Pojdi na slovensko stran članka / Go to the article page in Slovene
Resistance to persuasion and relation to personality traits
Maruša Cizl & Bojan Musil
Full text (pdf) | Views: 285 | Written in Slovene. | Published: April 13, 2022
https://doi.org/10.20419/2022.31.547 | Cited By: CrossRef (0)
Abstract: This study sought to examine whether, and to what extent, the expression of personality traits is related to resistance to persuasion. It also studied whether personality traits can predict the occurrence of a boomerang effect; how resistance to persuasion and attitude change relate to age and gender; and how these variables are affected by social desirability of the original attitude. 567 individuals participated in the study, all aged between 18 and 86. The participants were asked to read a text (the Heinz dilemma) and select one of two possible responses to it (“original attitude”). They then completed a personality inventory. Once the participants had adopted their original attitude, they were exposed to a persuasive message. The study then measured any change in their attitude or, where their attitude had not changed, any change in the strength with which they adopted it. The results showed that those who had adopted a more socially desirable original attitude and then changed their mind had a higher level of agreeableness than those whose original attitude was less socially desirable, and that extraversion was a statistically significant predictor of a boomerang effect. Individuals who had adopted a less socially desirable original attitude and were able to resist persuasion were, on average, older than those who resisted persuasion from a more socially desirable original attitude. It would be worth including an assessment of self-regulatory resources in future studies.
Keywords: resistance to persuasion, boomerang effect, moral dilemma, personality, agreeableness
Cite:
Cizl, M., & Musil, B. (2022). Upor ob prepričevanju v povezavi z osebnostjo [Resistance to persuasion and relation to personality traits]. Psihološka obzorja, 31, 22–32. https://doi.org/10.20419/2022.31.547
Reference list
Avsec, A., & Sočan, G. (2007). Vprašalnik petih velikih faktorjev BFI [Big five inventory BFI]. V A. Avsec (ur.), Psihodiagnostika osebnosti [The psychodiagnostics of personality] (str. 171-178). Filozofska fakulteta, Oddelek za psihologijo.
Blankenship, K. L., Wegener, D. T., & Murray, R. A. (2015). Values, inter-attitudinal structure, and attitude change: Value accessibility can increase a related attitude's resistance to change. Personality and Social Psychology Bulletin, 41 (12), 1739–1750. CrossRef
Burkley, E. (2008). The role of self-control in resistance to persuasion. Personality and Social Psychology Bulletin, 34(3), 419–431. CrossRef
Butrus, N., & Witenberg, R. T. (2012). Some personality predictors of tolerance to human diversity: The roles of openness, agreeableness, and empathy. Australian Psychologist, 48(4), 290–298. CrossRef
Chen, F. S., Minson J. A., Schöne, M., & Heinrichs, M. (2013). In the eye of the beholder: Eye contact increases resistance to persuasion. Psychological Science, 24(11), 2254–2261. CrossRef
Cole, D. A., Maxwell, S. E., Arvey, R., & Salas, E. (1994). How the power of MANOVA can both increase and decrease as a function of the intercorrelations among the dependent variables. Psychological Bulletin, 115(3), 465–474. CrossRef
Costa, P. T., Jr., & McCrae, R. R. (1988). From catalog to classification: Murray's needs and the five-factor model. Journal of Personality and Social Psychology, 55(2), 258–265. CrossRef
Costa, P. T., Jr., McCrae, R. R., & Dye, D. A. (1991). Facet scales for agreeableness and conscientiousness: A revision of the NEO Personality Inventory. Personality and Individual Differences, 12, 887–898. CrossRef
Eaton, A. A., Visser, P. S., Krosnick, J. A., & Anand, S. (2009). Social power and attitude strength over the life course. Personality and Social Psychology Bulletin, 35, 1646–1660. CrossRef
Evenden, J. L. (1999). Varieties of impulsivity. Psychopharmacology, 146(4), 348–361. CrossRef
Faletič, L., & Avsec, A. (2019). Validacija slovenske oblike Kaufmanovega vprašalnika ustvarjalnih področij [Validation of the Slovene form of Kaufman Domains of Creativity Scale]. Psihološka obzorja, 28, 40–52. CrossRef
Fransen, M. L., Smit, E. G., & Verlegh, P. W. J. (2015). Strategies and motives for resistance to persuasion: An integrative framework. Frontiers in Psychology, 6, članek 1201. CrossRef
Ghumman, A., & Shoaib, M. (2013). Personality traits linked with irrational beliefs: A case of adults, Gujrat-Pakistan. Middle-East Journal of Scientific Research, 16, 496–501.
Hershey, D. A., & Wilson, J. A. (1997). Age differences in performance awareness on a complex financial decision-making task. Experimental Aging Research, 23(3), 257–273. CrossRef
Hirsh, J. B., Kang, S. K., & Bodenhausen, G. V. (2012). Personalized persuasion: Tailoring persuasive appeals to recipients' personality traits. Psychological Science, 23(6), 578–581. CrossRef
Ivcevic, Z., & Brackett, M. A. (2015). Predicting creativity: Interactive effects of openness to experience and emotion regulation ability. Psychology of Aesthetics, Creativity and the Arts, 9(4), 480–487. CrossRef
Jacks, J. Z., & Cameron, K. A. (2003). Strategies for resisting persuasion. Basic and Applied Social Psychology, 25(2), 145–161. CrossRef
Jackson, J. J., Bogg, T., Walton, K. E., Wood, D., Harms, P. D., Lodi-Smith, J., Edmonds, G. W., & Roberts, B. W. (2009). Not all conscientiousness scales change alike: A multimethod, multisample study of age differences in the facets of conscientiousness. Journal of Personality and Social Psychology, 96(2), 446–459. CrossRef
Jenkins, M., & Dragojevic, M. (2011). Explaining the process of resistance to persuasion: A politeness theory-based approach. Communication Research, 40(4), 559–590. CrossRef
John, O. P., Naumann, L. P., & Soto, C. J. (2008). Paradigm shift to the integrative Big-Five trait taxonomy: History, measurement, and conceptual issues. V O. P. John, R. W. Robins in L. A. Pervin (ur.), Handbook of personality: Theory and research (str. 129–131). Guilford Press.
John, O. P., & Srivastava, S. (1999). The Big Five trait taxonomy: History, measurement, and theoretical perspectives. V O. P. John, R. W. Robins in L. A. Pervin (ur.), Handbook of personality: Theory and research (str. 129-131). Guilford Press.
Judge, T. A., Higgins, C., Thoresen, C. J., & Barrick, M. R. (1999). The Big Five personality traits, general mental ability, and career success across the life span. Personnel Psychology, 52, 621–652. CrossRef
Kim, S. Y., Levine, T. R., & Allen, M. (2014). The intertwined model of reactance for resistance and persuasive boomerang. Communication Research, 44(7), 931–951. CrossRef
Kohlberg, L. (1984). The philosophy of moral development. Harper & Row.
Martin, R., Hewstone, M., & Martin, Y. M. (2003). Resistance to persuasive messages as a function of majority and minority source status. Journal of Experimental Social Psychology, 39, 585–593. CrossRef
Moskowitz, D. S., Suh, E. J., & Desaulniers, J. (1994). Situational influences on gender differences in agency and communion. Journal of Personality and Social Psychology, 66, 753–761. CrossRef
Petrocelli, J. V., Williams, S. A., & Clarkson, J. J. (2015). The bigger they come, the harder they fall: The paradoxical effect of regulatory depletion on attitude change. Journal of Experimental Social Psychology, 58, 82–94. CrossRef
Pocnet, C., Dupuis, M., Congard, A., & Jopp, D. (2017). Personality and its links to quality of life: Mediating effects of emotion regulation and self-efficacy beliefs. Motivation and Emotion, 41, 196–208. CrossRef
Prislin, R., Boyle, S., Davenport, C., Farley, A., Jacobs, E., Michalak, J., Uehara, K., Zandian, F., & Xu, Y. (2011). On being influenced while trying to persuade: The feedback effect of persuasion outcomes on the persuader. Social Psychological and Personality Science, 2(1), 51–58. CrossRef
Rammstedt, B., & John, O. P. (2005). Kurzversion des Big Five Inventory (BFI-K): Entwicklung und Validierung eines ökonomischen Inventars zur Erfassung der fünf Faktoren der Persönlichkeit [Short version of the Big Five Inventory (BFI-K): Development and validation of an economic inventory for assessment of the five factors of personality]. Diagnostica, 51(4), 195–206. CrossRef
Realo, A., Allik, J., & Vadi, M. (1997). The hierarchical structure of collectivism. Journal of Research in Personality, 31, 93–116. CrossRef
Robertson, T. S., & Rossiter, J. R. (1974). Children and commercial persuasion: An attribution theory analysis. Journal of Consumer Research, 1, 13–20. CrossRef
Rydell, R. J., Hugenberg, K., & McConnell, A. R. (2006). Resistance can be good or bad: How theories of resistance and dissonance affect attitude certainty. Personality and Social Psychology Bulletin, 32, 740–750. CrossRef
Sanz de Acedo Lizarraga, M. L., Sanz de Acedo Baquedano, M. T., & Cardelle-Elawar, M. (2007). Factors that affect decision making: Gender and age differences. International Journal of Psychology and Psychological Therapy, 7(3), 381–391.
Saucier, D. A., & Webster, R. J. (2010). Social vigilantism: Measuring individual differences in belief superiority and resistance to persuasion. Personality and Social Psychology Bulletin, 36(1), 19–32. CrossRef
Saucier, D. A., Webster, R. J., Hoffman, B. H., & Strain, M. L. (2014). Social vigilantism and reported use of strategies to resist persuasion. Personality and Individual Differences, 70, 120–125. CrossRef
Seemann, E. A., Buboltz, W. C., Thomas, A., Soper, B., & Wilkinson, L. (2005). Normal personality variables and their relationship to psychological reactance. Individual Differences Research, 3(2), 88–98.
Tackett, J. L., Hernández, M. M., & Eisenberg, N. (2019). Agreeableness. V D. P. McAdams, R. L. Shiner in J. L. Tackett (ur.), Handbook of personality development (str. 171-184). The Guilford Press. CrossRef
Tormala, Z. L., & Petty, R. E. (2002). What doesn't kill me makes me stronger: The effects of resisting persuasion on attitude certainty. Journal of Personality and Social Psychology, 83, 1298-1313. CrossRef
Tormala, Z. L., & Petty, R. E. (2004a). Resistance to persuasion and attitude certainty: The moderating role of elaboration. Personality and Social Psychology Bulletin, 30(11), 1446–1457. CrossRef
Tormala, Z. L., & Petty, R. E. (2004b). Source credibility and attitude certainty: A metacognitive analysis of resistance to persuasion. Journal of Consumer Psychology, 14(4), 427–442. CrossRef
Wark, G. R., & Krebs, D. L. (1996). Gender and dilemma differences in real-life moral judgment. Developmental Psychology, 32(2), 220–230. CrossRef
Watson, D., & Clark, L. A. (1997). Extraversion and its positive emotional core. V R. Hogan, J. Johnson in S. Briggs (ur.), Handbook of personality psychology (str. 767–793). Academic Press. CrossRef
Wheeler, S. C., Briñol, P., & Hermann, A. D. (2007). Resistance to persuasion as self-regulation: Ego-depletion and its effects on attitude change processes. Journal of Experimental Social Psychology, 43, 150-156. CrossRef
Zuwerink, J. R., & Devine, P. G. (1996). Attitude importance and resistance to persuasion: It's not just the thought that counts. Journal of Personality and Social Psychology, 70, 931–944. CrossRef