The Attitude–Behavior Relationship Revisited

Psychological Science · 2021 · 94 citations

• Psychology
• Social psychology
• Statistics

The attitude-behavior relationship is of great import to many areas of psychology. Indeed, psychologists across disciplines have published thousands of articles on the topic. The majority of this research implies that the attitude-behavior relationship is linear. However, observations from 4,101 participants on Amazon's Mechanical Turk and 321,876 online reviews demonstrate that this relationship is systematically nonlinear. Across diverse topics, measures, and contexts, as attitudes move from extremely negative to extremely positive, the corresponding shift in behavior tends to be relatively flat at first (as attitudes move from extremely to moderately negative), to steepen when attitudes cross neutral and shift from negative to positive, and to taper off again as attitudes move from moderately to extremely positive. This result can be explained on the basis of research on categorical perception. The present research suggests a fundamental pivot in how researchers construe, study, and assess the attitude-behavior relationship.

Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion

Personality and Social Psychology Review · 2021 · 39 citations

• Social psychology
• Psychology

-behaviors that signal openness to new information and opposing viewpoints. We review four classes of acts of receptiveness: conveying uncertainty, acknowledging mistakes, highlighting drawbacks, and asking questions. We identify conditions under which and mechanisms through which these actions boost persuasion. Acts of receptiveness appear to be more persuasive when they come from expert or high-status sources, rather than non-expert or low-status sources, and to operate through two primary mechanisms: increased involvement and enhanced source perceptions. Following a review of this work, we delineate potentially novel acts of receptiveness and outline directions for future research.