Extended Persuasion: Elaboration Moderates Indirect Attitude Change

• Autores: Diego Bustos, Borja Paredes Sansinenea, Pablo Briñol Turnes, Richard E. Petty, Lorena María Moreno Díez
• Localización: Psicothema, ISSN-e 1886-144X, ISSN 0214-9915, Vol. 37, Nº. 4, 2025, págs. 42-51
• Idioma: inglés
• Títulos paralelos:
  • El Efecto de la Elaboración en el Cambio Indirecto de Actitudes
• Enlaces
  • Texto completo
• Resumen
  • español

    Introducción: El cambio indirecto de actitudes ocurre cuando un cambio en las actitudes hacia un objeto focal (i.e., actitudes focales) va acompañado de un cambio en las actitudes hacia otros objetos potencialmente relacionados con los primeros (i.e., actitudes distales). La presente investigación estudia en qué medida la cantidad de pensamiento (elaboración) involucrada en el cambio de actitudes focales puede moderar este efecto de cambio indirecto. Esperamos que el cambio indirecto sea más probable cuanta más elaboración haya (i.e., efecto de elaboración sobre el cambio indirecto). Método: En dos estudios, se manipuló la valencia de los pensamientos hacia una dieta saludable (Estudio 1) y hacia el café (Estudio 2) para que fuera positiva o negativa. La elaboración que acompañaba esas inducciones fue medida (Estudio 1) o manipulada (Estudio 2). Finalmente, se midieron las actitudes focales y distales en ambos estudios. Resultados: Las actitudes focales se asociaron con las actitudes distales en ambos estudios. Los resultados también revelaron que una mayor elaboración produjo un mayor cambio indirecto desde las actitudes focales a las distales. Conclusiones: La elaboración modera el efecto de cambio indirecto de actitudes.

  • English

    Background: Indirect attitude change effect occurs when a change in attitudes toward an object (i.e., focal attitude) is accompanied by a change in attitudes toward other related objects (i.e., distal attitude). The current research examines to what extent the amount of thinking (elaboration) involved in changing focal attitudes can moderate this indirect change effect. We expect that indirect change will be more likely to occur under high elaboration conditions (i.e., elaboration-indirect change effect). Method: Across two studies, participants’ thought valence toward a healthy diet (Study 1) and toward coffee (Study 2) was manipulated to be positive or negative. The amount of elaboration accompanying the thought generation tasks was either measured (Study 1) or manipulated (Study 2). Finally, focal and distal attitudes were assessed in both studies to test the proposed elaboration-indirect change effect. Results: Focal attitudes were generally associated with distal attitudes. More importantly, the amount of thinking moderatedthis effect, with increased elaboration leading to more indirect change from focal to distal attitudes. Conclusions: Elaboration moderates indirect attitude change.

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