Three studies investigated the influence of past behavior on the stability of the attitudes it elicits. In Experiment 1, the effect of a bogus behavior feedback was long lasting when people engaged in biased scanning, presumably because this process elicits behavior-consistent beliefs. In contrast, the effect of the feedback decayed when participants were forced to consider whether the behavior might have undesirable outcomes. A second experiment using a different behavioral paradigm and a field study further supported the interpretation that individuals resolve conflict between a past behavior and subsequent beliefs about it by aligning attitudes with beliefs instead of behavior.
Ajzen, I. (2002). Residual effects of past on later behavior: Habituation and reasoned action perspective. Personality and Social Psychology Review, 6, 107-122.
2.
Ajzen, I., & Fishbein, M. (1980). Understanding attitudes and predicting social behavior. Englewood Cliffs, NJ: Prentice Hall.
3.
Ajzen, I., & Fishbein, M. (in press). The influence of attitudes on behavior. In D. Albarracín, B. T. Johnson, & M. P. Zanna (Eds.), Handbook of attitudes and attitude change. Hillsdale, NJ: Lawrence Erlbaum.
4.
Albarracín, D. (2002). Cognition in persuasion: An analysis of information processing in response to persuasive communications. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 34, pp. 61-130). San Diego, CA: Academic Press.
5.
Albarracín, D., Cohen, J. B., & Kumkale, G. T. (2003). Effects of post-message actions on thoughts and intentions: When the message recommendation conflicts with subsequent behavior. Personality and Social Psychology Bulletin, 29, 834-845.
6.
Albarracín, D., & Mitchell, A. L. (in press). The role of defensive confidence in preference for proattitudinal information: How believing that one is strong can sometimes be a defensive weakness. Personality and Social Psychology Bulletin.
7.
Albarracín, D., Wallace, H. M., & Glasman, L. R. (2004). Survival and change in judgments: A model of activation and comparison. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 36, pp. 252-307.) San Diego, CA: Academic Press.
8.
Albarracín, D., & Wyer, R. S. (2000). The cognitive impact on past behavior: Influences on beliefs, attitudes and future behavioral decisions. Journal of Personality and Social Psychology, 79, 5-22.
9.
Baker, S. M., & Petty, R. E. (1994). Majority and minority influence: Source-position imbalance as a determinant of message scrutiny. Journal of Personality and Social Psychology, 67, 5-19.
10.
Baldinger, A. L., & Rubinson, J. (1996). Brand loyalty: The link between attitude and behavior. Journal of Advertising Research, 36, 22-34.
11.
Bargh, J. A. (1997). The automaticity of everyday life. In R. S. Wyer (Ed.), Advances in social cognition (Vol. 10, pp. 1-62). Mahwah, NJ: Lawrence Erlbaum.
12.
Bem, D. J. (1965). An experimental analysis of self-persuasion. Journal of Personality and Social Psychology, 1, 199-218.
13.
Bem, D. J. (1972). Self perception theory. In L. Berkowitz (Ed.), Advances in experimental social psychology (pp. 1-62). San Diego, CA: Academic Press.
14.
Bem, D. J., & McConnell, H. K. (1970). Testing the self-perception explanation of dissonance phenomena: On the salience of premanipulation attitudes. Journal of Personality and Social Psychology, 14, 23-31.
15.
Chaiken, S., Pomerantz, E. M., & Giner-Sorolla, R. (1995). Structural consistency and attitude strength. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences. Ohio State University series on attitudes and persuasion (Vol. 4, pp. 387-412). Hillsdale, NJ: Lawrence Erlbaum.
16.
Cook, T. D., & Campbell, D. T. (1979). Quasi-experimentation: Design and analysis issues for field settings. Chicago: Rand McNally.
17.
Cook, T. D., & Flay, B. R. (1978). The persistence of experimentally induced attitude change. In L. Berkowitz (Ed.), Advances in experimental social psychology (pp. 1-57). New York: Academic Press.
18.
Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth: Harcourt Brace.
19.
Erber, M. W., Hodges, S. D., & Wilson, T. D. (1995). Attitude strength, attitude stability, and the effects of analyzing reasons. In R. E. Petty & J.A. Krosnick (Eds.), Attitude strength: Antecedents and consequences. Ohio State University series on attitudes and persuasion (Vol. 4, pp. 433-454). Hillsdale, NJ: Lawrence Erlbaum.
20.
Fazio, R. H. (1987). Self-perception theory: A current perspective. In M. P. Zanna & J. M. Olson (Eds.), Social influence: The Ontario symposium (Vol. 5, pp. 129-150). Hillsdale, NJ: Lawrence Erlbaum.
21.
Fazio, R. H. (1989). On the power and functionality of attitudes: The role of attitude accessibility. In A. R. Pratkanis & S. J. Breckler (Eds.), Attitude structure and function. Hillsdale, NJ: Lawrence Erlbaum.
22.
Fazio, R. H., & Zanna, M. P. (1978). On the predictive validity of attitudes: The roles of direct experience and confidence. Journal of Experimental Social Psychology, 46, 228-243.
23.
Fazio, R. H., Zanna, M. P., & Cooper, J. (1978). Direct experience and attitude-behavior consistency: An information processing analysis. Personality and Social Psychology Bulletin, 4, 48-51.
24.
Festinger, L. (1957). A theory of cognitive dissonance. Evanston, IL: Row, Peterson.
25.
Fishbein, M., & Ajzen, I. (1975). Belief, attitude, intention, and behavior: An introduction to theory and research. Reading, MA: Addison-Wesley.
26.
Goering, P. A. (1985). Effects of product trial on consumer expectations, demand, and prices. Journal of Consumer Research, 12, 74-82.
27.
Huynh, H., & Feldt, L. S. (1970). Conditions under which mean square ratios in repeated measurements designed have exact F-distributions. Journal of the American Statistical Association, 65, 1582-1589.
28.
Jaccard, J. J., Radecki, C., Wilson, T., & Dittus, P. (1995). Methods for identifying consequential beliefs: Implications for understanding attitude strength. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences. Ohio State University series on attitudes and persuasion (Vol. 4, pp. 337-359). Hillsdale, NJ: Lawrence Erlbaum.
29.
Janis, I. L., & King, B. T. (1954). The influence of role playing on opinion change. Journal of Abnormal and Social Psychology, 49, 211-218.
30.
Judd, C. M., & Brauer, M. (1995). Repetition and evaluative extremity. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences. Ohio State University series on attitudes and persuasion (Vol. 4, pp. 43-71). Hillsdale, NJ: Lawrence Erlbaum.
31.
Kamb, M. L., Dillon, B. A., Fishbein, M., Willis, K. L., & Project RESPECT Study Group. (1996). Quality assurance of HIV prevention counseling in a multi-center randomized controlled trial. Public Health Reports, 111, 99-107.
32.
Kamb, M. L., Fishbein, M., Douglas, J., Jr., Rhodes, F., Rogers, J., Bolan, G., et al. (1998). Efficacy of risk reduction counseling to prevent human immunodeficiency and sexually transmitted diseases: A randomized controlled trial. Journal of the American Medical Association, 280, 1161-1167.
33.
Kamins, M. A., Assael, H., & Graham, J. L. (1990). Cognitive response involvement model of the process of product evaluation through advertising exposure and trial. Journal of Business Research, 20, 191-215.
34.
Kempf, D. S. (1999). Attitude formation from product trial: Distinct roles of cognition and affect for hedonic and functional products. Psychology & Marketing, 16, 35-50.
35.
Kempf, D. S., & Smith, R. E. (1998). Consumer processing of product trial and the influence of prior advertising: A structural modeling approach. Journal of Marketing Research, 35, 325-338.
36.
Krishnan, H. S., & Smith, R. E. (1998). The relative endurance of attitudes, confidence and attitude-behavior consistency: The role of information source and delay. Journal of Consumer Psychology, 7, 273-298.
37.
Longman, K. A. (1997). If not effective frequency, then what?Journal of Advertising Research, 37, 44-50.
38.
Moore, E. S., Wilkie, W. L., & Lutz, R. J. (2002). Passing the torch: Intergenerational influences as a source of brand equity. Journal of Marketing, 66, 17-37.
39.
Norman, R. (1975). Affective-cognitive consistency, attitudes, conformity, and behavior. Journal of Personality and Social Psychology, 32, 83-91.
40.
Olson, J., & Stone, F. (in press). The influence of behavior on attitudes. In D. Albarracín, B. T. Johnson, & M. P. Zanna (Eds.), Handbook of attitudes and attitude change. Hillsdale, NJ: Lawrence Erlbaum.
41.
Osgood, C. E., Suci, G. J., & Tannenbaum, P. H. (1957). The measurement of meaning. Urbana: University of Illinois Press.
42.
Ouellette, J. A., & Wood, W. (1998). Habit and intention in everyday life: The multiple processes by which past behavior predicts future behavior. Psychological Bulletin, 124, 54-74.
43.
Petty, R. E., Haugtvedt, C. P., & Smith, S. M. (1995). Elaboration as a determinant of attitude strength: Creating attitudes that are persistent, resistant, and predictive of behavior. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences (pp. 93-130). Mahwah, NJ: Lawrence Erlbaum.
44.
Pham, M. T., & Muthukrishnan, A. V. (2002). Search and alignment in judgment revision: Implications for brand positioning. Journal of Marketing Research, 39, 18-30.
45.
Rosenberg, M. J. (1960). Cognitive reorganization in response to the hypnotic reversal of attitudinal affect. Journal of Personality, 28, 39-63.
46.
Rosenberg, M. J. (1968). Hedonism, inauthenticity, and other goads toward expansion of a consistency theory. In R. P. Abelson, E. Aronson, W. J. McGuire, M. J. Rosenberg, & P. H. Tannenbaum (Eds.), Theories of cognitive consistency: A sourcebook (pp. 73-111). Chicago: Rand McNally.
47.
Rozin, P., & Royzman, E. B. (2001). Negativity bias, negativity dominance, and contagion. Personality and Social Psychological Review, 5(4), 296-320.
48.
Smith, R. E., & Swinyard, W. R. (1988). Cognitive response to advertising and trial: Belief strength, belief confidence and product curiosity. Journal of Advertising, 17, 3-14.
49.
Thompson, M. M., Zanna, M. P., & Griffin, D. W. (1995). Let’s not be indifferent about (attitudinal) ambivalence. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences. Ohio State University series on attitudes and persuasion (Vol. 4, pp. 361-386). Hillsdale, NJ: Lawrence Erlbaum.
50.
Wyer, R. S., & Srull, T. K. (1989). Memory cognition in its social context. Hillsdale, NJ: Lawrence Erlbaum.
51.
Zanna, M. P., Fazio, R. H., & Ross, M. (1994). The persistence of persuasion. In R. C. Schank & E. Langer (Eds.), Beliefs, reasoning, and decision making: Psycho-logic in honor of Bob Abelson (pp. 347-362). Hillsdale, NJ: Lawrence Erlbaum.
