Journal article

SELF-AWARENESS AND ATTITUDE-CHANGE - SEEING ONESELF ON THE CENTRAL ROUTE TO PERSUASION

DG HUTTON, RF BAUMEISTER

PERSONALITY AND SOCIAL PSYCHOLOGY BULLETIN | SAGE PUBLICATIONS INC | Published : 1992

Abstract

On the basis of the elaboration likelihood model and self-awareness theory, it was reasoned that self-awareness should stimulate thoughtful resistance to attacks on personally important attitudes. In Experiment 1, mirror-induced self-awareness increased resistance to a message that was counterattitudinal, personally important, and based on direct experience, but it failed to increase resistance to a message that lacked those qualities. In Experiment 2, self-aware subjects showed greater resistance to weak persuasive arguments than to strong arguments, unlike subjects who were not made self-aware. These results support the view of self-awareness as a cause of biased central route processing a..

View full abstract