THE ROLE OF BIASED SCANNING IN COUNTERATTITUDINAL ADVOCACY
Abstract:Two experiments tested the biased-scanning hypothesis that high financial inducement leads to greater cognitive contact with counterattitudinal arguments and thus to greater attitude change. In Experiment I, given time to listen to only half of the pro- and counterattitudinal material, role-players attended primarily to counterattitudinal arguments. In Experiment II, given sufficient time to listen to all material, role-players sought out pro-attitudinal material first, regardless of inducement. No differences in biased scanning or attitude change were observed as a function of financial inducement. Contrary to the “open-mindedness” formulation, results were interpreted in the framework of reactance and of self-immunization to persuasion.
Document Type: Research Article
Publication date: 1977-01-01
More about this publication?
- The Journal's core purpose is scientific communication in the disciplines of Social Psychology, Developmental and Personality Psychology
- Editorial Board
- Information for Authors
- Submit a Paper
- Subscribe to this Title
- Terms & Conditions
- Contact the Publisher
- Manuscript Guidelines
- Ingenta Connect is not responsible for the content or availability of external websites