
Contents
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Introduction Introduction
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Accessibility of Dispositions and Prediction of Behavior Accessibility of Dispositions and Prediction of Behavior
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Accessibility of Personality Traits Accessibility of Personality Traits
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Trait Schematicity Trait Schematicity
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Personality and Behavior Personality and Behavior
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Patterns of Behavior Patterns of Behavior
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Individual Behaviors Individual Behaviors
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Trait Accessibility and the Prediction of Behavior Trait Accessibility and the Prediction of Behavior
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Accessibility of Attitudes Accessibility of Attitudes
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Attitudes and Behavior Attitudes and Behavior
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Controlled/Explicit Attitudinal Responses Controlled/Explicit Attitudinal Responses
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Patterns of Behavior Patterns of Behavior
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Individual Behaviors Individual Behaviors
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Attitude Strength and Prediction of Behavior Attitude Strength and Prediction of Behavior
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Spontaneous/Implicit Attitudinal Responses Spontaneous/Implicit Attitudinal Responses
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Implicit Attitudes And Behavior Implicit Attitudes And Behavior
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Recapitulation Recapitulation
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Compatibility Compatibility
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The Theory of Planned Behavior The Theory of Planned Behavior
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Attitude Toward A Behavior Attitude Toward A Behavior
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Subjective Norm Subjective Norm
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Perceived Behavioral Control Perceived Behavioral Control
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Predicting Intentions Predicting Intentions
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Intentions and Behavior Intentions and Behavior
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Causal Effect of Intentions On Behavior Causal Effect of Intentions On Behavior
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Specific Personality Dispositions: Habits and Behavior Specific Personality Dispositions: Habits and Behavior
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Recapitulation Recapitulation
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Persuasion: Changing Attitudes and Behavior Persuasion: Changing Attitudes and Behavior
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Explicit Attitudes and Persuasion Explicit Attitudes and Persuasion
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Central Processing Central Processing
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Individual Differences Individual Differences
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Need For Cognition Need For Cognition
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Attitude Functions Attitude Functions
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Shallow/Heuristic Processing Shallow/Heuristic Processing
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Automatic Change Processes Automatic Change Processes
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Changing Implicit Attitudes Changing Implicit Attitudes
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Changing Behavior Changing Behavior
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Changing Intentions Changing Intentions
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Implementation Intentions Implementation Intentions
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Summary and Conclusions Summary and Conclusions
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References References
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15 Attitudes and Persuasion
Get accessIcek Ajzen Department of Psychology University of Massachusetts Amherst, MA
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Published:18 September 2012
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Abstract
This chapter begins by discussing personality traits and attitudes, two broad internal dispositions, and their relations to behavior. Such dispositions influence general patterns of behavior, and their ability to predict individual behaviors is moderated by their strength or accessibility. This discussion is followed by a distinction between explicit and implicit attitudes and the implications of this distinction for behavioral prediction. Like their explicit counterparts, implicit measures of broad attitudes show only modest correlations with specific behaviors; however, the prediction tends to be somewhat better for automatic than for controlled behaviors. Turning to attitude change, it is shown that implicit and explicit attitudes can be modified by both automatic and deliberative processes. Lasting attitude change depends on central processing of strong arguments contained in a persuasive communication, which is facilitated by such motivating factors as the personal relevance of the message, the need for cognition, and the match between the functions served by the attitude and the content of the message. Finally, theory and research is reviewed showing that individual behaviors can be predicted and changed best by considering internal dispositions that focus directly on the behavior of interest, such as self-efficacy beliefs and intentions.
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