Shelly Chaiken

Promoting systematic processing in low-motivation settings: effect of incongruent information on processing and judgment.

Ss received consensus information that was either congruent or incongruent with the valence of persuasive message content. In Experiment 1 Ss believed that their processing task was either important or unimportant whereas in Experiment 2 all Ss believed that their task was unimportant. In accord with the heuristic-systematic models sufficiency principle, high-task-importance Ss exhibited a great deal of systematic processing regardless of congruency, whereas low-importance Ss processed systematically only when they received incongruent messages; in the congruent conditions heuristic processing dominated. Attitude data generally reflected these processing differences and confirmed the additivity and attenuation assumptions of the model. The utility of the sufficiency principle for understanding motivation for elaborative processing and the relevance of the findings to understanding the processing and judgmental effects of expectancy disconfirmation are discussed.

Gender Differences in Concern with Body Weight and Physical Appearance Over the Life Span

Age, gender, and gender role differences on a set of variables including concern with eating, body weight, and physical appearance, global self-esteem, and appearance self-esteem were examined in a sample of subjects consisting of 639 visitors to a participatory science museum. Their ages ranged from 10 to 79 years. Results showed that females are more concerned than males about eating, body weight, and physical appearance and have lower appearance self-esteem. More important, these gender differences are generally apparent at all ages. The importance of gender differences across the life span in appearance concern and appearance self-esteem is discussed.

The psychology of attitudes.

This is the only truly comprehensive advanced level textbook in the past 20 years designed for courses in the pscyhology of attitudes and related studies in attitude measurement, social cognition. Written by two of the most distinguished scholars in the field, its comprehensive coverage of classic and modern research and theory is unsurpassed.

Attitude strength and resistance processes

This study examined whether multiple indicators of attitude strength form general dimensions that foster differential pathways to resistance. Ego involvement, certainty, personal importance, knowledge, and extremity were assessed. Resistance processes and outcomes were measured in a selective judgment paradigm. Intentions to act on attitudes and information-seeking proclivities were also assessed. Factor analysis of the strength measures revealed 2 factors. Both fostered intentions to act but were associated with differential resistance processes and outcomes. Heightened levels of the factor representing Commitment to ones position were associated with increased selective elaboration, selective judgment, and attitude polarization. Embeddedness, the linkage of the attitude to ones self-concept, value system, and knowledge structure, was associated with decreased selective elaboration and increased information seeking and selective memory.

The Automatic Evaluation of Novel Stimuli

From classic theory and research in psychology, we distill a broad theoretical statement that evaluative responding can be immediate, unintentional, implicit, stimulus based, and linked directly to approach and avoidance motives. This statement suggests that evaluative responses should be elicited by novel, nonrepresentational stimuli (e.g., abstract art, “foreign” words). We tested this hypothesis through combining the best features of relevant automatic-affect research paradigms. We first obtained explicit evaluative ratings of novel stimuli. From these, we selected normatively positive and negative stimuli to use as primes in a sequential priming paradigm. Two experiments using this paradigm demonstrated that briefly presented novel prime stimuli were evaluated automatically, as they facilitated responses to subsequently presented target stimuli of the same valence just as much as did pictures or names of real objects. A final experiment revealed that exposure to novel stimuli produces muscular predispositions to approach or avoid them.

Accuracy motivation attenuates covert priming : the systematic reprocessing of social information

Three studies tested the hypothesis that assimilation of impressions to primed constructs is a product of relatively superficial processing and is unlikely to occur when behavioral information about a target person is processed systematically. In Study 1, the impressions of accuracy-motivated Ss did not assimilate to covertly primed trait constructs, although the impressions of unmotivated Ss did. Studies 2 and 3 showed that when Ss become accuracy motivated after exposure to target information, both retrieval of that information and opportunity for effeortful processing of it were necessary to eliminate assimilation effects. In addition, accuracy-motivated Ss showed no special attention to primes or awareness of their influence on judgment

Eating, social motives, and self-presentation in women and men

Abstract Two studies were conducted to explore the notion that eating behavior can serve a role in impression management. In Experiment 1, male and female subjects ate a meal in the presence of an attractive male or female confederate. Both male and female subjects ate less in the presence of a partner of the opposite (vs. same) sex. Experiment 2 was a questionnaire study designed to clarify the results of Experiment 1 by learning what social motives are relevant in an interpersonal situation involving eating and how amount eaten serves each of these social motives. The results indicated that behaving in a socially desirable manner could account for the eating behavior of males while for females both being socially desirable and appearing feminine could have affected amount eaten. It was suggested that the conceptual approach of impression management theory can be useful in interpreting the results of these studies as well as understanding the “drive for thinness” found in females in our culture.

The interplay of heuristic and systematic processing of social information.

The heuristic-systematic model (HSM) provides a general theory of social information processing. It features two modes of social information processing, a relatively effortless, top-down heuristic mode and a more effortful, bottom-up systematic mode. The model assumes that social perceivers strike a balance between effort minimization and achieving confidence in their social judgments. The HSM emphasizes three broad motivational forces: accuracy, defence, and impression motivation. Both heuristic and systematic processing can serve either of the three motives and are capable of co-occurring in an additive or interactive fashion under specified conditions. In this chapter, we describe the HSM and present illustrative research based on the model in the areas of mood and persuasion as well as minority influence.

The Impact of Attitudes on Memory: An Affair to Remember

Many theories of the effects of attitudes on memory for attitude-relevant information would predict that attitudinally congenial information should be more memorable than uncongenial information. Yet, this meta-analysis showed that this congeniality effect is inconsistent across the experiments in this research literature and small when these effects are aggregated. The tendency of the congeniality effect to decrease over the years spanned by this literature appeared to reflect the weaker methods used in the earlier studies. The effect was stronger in 2 kinds of earlier experiments that may be tinged with artifact: those in which the coding of recall measures was not known to be blind and those that used recognition measures that were not corrected for bias. Nonetheless, several additional characteristics of the studies moderated the congeniality effect and suggested that both attitude structure and motivation to process attitude-relevant information are relevant to understanding the conditions under which people have superior memory for attitudinally congenial or uncongenial information.

A heuristic‐systematic processing analysis of the effectiveness of product warning labels

In this article we present the heuristic-systematic model (Chaiken, 1980, 1987; Chaiken, Liberman, & Eagly, 1989) as a theoretical framework for research on product warning labels. The model proposes two fundamental information processing modes. When processing systematically, perceivers access, scrutinize, and integrate all useful information to reach their judgment. In contrast, heuristic processing involves the use of learned knowledge structures in the form of simple decision rules, or cognitive heuristics, to reach judgments. In addition to proposing when either or both of these processing modes will occur, and with what effect, the model also specifies three different underlying types of processing motivations, termed accuracy, defense, and impression, each with implications for information processing and judgments. This model is used to explain past findings on the effectiveness of product warning labels, and to suggest new areas for future research as well as practical guidelines for the design of warning labels.