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Healthy Skepticism Library item: 20238

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

Leippe, MR, Elkin RA
When Motives Clash: Issue Involvement and Response Involvement as Determinants of Persuasion
Journal of Personality and Social Psychology 1987 Feb; 52:(2):269-278
http://psycnet.apa.org/index.cfm?fa=buy.optionToBuy&id=1987-15552-001


Abstract:

College students heard a strong or weak message after learning whether the message issue would have relevance to their personal lives outside the laboratory (high or low issue involvement) and whether they would later discuss the message issue (high or low response involvement). Judging from subjects’ recall of message information, either high issue involvement or high response involvement was sufficient to instigate high levels of attention to the message. Issue-involved-only subjects, however, were most strongly influenced by message quality. They agreed more with and had more favorable thoughts about strong relative to weak messages, and they were most likely to engage in attitude-consistent behavior. Response-involved-only subjects were not affected by message quality, either on public attitude and thought measures or on a private behavioral measure. Response-and-issue-involved subjects were in between these extremes. Message quality had modest effects on their thoughts and attitudes, but not on their behavior. These results suggest that issue involvement encourages systematic processing that is sensitive to how well message arguments concur with personal standards. In contrast, response involvement encourages expression of attitudes that satisfy self-presentational needs. This expression may be mediated by message processing that is either biased toward moderation or nonintegrative, or by outward impression management, or both.

 

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Far too large a section of the treatment of disease is to-day controlled by the big manufacturing pharmacists, who have enslaved us in a plausible pseudo-science...
The blind faith which some men have in medicines illustrates too often the greatest of all human capacities - the capacity for self deception...
Some one will say, Is this all your science has to tell us? Is this the outcome of decades of good clinical work, of patient study of the disease, of anxious trial in such good faith of so many drugs? Give us back the childlike trust of the fathers in antimony and in the lancet rather than this cold nihilism. Not at all! Let us accept the truth, however unpleasant it may be, and with the death rate staring us in the face, let us not be deceived with vain fancies...
we need a stern, iconoclastic spirit which leads, not to nihilism, but to an active skepticism - not the passive skepticism, born of despair, but the active skepticism born of a knowledge that recognizes its limitations and knows full well that only in this attitude of mind can true progress be made.
- William Osler 1909