To Be Heard, Speaking Softly: Building Resistance to Attitude Change

Date
2016
Authors
Gadiuta, D
Marshall, R
Franklin, D
Supervisor
Item type
Conference Contribution
Degree name
Journal Title
Journal ISSN
Volume Title
Publisher
Sichuan University Strategy and Development Research Center
Abstract

Although there are several attitude resistance techniques, attitude inoculation most effectively serves the purpose of withstanding attacks from conflicting arguments.[1] Inoculation treatment methods are comparable to that of medical vaccination, where a patient is exposed to a small, weakened dose of a pathogen. In this case, the pathogen is simply a counter-argument offered against an advertisement claim aimed at attitude change.[2] These techniques are typically tested within a political domain, rarely in a commercial context. In this research the effects of inoculation treatments are investigated. We find that strong counter-arguments initially have a strong impact on an existing attitude, but their effect quickly dissipates. However, weaker counter-arguments, although initially not as effective as strong, are shown to be more influential over a longer period of time. Attention is also given to potential moderators of this main effect.

Description
Keywords
Attitude change; Attitude immunization; Inoculation; Health marketing
Source
In Proceedings of the 2016 International Conference on Strategic Management, Innovation,Entrepreneurship and Strategy in the Era of Internet, Chengdu, Sichuan, China, 10-11 March, pp. 211-216.
DOI
Rights statement
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