Communication Studies 395-0: Topics in Communication Studies
Section 22: Advanced Theories of Persuasion

meeting concurrently with

Communication Studies 525-0: Seminar: Problems in Communication Studies
Section 23: Advanced Theories of Persuasion
Spring 2007

Readings for Monday 30 April

12. Effects of imagining behavior

Gregory, W. L., Cialdini, R. B., & Carpenter, K. M. (1982). Self-relevant scenarios as mediators of likelihood estimates and compliance: Does imagining make it so? Journal of Personality and Social Psychology, 43, 89-99. [online via NU]

For further reading:

Anderson, C. A. (1983). Imagination and expectation: The effect of imagining behavioral scripts on personal intentions. Journal of Personality and Social Psychology, 45, 293-305.

Sherman, R. T., & Anderson, C. A. (1987). Decreasing premature termination from psychotherapy. Journal of Social and Clinical Psychology, 5, 298-312.

ten Eyck, L. L., Labansat, H. A., Gresky, D. M., Dansereau, D. F., & Lord, C. G. (2006). Effects of directed thinking on intentions to engage in beneficial activities: Idea generation or mental simulation? Journal of Applied Social Psychology, 36, 1234-1262.

Ratcliff, C. D., Czuchry, M., Scarberry, N. C., Thomas, J. C., Dansereau, D. F., & Lord, C. G. (1999). Effects of directed thinking on intentions to engage in beneficial activities: Actions versus reasons. Journal of Applied Social Psychology, 29, 994-1009.

13. Self-prophesy effects

Greenwald, A. G., Carnot, C. G., Beach, R., & Young, B. (1987). Increasing voting behavior by asking people if they expect to vote. Journal of Applied Psychology, 72, 315-318. [online via NU]

Spangenberg, E. R., Sprott, D. E., Grohmann, B., & Smith, R. J. (2003). Mass-communicated prediction requests: Practical application and a cognitive dissonance explanation for self-prophesy. Journal of Marketing, 67(3), 47-62. [online via NU]

For further reading:

Spangenberg, E. R. (1997). Increasing health club attendance through self-prophesy. Marketing Letters, 8, 23-31.

Spangenberg, E. R., & Obermiller, C. (1997). To cheat or not to cheat: Reducing cheating by requesting self-prophesy. Marketing Education Review, 6(3), 95-103.

Sprott, D. E., Spangenberg, E. R., & Perkins, A. W. (1999). Two more self-prophesy experiments. Advances in Consumer Research, 26, 621-626.

Spangenberg, E. R., & Greenwald, A. G. (1999). Social influence by requesting self-prophesy. Journal of Consumer Psychology, 8, 61-69.

Smith, J. K., Gerber, A. S., & Orlich, A. (2003). Self-prophecy effects and voter turnout: An experimental replication. Political Psychology, 24, 593-604.

14. “Mere measurement” effects

Williams, P., Fitzsimons, G. J., & Block, L. G. (2004). When consumers do not recognize “benign” intention questions as persuasion attempts. Journal of Consumer Research, 31, 540-550. [online via NU]

For further reading:

Morwitz, V. G., Johnson, E., & Schmittlein, D. (1993). Does measuring intent change behavior? Journal of Consumer Research, 20, 46-61.

Chapman, K. J. (2001). Measuring intent: There's nothing “mere” about mere measurement effects. Psychology and Marketing, 18, 811-841.

Celio, A. A., Bryson, S., Killen, J. D., & Taylor, C. B. (2003). Are adolescents harmed when asked risky weight control behavior and attitude questions? Implications for consent procedures. International Journal of Eating Disorders, 34, 251-254.

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