Gregory R. Maio - Why we evaluate: functions of attitudes
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As the first book to examine the psychological motivations underlying peoples attitudes, as well as why people form attitudes, this volume presents empirical research describing theoretical perspectives and practical applications. The editors assembled the leaders in the field to examine the topics of attitude function persuasion, individual-differences approaches, and the role of motivation within a variety of psychological disciplines, including social, personality, consumer, and environmental.
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LAWRENCE ERLBAUM ASSOCIATES, PUBLISHERS Mahwah, New Jersey London
Page iv
Copyright 2000 by Lawrence Erlbaum Associates, Inc. All rights reserved. No part of this book may be reproduced in any form, by photostat, microfilm, retrieval system, or any other means, without prior written permission of the publisher.
Library of Congress Cataloging-in-Publication Data Why we evaluate: functions of attitudes / edited by Gregory R. Maio, James M. Olson. p. cm. Includes bibliographical references and index. ISBN 0-8058-2770-6(cloth : alk. paper) 1. Attitude (Psychology) 2. Social influence. I. Maio, Gregory R. II. Olson, James M., 1953 HM1181.W48 1999 152.4dc21 99-28185 CIP Books published by Lawrence Erlbaum Associates are printed on acid-free paper, and their bindings are chosen for strength and durability. Printed in the United States of America 10 9 8 7 6 5 4 3 2 1
Page v
Contents
Preface
vii
1 Accessible Attitudes as Tools for Object Appraisal: Their Costs and Benefits
Russell H. Fazio
1
2 The Social-Identity Function in Person Perception: Communicated Meanings of Product Preferences
Sharon Shavitt and Michelle R. Nelson
37
3 Attitudes as Knowledge Structures and Persuasion as a Specific Case of Subjective Knowledge Acquisition
Erik P. Thompson, Arie W. Kruglanski, and Scott Spiegel
59
4 Cognitive Processes and the Functional Matching Effect in Persuasion: Studies of Personality and Political Behavior
Howard Lavine and Mark Snyder
97
5 Attitude Functions and Persuasion: An Elaboration Likelihood Approach to Matched Versus Mismatched Messages
Richard E. Petty, S. Christian Wheeler, and George Y. Bizer
133
6 Involvement and Persuasion: Attitude Functions for the Motivated Processor
Kenneth D. Levin, Diana R. Nichols, and Blair T. Johnson
163
7 Attitude Functions and Consumer Psychology: Understanding Perceptions of Product Quality
Kenneth G. DeBono
195
Page vi
8 Opinions and Personality: On the Psychological Functions of Attitudes and Other Valued Possessions
Deborah A. Prentice and Kevin M. Carlsmith
223
9 What is a "Value-Expressive" Attitude?
Gregory R. Maio and James M. Olson
249
10 A Motivational Approach to Experimental Tests of Attitude Functions Theory
Kerry L. Marsh and Deana L. Julka
271
11 Attitudes Toward Persons With HIV/AIDS: Linking a Functional Approach With Underlying Process
Glenn D. Reeder and John B. Pryor
295
12 The Social Construction of Attitudes: Functional Consensus and Divergence in the U.S. Public's Reactions to AIDS
Gregory M. Herek
325
13 The Functional Approach to Volunteerism
Mark Snyder, E. Gil Clary, and Arthur A. Stukas
365
14 Attitude Function and the Automobile
Richard Ennis and Mark P. Zanna
395
15 Emergent Themes and Potential Approaches to Attitude Function: The Function-Structure Model of Attitudes
Gregory R. Maio and James M. Olson
417
Author Index
443
Subject Index
453
Page vii
Preface
In the classic film, Citizen Kane, the opening scene shows the death of a wealthy publishing tycoon, Charles Foster Kane, whose last word before dying is the name "Rosebud." In the rest of the film, the audience is led through a journalist's attempt to uncover the identity of Rosebud. At the end, the audience discovers that Rosebud is not the name of a cherished partner or family member, but rather the name of a sled that Kane played with as a child.
When they discover that Rosebud is Kane's sled, movie watchers inevitably wonder why he was so enamored by it. This question addresses the topic of the present book, attitude functions. An initial guess might be that Kane adored his sled because of its features, such as its color, blades, and speed, but this explanation is incomplete and fatuous because it is unclear why these features would be so important to Kane. The movie provides clues that Kane possessed unique needs and goals that are relevant to his attitude. Specifically, Kane was an ambitious man who tirelessly built a publishing empire, and his ambition led him to forego pleasure and family leisure. Consequently, his sled may have been the one object that he associated most strongly with enjoyment and pleasure. This example illustrates how psychological needs and motives are relevant to attitudes.
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