Article information, pdf download for the curvilinear relationship between attitude certainty and. The effect of regulatory depletion on attitude certainty. The curvilinear relationship between attitude certainty and attitudinal advocacy lauren b. The effect of momentary interruptions on message processing and persuasion daniella m. Tormala this research uncovers a counterintuitive effect of negative information, showing that under speci. His research interests are in the areas of attitudes, persuasion, and social influence. Tormala is a professor at the stanford raduate school of usiness. Nancy xu, pablo brinol, jeremy gretton, zakary tormala, derek rucker, richard. Do your insights messages rsarc bri incite actual behavior. Tormala and pablo brinol another metacognitive factor that has received considerable scrutiny in recent persuasion research is attitude certainty. Edu is a doctoral candidate in marketing and zakary l. Tormala personality and social psychology bulletin 2016 43. Associate editor, journal of personality and social psychology, 202017. Selfvalidation of cognitive responses to advertisements.
He was contracted by corporate visions to create this research, conduct the experiment, and help ensure academic rigor and empirically valid results. Petty ohio state university 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. Tormala is a social psychologist and professor of marketing at stanford university. Norton harvard business school when people seek to impress others, they often do so by highlighting individual achievements. On the basis of decades of research, it should be especially effective when people. When elaboration is low, source credibility operates as a heuristic or cue to. Zakary tormala stanford graduate school of business. Edu is an associate professor of marketing and the joseph. Counterattitudinalargument generation is a powerful tool for opening people up to alternative views. The preference for potential zakary tormala, stanford graduate school of business when people seek to impress others, they often do so by highlighting individual achievements. Kupor is a doctoral student at the stanford university, graduate school of business, stanford, ca, usa zakary l. Zakary tormala is a social psychologist with expertise in the areas of messaging and persuasion.
We used video editing software to insert a foursecond pause for loading i. Associate editor, association for consumer research. The ones marked may be different from the article in the profile. Professor tormala is an experimental social psychologist who works in the areas of attitudes, persuasion, and social influence. Zakary tormala stanford highlighting unconsidered needs is unexpected, which can boost persuasion, but this only helps when it happens at the beginning of the message.
Tormala marketers often seek to minimize or eliminate interruptions when they deliver per. Lane professor of behavioral science and marketing at the graduate school of business, stanford university. Think versus feel framing effects in persuasion nicole d. The authors would like to thank the members of the 20002002 groups for. How the underlying constructs of attitude certainty affect persuasion intentions lauren cheatham, stanford university, usa zakary tormala.
Tormala stanford university scientific advisory committee margaret campbell university of colorado tanya chartrand duke university. Fragile enhancement of attitudes and intentions following. Petty ohio state university the present research proposes a metacognitive framework for understanding resistance to persuasion. The curvilinear relationship between attitude certainty and. The curvilinear relationship between attitude certainty. The authors acknowledge the helpful input of the editor, associate editor. Tormala received his phd in psychology at ohio state.
Pdf believe me, i have no idea what im talking about. The effects of source certainty on consumer involvement and persuasion. The authors gratefully acknowledge the insightful comments from the editor, the associate editor. This cited by count includes citations to the following articles in scholar. The effects of minoritymajority source status on attitude certainty. Potential can trump proven value, researchers find researchers at stanford and harvard have found that when weighing someone with great achievement versus someone with great potential, we often. The harvard community has made this article openly available. The preference for potential rady school of management. Donald lehmann served as editor and frank kardes served as associate editor. Desensi personality and social psychology bulletin 2007 34.
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