Perspective-mediated attitude change: When is indirect persuasion more effective than direct persuasion?

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Abstract
Conducted 2 experiments with 155 undergraduate psychology students which supported the prediction that a persuasion-induced reference scale shift for one attitude issue will mediate indirect attitude change toward issues sharing a comparable reference scale. Not only was indirect change produced by shifts in psychological perspective, but the magnitude of indirect change was actually greater than the magnitude of direct change. Exp II demonstrated that this effect was not due to pretest commitment differences between the direct and indirect issues. It also confirmed that the reference scale used in reporting attitudes was significantly affected by the persuasive message. Consistency models of indirect influence and anticipatory attitude change are discussed as alternatives to the reference scale theory explanation of indirect change in excess of direct change. (PsycINFO Database Record (c) 2016 APA, all rights reserved)

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