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Personality and Social Psychology Bulletin
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Perceptions of Entitativity and Attitude Change

Robert J. Rydell

Miami University

Allen R. McConnell

Miami University

The current work explored the properties of groups that lead them to be persuasive and the processes through which such persuasion occurs. Because more entitative groups induce greater levels of information processing, their arguments should receive greater elaboration, leading to persuasion when members of groups present strong (vs. weak) counter attitudinal arguments. Experiment 1 explored these hypotheses by examining if idiosyncratic perceptions of group entitativity and manipulations of argument strength affect attitude change and argument elaboration. Experiment 2 experimentally manipulated group entitativity and argument strength independently to examine the causal relationship between entitativity, attitude change, and argument elaboration. In both experiments, it was found that groups greater in entitativity were more persuasive when presenting strong (vs. weak) arguments and induced greater argument elaboration. Implications for our understanding of entitativity, persuasion, and information processing about social groups are discussed.

Key Words: entitativity • attitude change • argument elaboration • groups

Personality and Social Psychology Bulletin, Vol. 31, No. 1, 99-110 (2005)
DOI: 10.1177/0146167204271316
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