Tormala Zakary L, Clarkson Joshua J, Petty Richard E
Department of Psychological and Brain Science, Indiana University, 1101 East 10th Street, Bloomington, IN 47405, USA.
J Pers Soc Psychol. 2006 Sep;91(3):423-35. doi: 10.1037/0022-3514.91.3.423.
Recent research has suggested that when people resist persuasion they can perceive this resistance and, under specifiable conditions, become more certain of their initial attitudes (e.g., Z. L. Tormala & R. E. Petty, 2002). Within the same metacognitive framework, the present research provides evidence for the opposite phenomenon--that is, when people resist persuasion, they sometimes become less certain of their initial attitudes. Four experiments demonstrate that when people perceive that they have done a poor job resisting persuasion (e.g., they believe they generated weak arguments against a persuasive message), they lose attitude certainty, show reduced attitude-behavioral intention correspondence, and become more vulnerable to subsequent persuasive attacks. These findings suggest that resisted persuasive attacks can sometimes have a hidden yet important success by reducing the strength of the target attitude.
近期研究表明，当人们抵制劝说时，他们能够察觉到这种抵制，并且在特定条件下，会对自己最初的态度更加确信（例如，Z. L. 托马拉和R. E. 佩蒂，2002）。在相同的元认知框架内，本研究为相反的现象提供了证据——也就是说，当人们抵制劝说时，他们有时会对自己最初的态度变得不那么确信。四项实验表明，当人们认为自己在抵制劝说方面做得很差（例如，他们认为自己针对有说服力的信息所提出的论据很薄弱）时，他们会失去态度的确信度，态度与行为意图之间的一致性降低，并且更容易受到后续劝说攻击的影响。这些发现表明，受到抵制的劝说攻击有时可能会通过削弱目标态度的强度而取得一种隐藏但重要的成功。
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