The pursuit of self-interest: Self-interest bias in attitude judgment and persuasion
The pursuit of self-interest: Self-interest bias in attitude judgment and persuasion
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DOI：
10.1037/0022-3514.89.6.864
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发表时间：
2005-12-01
影响因子：
7.6
通讯作者：
Chaiken, S
中科院分区：
文献类型：
--
作者：
Darke, PR;Chaiken, S
在4项探讨态度判断和说服的研究中，自我利益影响态度的方向。实验1表明，自我利益和象征性的关注预测的态度。在产生众所周知的个人相关性和论点强度的说服效果中，自我利益的偏向作用通过解开个人成本和利益的竞争效应来检验。实验2使用了标准的个人相关性操纵的支持性论据的情况下，并表明，个人成本的看法与倡导的政策部分介导其负面影响的态度。实验3和4独立操纵与问题相关的个人成本和支持性论据传达的与问题相关的利益的开始。信息后态度是个人成本和参数指定的好处的加性函数，感知的成本和收益偏向于自我利益的方式处理信息。讨论了个人关联和论元强度的修正概念。
Self-interest affected the direction of attitudes in 4 studies exploring attitude judgment and persuasion. Experiment 1 showed that both self-interest and symbolic concerns predicted attitudes. The biasing role of self-interest in producing the well-known persuasion effects of personal relevance and argument strength was examined by disentangling the competing effects of personal costs and benefits. Experiment 2 used a standard personal relevance manipulation in the absence of supportive arguments and showed that perceptions of personal costs associated with the advocated policy partially mediated its negative effects on attitudes. Experiments 3 and 4 independently manipulated the onset of personal costs associated with an issue and the onset of issue-related benefits conveyed by supportive arguments. Postmessage attitudes were an additive function of personal costs and argument-specified benefits, and perceived costs and benefits biased information processing in a self-interested manner. A revised conception of personal relevance and argument strength is discussed.