in Experimental Social Psychology,2009