Psychology 3723F/G Chapter Notes - Chapter 8: Kari Edwards, David Sherman, Claude Steele
20 Apr 2016
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Chapter 8 basic principles in how attitudes are shaped. Basic principles of persuasion: influence by silly things attitudes can be influenced by information that has, at best a weak relevance to the attitude object. Attitudes are often influence by variables that we would regard as being irrational. Variables that shape attitudes can seem more or less relevant to the attitude, falling along a continuum from high to low relevance. High motivation and ability make people more likely to use information that is more directly relevant to their attitude, rather than use information that is less relevant. Use of more relevant information may increase when people feel confident enough to be open-minded about ideas that challenged their views without experiencing a threat to their self concept. Self-affirmation theory a high sense of self-integrity would suffer from being wrong. This view was supported in research by david sherman, leif nelson &
