Pitch as a Recipient, Channel, and Context Factor Affecting Thought Reliance and Persuasion.

Three experiments tested how low versus high pitch generated from sources beyond a message communicator can affect reliance on thoughts and influence recipients' attitudes. First, participants wrote positive or negative thoughts about an exam proposal (Experiments 1, 2) or their academic abilities (Experiment 3). Then, pitch from the message recipient (Experiment 1), channel (Experiment 2), or context (Experiment 3) was manipulated to be high or low. Experiment 1 showed that when participants vocally expressed their thoughts using low (vs. high) pitch, thoughts had a greater effect on attitudes toward exams. Experiment 2 revealed low (vs. high) pitch sounds from the keyboard participants used to write their thoughts produced the same effect on thought usage. Experiment 3 demonstrated that thoughts influenced attitudes more when listed while background music was low (vs. high) Pitch can influence attitudes through a meta-cognitive thought reliance process whether emerging from the recipient, channel, or context.

How research on persuasion can inform dual-process models of judgment.

De Neys makes some useful points regarding dual-process models, but his critique ignores highly relevant theories of judgment from the persuasion literature. These persuasion models predate and often circumvent many of the criticisms he makes of the dual-process approaches he covers. Furthermore, the persuasion models anticipated some of the correctives to dual-process models that he proposes.

Self-Validation Theory: Confidence can Increase but also Decrease Performance in Applied Settings.

This article presents self-validation theory (SVT) as a framework predicting when mental contents guide performance. First, we illustrate how confidence can validate people's thoughts (goals, beliefs, identity) increasing and decreasing performance, depending on what thoughts are validated. This first section reviews examples of validation processes in guiding intellectual performance in academic settings, sport performance in athletes, as well as performance on diverse social tasks. SVT specifies moderating conditions for validation processes to operate. Therefore, in the second section of this review, we identify unique and testable moderators for metacognitive processes demonstrating when and for whom validation processes are more likely to occur. A third section calls for future research identifying new validating variables (e.g., preparation, courage) capable of increasing usage of unexplored thoughts relevant to performance (e.g., expectations). This final section examines new domains for validation (e.g., group performance, cheating in performance), discusses to what extent people can use self-validation strategies deliberatively to improve their performance and addresses when performance can be impaired by invalidation (e.g., due to identity threat).

Attitude Strength: What's New?

Attitude strength (what makes attitudes durable and impactful) has become an important topic in the domain of social influence. We review three areas in which the traditional view of attitude strength has been modified or updated since the publication of Petty and Krosnick's 1995 edited book on the topic. First, although it was widely assumed that there were different categories of strength variables (i.e., operative versus meta-cognitive), it may now be better to recognize that each strength property can be measured both structurally and subjectively and that each measure is useful. Second, although scholars assumed that virtually all persuasion techniques would work better on weaker than stronger attitudes, recent research suggests that some techniques might actually work better on stronger than weaker attitudes. Third, although stronger attitudes often guide behavior better than weaker ones, when strength is challenged or weak attitudes are threatening, people can be motivated to act to demonstrate or restore certainty. This can result in weaker attitudes leading to more extreme behavior.

Attitude Strength: What’s New?

Attitude strength (what makes attitudes durable and impactful) has become an important topic in the domain of social influence. We review three areas in which the traditional view of attitude strength has been modified or updated since the publication of Petty and Krosnick’s 1995 edited book on the topic. First, although it was widely assumed that there were different categories of strength variables (i.e., operative versus meta-cognitive), it may now be better to recognize that each strength property can be measured both structurally and subjectively and that each measure is useful. Second, although scholars assumed that virtually all persuasion techniques would work better on weaker than stronger attitudes, recent research suggests that some techniques might actually work better on stronger than weaker attitudes. Third, although stronger attitudes often guide behavior better than weaker ones, when strength is challenged or weak attitudes are threatening, people can be motivated to act to demonstrate or restore certainty. This can result in weaker attitudes leading to more extreme behavior. (AU)

Self-Validation Theory: Confidence can Increase but also Decrease Performance in Applied Settings

This article presents self-validation theory (SVT) as a framework predicting when mental contents guide performance. First, we illustrate how confidence can validate people’s thoughts (goals, beliefs, identity) increasing and decreasing performance, depending on what thoughts are validated. This first section reviews examples of validation processes in guiding intellectual performance in academic settings, sport performance in athletes, as well as performance on diverse social tasks. SVT specifies moderating conditions for validation processes to operate. Therefore, in the second section of this review, we identify unique and testable moderators for metacognitive processes demonstrating when and for whom validation processes are more likely to occur. A third section calls for future research identifying new validating variables (e.g., preparation, courage) capable of increasing usage of unexplored thoughts relevant to performance (e.g., expectations). This final section examines new domains for validation (e.g., group performance, cheating in performance), discusses to what extent people can use self-validation strategies deliberatively to improve their performance and addresses when performance can be impaired by invalidation (e.g., due to identity threat). (AU)

Strengthening the Link between Vaccine Predispositions and Vaccine Advocacy through Certainty.

BACKGROUND: Instruments designed to assess individual differences in predispositions towards vaccination are useful in predicting vaccination-related outcomes. Despite their importance, there is relatively little evidence regarding the conditions under which these instruments are more predictive. The current research was designed to improve the ability of these kinds of instruments to predict vaccination advocacy by considering the certainty associated with the responses to vaccination scales. METHOD: Across two studies, participants completed the Beliefs about Medicines Questionnaire BMQ scale (Study 1) or the Vaccination Attitudes Examination (VAX) scale (Study 2). The certainty participants had in their responses to each scale was either measured (Study 1) or manipulated (Study 2). Intentions to advocate in favor of vaccination served as the criterion measure in both studies. RESULTS: As expected, the scales significantly predicted vaccination advocacy, contributing to enhancing the predictive validity of the instruments used in the studies. Most relevant, certainty moderated the extent to which these scales predicted vaccination advocacy, with greater consistency between the initial scores and the subsequent advocacy willingness obtained for those with higher certainty. CONCLUSIONS: Certainty can be useful to predict when the relationship between vaccination-related cognitions (i.e., beliefs or attitudes) and advocacy willingness is likely to be stronger.

Polarization of Attitudes as a Function of Mortality Salience: A Meta-Cognitive Analysis.

BACKGROUND: The present study analyzes how attitudes can polarize after reminders of death in the context of persuasion, and proposes that a meta-cognitive process (i.e., self-validation) can serve as a compensatory coping mechanism to deal with mortality salience. METHOD: Participants were first asked to read either a strong or a weak resume of a job applicant. Next, they listed their initial thoughts about that applicant. Then, they were asked to think about of their own death (i.e., mortality salience condition) versus being asked to think about of being cold (i.e., control condition). Finally, participants reported the confidence in their thoughts, as well as their attitudes towards the applicant. RESULTS: Participants who were assigned to the mortality salience (vs. control) condition showed greater impact of their previously generated thoughts on their subsequent attitudes. Additionally, as hypothesized, this effect of attitude polarization was mediated by changes in thought confidence. CONCLUSIONS: Attitudes unrelated to mortality can be polarized by reminders of death and this effect can operate through a meta-cognitive process of thought validation. Implications for persuasion, self-validation, and beyond are discussed.

Self-validation theory: An integrative framework for understanding when thoughts become consequential.

Self-validation theory (SVT) is introduced and presented as a series of six postulates. The core notion of SVT is that thoughts become more consequential for judgment and action as the perceived validity of the thoughts is increased. Instead of focusing on the objective accuracy of thoughts, self-validation research focuses on a subjective sense that one's thoughts are valid or appropriate to use. People come to rely on any thought more when they perceive that thought is likely to be true (cognitive validation) or because they feel good about the thought (affective validation). Perceptions of thought validity are influenced by thought-relevant as well as incidental factors (e.g., one's moods, sense of ease), and the impact of these factors can vary with their meaning. Individual and situational factors moderate when people rely on their assessments of validity and what thoughts are salient to validate. In short, SVT is a comprehensive and integrative framework from which to examine the use of thoughts across many seemingly diverse variables, outcomes, and domains in psychology. The theory is also relevant to understanding judgments in numerous applied contexts. By identifying moderators and mediators of thought validation processes and outcomes, SVT is capable of specifying when and why many different variables have an impact on judgments and actions. (PsycInfo Database Record (c) 2022 APA, all rights reserved).

Polarization of Attitudes as a Function of Mortality Salience: A Meta-Cognitive Analysis / Polarización de las Actitudes Como Resultado de Hacer Saliente la Mortalidad: un Análisis Meta-Cognitivo

Background: The present study analyzes how attitudes can polarize afterreminders of death in the context of persuasion, and proposes that a meta-cognitive process (i.e., self-validation) can serve as a compensatory copingmechanism to deal with mortality salience. Method: Participants were firstasked to read either a strong or a weak resume of a job applicant. Next,they listed their initial thoughts about that applicant. Then, they were askedto think about of their own death (i.e., mortality salience condition) versusbeing asked to think about of being cold (i.e., control condition). Finally,participants reported the confidence in their thoughts, as well as theirattitudes towards the applicant. Results: Participants who were assigned tothe mortality salience (vs. control) condition showed greater impact of theirpreviously generated thoughts on their subsequent attitudes. Additionally,as hypothesized, this effect of attitude polarization was mediated by changesin thought confidence. Conclusions: Attitudes unrelated to mortality canbe polarized by reminders of death and this effect can operate through ameta-cognitive process of thought validation. Implications for persuasion,self-validation, and beyond are discussed.

Antecedentes: la presenteinvestigación analiza cómo las actitudes se polarizan como resultado dehacer saliente la mortalidad en el contexto de la persuasión y propone queun proceso meta-cognitivo (i.e., la auto-validación) puede servir comoun mecanismo compensatorio de afrontamiento ante la idea de la muerte.Método: los participantes fueron asignados aleatoriamente a leer uncurrículum que incluía información muy convincente o información pococonvincente sobre un candidato a un puesto de trabajo. A continuación, escribieron los pensamientos que tuvieron sobre el candidato. Después, realizaron una tarea que implicó pensar en la idea de su propia muerte (i.e.,condición de mortalidad) o pensar en la idea de tener frío (i.e., condiciónde control). Finalmente, los participantes informaron de la confianza que tuvieron en sus pensamientos, así como de las actitudes que se formaron hacia el candidato. Resultados: los participantes de la condición demortalidad (vs. control) mostraron un mayor impacto de sus pensamientosiniciales sobre sus actitudes. Además, este efecto de polarización fuemediado por la confianza en los pensamientos. Conclusiones: las actitudesno relacionadas con la mortalidad pueden polarizarse al hacer salientela mortalidad y este efecto puede ocurrir a través de un proceso meta-cognitivo de validación del pensamiento.

Paralinguistic Features Communicated through Voice can Affect Appraisals of Confidence and Evaluative Judgments.

This article unpacks the basic mechanisms by which paralinguistic features communicated through the voice can affect evaluative judgments and persuasion. Special emphasis is placed on exploring the rapidly emerging literature on vocal features linked to appraisals of confidence (e.g., vocal pitch, intonation, speech rate, loudness, etc.), and their subsequent impact on information processing and meta-cognitive processes of attitude change. The main goal of this review is to advance understanding of the different psychological processes by which paralinguistic markers of confidence can affect attitude change, specifying the conditions under which they are more likely to operate. In sum, we highlight the importance of considering basic mechanisms of attitude change to predict when and why appraisals of paralinguistic markers of confidence can lead to more or less persuasion.

Individual differences in three aspects of evaluation: The motives to have, learn, and express attitudes.

We report seven studies that introduce and validate two unique aspects of evaluation that supplement the original Need to Evaluate (NE) scale (Jarvis & Petty, 1996). Whereas the original scale focused on the tendency to have attitudes, the two new scales focus on the tendencies to learn and express attitudes. Although the new scales are correlated with the original scale and each other, each new scale is shown to be related in a unique way to other relevant scales, and most importantly, to predict different outcomes. Study 1 develops the new learning and expressing aspects of evaluation. Study 2 establishes the factor structure of these new dimensions and distinguishes them from the having aspect identified in the original NE scale. Study 3 demonstrates the convergent and discriminant validity of the two new NE scales in relation to relevant existing individual differences. Study 4 shows that the new NE-learning and expressing scales can predict people's preference for different roles in an impending group discussion. Study 5 shows that the NE-expressing scale predicts attitudes in a paradigm where people generate persuasive arguments and Study 6 shows that the NE-learning scale predicts attitudes in response to an external message using evaluative language. Finally, Study 7 shows that the original NE scale predicts above and beyond the two new scales in accounting for people's tendencies to have and possess attitudes toward various social and political issues. (PsycInfo Database Record (c) 2021 APA, all rights reserved).

The Role of Meta-Cognitive Certainty on Pornography Consumption.

BACKGROUND: The Problematic Pornography Use Scale (PPUS) was originally designed to help predicting pornography consumption. Despite the frequency with which this scale is used in the scientific literature, there is still relatively little evidence regarding the predictive validity of this important instrument. This current research introduces a construct capable of improving the ability of the scale to predict pornography consumption (meta-cognitive certainty). METHOD: Over two studies, participants completed the PPUS and the meta-cognitive certainty in their responses to the scale was measured (Study 1) or manipulated (Study 2). Self-reported porn consumption was the criterion measure in both studies, with an additional actual overt behavior relevant to consumption of porn included in Study 2. RESULTS: As expected, the PPUS significantly predicted porn consumption, confirming the predictive validity of the scale. More importantly, meta-cognitive certainty was capable of moderating the extent to which scores on the PPUS could predict porn consumption, with greater consistency between the PPUS and reported behavior from those with high (vs. low) meta-cognitive certainty. CONCLUSIONS: These data suggest that considering meta-cognitive certainty may be useful for predicting when the link between the PPUS and porn consumption is stronger.

Dampening affect via expectations: The case of ambivalence.

People often form attitudes based on a mixture of positive and negative information. This can result in mixed evaluative reactions that are associated with feeling conflicted and undecided (i.e., felt ambivalence). In the present research, we examined whether expectations of receiving mixed information could dampen felt ambivalence compared to situations where the mixed information was instead unexpected. In six experiments, expectancies of receiving mixed information-either explicitly provided or implied via patterns of behavior-led people to feel less ambivalent about a target person who had engaged in mixed social behaviors. Expectations of mixed information reduced felt ambivalence to receipt of such information in comparison to having no explicit expectancies (Studies 1-3, 5-6), negative expectancies (Study 2), positive expectancies (Study 3), and compared with expectancies formed merely on the basis of behavioral patterns (Study 4). The extent to which people felt that their expectancies of mixed information regarding the target were confirmed (vs. disconfirmed) significantly accounted for the reductions in felt ambivalence. Finally, lower felt ambivalence via manipulated expectations accounted for reduced decision time in a workplace simulation about recommending promotion or termination of an employee (Study 6). Overall, these findings bridge the extensive literatures in attitudes, social judgment, and expectations, showing that expecting mixed information can lead to reductions in felt ambivalence that have consequences for behavior. (PsycInfo Database Record (c) 2022 APA, all rights reserved).

The impact of grounded procedures can vary as a function of perceived thought validity, meaning, and timing.

Cleansing (separation) inductions reduce the impact of negative and positive reactions, whereas connection manipulations magnify them. We suggest that grounded procedures can produce these effects by affecting the perceived validity of thoughts. In accord with the self-validation theory, we also note the importance of considering how moderators, such as the meaning of the action and the timing of inductions, affect outcomes.

How Posting Online Reviews Can Influence the Poster's Evaluations.

The current research demonstrates that posting online reviews can influence the evaluations of the individual posting the review. Across four studies, we examine the impact of individuals' naive theories about the meaning of their own posting on subsequent attitudes. In these experiments, individuals were assigned to write either positive or negative reviews about various products and services and then post them. The meaning associated with posting a review was varied to indicate either high validity (e.g., saving, extending, sharing) or low validity (e.g., deleting, hiding, archiving) with respect to their previously written reviews. When posting was associated with a high validity meaning, it increased reliance on those thoughts polarizing attitudes and behavioral intentions compared with when the posting was associated with a low validity meaning. These findings were mediated by the impact of meaning on thought confidence.

Are Positive Interventions Always Beneficial?

Can people improve their lives by smiling more, trying to have a better posture, and by thinking about good memories? Can individuals become more successful by deliberatively engaging in positive actions and thoughts? Do people feel better by following recommendations from naïve psychology? In the present article we discuss these questions, noting that although some popular interventions thought to be universally beneficial (e.g., inductions of happiness, self-affirmation, empowerment, self-distancing) can sometimes yield positive outcomes, at other times the outcomes can also be negative. Taking an empirical approach based on experimental evidence, we postulate that understanding the underlying processes discovered in the science of persuasion is the key for specifying why, when, and for whom these practical initiatives are more likely to work or to backfire.

Documenting individual differences in the propensity to hold attitudes with certainty.

The certainty with which people hold their attitudes is an important consideration because attitudes held with certainty better predict judgment and behavior than attitudes held with doubt. However, little is known about whether people's assessments of their certainty reflect a disposition to hold attitudes with confidence. Adapting methods used to document individual differences in people's attitudes, the present research demonstrates that the certainty with which people hold any given attitude is in part a reflection of a relatively stable disposition. Across 5 studies and 6 samples (total N = 106,050), we demonstrate dispositional variability in attitude certainty and show that it is related to but distinct from confidence in other judgmental domains. We also demonstrate that dispositional attitude certainty may be useful in predicting certainty in newly formed evaluations (Study 3) and an important consequence of certainty-attitude-behavior correspondence (as indicated by reports of behavioral intentions and recent behavior; Study 4 and Student Sample in Study 5). Furthermore, we demonstrate that dispositional attitude certainty is relatively stable over time (Study 5). Results are discussed with respect to potential mechanisms and boundary conditions relating to dispositional attitude certainty, the implications of these individual differences for attitudes and persuasion, as well as the potential origins of dispositional attitude certainty. (PsycInfo Database Record (c) 2021 APA, all rights reserved).

Individual Differences in Attitude Consistency Over Time: The Personal Attitude Stability Scale.

This research finds evidence for reliable individual differences in people's perceived attitude stability that predict the actual stability of their attitudes over time. Study 1 examines the reliability and factor structure of an 11-item Personal Attitude Stability Scale (PASS). Study 2 establishes test-retest reliability for the PASS over a 5-week period. Studies 3a and 3b demonstrate the convergent and discriminant validity of the PASS in relation to relevant existing individual differences. Studies 4 and 5 show that the PASS predicts attitude stability following a delay period across several distinct topics. Across multiple attitude objects, for people with high (vs. low) scores on the PASS, Time 1 attitudes were more predictive of their Time 2 attitudes, indicative of greater attitudinal consistency over time. The final study also demonstrates that the PASS predicts attitude stability above and beyond other related scales.

Promoting healthy eating by enhancing the correspondence between attitudes and behavioral intentions / Promocionando la alimentación saludable a través de la mejora en la relación entre actitudes e intenciones conductuales

BACKGROUND: Healthy eating campaigns are not always successful in changing food-related attitudes. Even when interventions produce the desired outcomes in attitudes, it is often challenging to translate those psychological changes into subsequent behaviors. Previous research has shown that elaboration (amount of thinking) is a critical construct for understanding the ability of attitudes to guide behavior. Instead of looking directly at objective elaboration, this study examined attitude-behavior correspondence as a function of subjective elaboration. METHOD: Participants were first randomly assigned to generate positive or negative arguments with regard to taxing junk food. After this experimental manipulation, participants reported their subjective elaboration (as an additional predictor), and their attitudes and behavioral intentions regarding the proposal (as dependent measures). RESULTS: As hypothesized, the results showed that the greater perceived elaboration, the larger the ability of attitudes to guide behavioral intentions. That is, attitudes were more predictive of behavioral intentions in participants with higher levels of perceived elaboration compared to those with relatively lower levels of subjective thinking. CONCLUSION: Health initiatives can benefit from considering the extent to which participants perceive thinking about persuasive proposals

ANTECEDENTES: las campañas que promocionan una alimentación saludable no siempre consiguen cambiar las actitudes de las personas. Incluso cuando se cambian las actitudes, a menudo esos cambios no se traducen en los correspondientes comportamientos saludables. La investigación llevada a cabo hasta este momento demuestra que la cantidad de elaboración sobre una propuesta persuasiva constituye un constructo esencial a la hora de entender la relación entre actitudes e intenciones conductuales. En la presente investigación se estudia el papel de la elaboración subjetiva en la relación entre actitudes e intenciones conductuales dentro del contexto de la evaluación de la comida saludable. MÉTODO: los participantes del estudio fueron asignados aleatoriamente a generar pensamientos positivos o negativos sobre la posibilidad de aumentar los impuestos a la comida basura. Después de esta manipulación experimental, se midió la elaboración subjetiva (predictor) y las actitudes e intenciones conductuales con respecto a la propuesta persuasiva (medidas dependientes). RESULTADOS: se encontró que cuanto mayor fue la elaboración percibida, mayor resultó la capacidad de las actitudes para guiar las intenciones conductuales. CONCLUSIÓN: las iniciativas de salud pueden beneficiarse de forma significativa al incluir una medida sencilla de la elaboración percibida