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Personality and Social Psychology Bulletin
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Self-Awareness and Attitude Change: Seeing Oneself on the Central Route to Persuasion

Debra G. Hutton

Case Western Reserve University

Roy F. Baumeister

Case Western Reserve University

On the basis of the elaboration likelihood model and self-awareness theory, it was reasoned that self-awareness should stimulate thoughtful resistance to attacks on personally important attitudes. In Experiment 1, mirror-induced self-awareness increased resistance to a message that was counterattitudinal, personally important, and based on direct experience, but it failed to increase resistance to a message that lacked those qualities. In Experiment 2, self-aware subjects showed greater resistance to weak persuasive arguments than to strong arguments, unlike subjects who were not made self-aware. These results support the view of self-awareness as a cause of biased central route processing and (hence) of selective, judicious resistance to persuasion.

Personality and Social Psychology Bulletin, Vol. 18, No. 1, 68-75 (1992)
DOI: 10.1177/0146167292181010
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