Ng Wei Jie Reiner, Bu Chi, See Ya Hui Michelle
National University of Singapore, Singapore.
Pers Soc Psychol Bull. 2023 May;49(5):773-790. doi: 10.1177/01461672221074102. Epub 2022 Mar 4.
Despite much prior research on matching appeals to the affective-cognitive orientation of attitudes, little attention has focused on the consequences of affect-cognition (mis)matching when individuals resist persuasion. We propose that unlike a matched attack, an attack that is mismatched to the affective-cognitive orientation of attitudes would result in low defensive confidence individuals holding onto their unchanged attitudes with less certainty than high defensive confidence individuals. As hypothesized, low defensive confidence participants were less certain after an affective than a cognitive attack for a cognitive issue (Study 1), and the opposite was true for an affective issue (Study 2). Both patterns occurred again when the affective-cognitive orientation of attitudes was manipulated (Study 3) or measured as an individual difference (Study 4). Moreover, perceived knowledge mediated the effects on attitude certainty (Study 4). We end by discussing implications for our understanding of affect-cognition matching and attitude certainty.
尽管之前有许多关于使诉求与态度的情感 - 认知取向相匹配的研究，但当个体抵制说服时，很少有研究关注情感 - 认知（不）匹配的后果。我们提出，与匹配的攻击不同，与态度的情感 - 认知取向不匹配的攻击会导致低防御信心的个体比高防御信心的个体更不确定地坚持他们不变的态度。正如所假设的，对于认知问题，低防御信心的参与者在情感攻击后比在认知攻击后更不确定（研究1），而对于情感问题则相反（研究2）。当态度的情感 - 认知取向被操纵（研究3）或作为个体差异进行测量时（研究4），这两种模式再次出现。此外，感知到的知识介导了对态度确定性的影响（研究4）。我们最后讨论了对我们理解情感 - 认知匹配和态度确定性的启示。
