Healthy Skepticism Library item: 12604

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

Publication type: Journal Article

Briñol P, Petty RE, Gallardo I, DeMarree KG.
The effect of self-affirmation in nonthreatening persuasion domains: timing affects the process.
Pers Soc Psychol Bull 2007 Nov; 33:(11):1533-46
http://psp.sagepub.com/cgi/reprint/33/11/1533

Abstract:

Most research on self-affirmation and persuasion has argued that self-affirmation buffers the self against the threat posed by a persuasive message; thus, it increases the likelihood that participants will respond to the message favorably. Little research, in contrast, has looked at the effects of self-affirmation on persuasive messages that are not threatening to the self. This research examines mechanisms that can operate under these conditions. Consistent with the idea that self-affirmation affects confidence, the article shows that self-affirmation can decrease information processing when induced prior to message reception (Experiment 1) and can increase the use of self-generated thoughts in response to a persuasive message when induced after message reception (Experiment 2). In addition, Experiment 3 manipulates the timing of self-affirmation to replicate both effects and Experiment 4 provides direct evidence for the impact of self-affirmation on confidence.

Keywords:
Adult Advertising as Topic Attitude* Humans Internal-External Control Persuasive Communication* Self Concept* Spain