RESUMEN
Modern theory and research on evaluative processes, combined with a comprehensive review of deliberate self-persuasion (Maio & Thomas, 2007, Pers. Soc. Psychol. Bull., 11, 46), suggest two types of strategies people can use to construct new, more desired attitudes. Epistemic strategies change the perceived valence of associations activated by the attitude object. Teleologic strategies, in contrast, keep undesired associations from being activated in the first place, thus obviating the need to change their perceived valence. Change in perceived valence of associations therefore might predict attitude change better when people pursue epistemic than teleologic strategies for deliberate self-persuasion. This hypothesis gained convergent support from three studies in which use of epistemic versus teleologic strategies was measured as an individual difference (Study 1) and manipulated (studies 2 and 3). The results of these studies supported the theoretical distinction between the two strategies and suggested further research directions.
Asunto(s)
Actitud , Apego a Objetos , Femenino , Humanos , Relaciones Interpersonales , Conocimiento , Masculino , Motivación , Comunicación Persuasiva , AutoimagenRESUMEN
People are often dissatisfied with their attitudes (e.g., liking their jobs too little or junk food too much) and would like to evaluate differently. On the basis of theory and research, a scale was developed to measure individual differences in preference for 2 types of cognitive tactics (epistemic or teleologic [E or T]) that people use when they try to change their own attitudes (Maio & Thomas, 2007). For each of 3 attitude objects (my life, a romantic partner, Arabs), the scale items loaded on the 2 intended factors, and E - T scale scores were significantly correlated across the 3 attitude objects (Study 1). Scale scores also displayed satisfactory internal and test-retest reliability and discriminant validity (Study 2). In addition, E - T scores (i.e., mean preference for epistemic vs. teleologic tactics) displayed satisfactory predictive and construct validity by predicting the extent to which individuals would recall negative attributes of their lives (Study 3) and of going to a counseling center (Study 4) after a session of deliberate self-persuasion. The discussion centers on theoretical and practical applications of the new scale.