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Title: Attitude Functions in Persuasion: Matching, Involvement, Self-Affirmation, and Hierarchy
Contributor(s): Watt, Susan Ellen (author)orcid ; Maio, Gregory R (author); Haddock, Geoffrey (author); Johnson, Blair T (author)
Publication Date: 2008
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Abstract: In years gone by, people made it common practice to arrange marriages on the basis of financial security. Some still try to ply finances as a means to marital bliss: We have a friend who once received an offer of marriage from a boyfriend who said that he had money and they would want for nothing. Yet, because he did not say he loved her, and she had no need for money, she refused his offer. Love was the only reason she would marry. This story illustrates the importance of attitude functions in persuasion. A reason was offered for why the marriage should take place, but it did not match the recipient's most important motivations, causing her to reject the proposal. As it is in relationships, so it may be in life more generally. To be effective at winning someone's agreement or support, it may be imperative to consider the motives that are important to the person.
Publication Type: Book Chapter
Source of Publication: Attitudes and Attitude Change, p. 189-211
Publisher: Psychology Press
Place of Publication: New York
ISBN: 9781841694818
Field of Research (FOR): 170113 Social and Community Psychology
HERDC Category Description: B1 Chapter in a Scholarly Book
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Series Name: Frontiers of Social Psychology
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Appears in Collections:Book Chapter

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