Attitude change following persuasive communication: Integrating Social Judgment Theory and the Elaboration Likelihood Model

An experiment was conducted to examine the influence of the perceived extremity of a message and motivation to elaborate upon the process of persuasion. The first goal was to test a model of attitude change relating Social Judgment Theory to the Elaboration Likelihood Model. The second objective was to develop an instrument to measure attitude structure (latitudes of acceptance, non-commitment, and rejection) that allowed for a more refined assessment of the discrepancy between the position advocated in a message and the recipient's initial attitude. The main dependent variable was the attitude towards the use of automobiles in relation to environmental issues. Subjects were confronted with a message located in their own latitude of acceptance, rejection or non-commitment. Shortly after, a second measurement of attitude took place. The results showed that messages within the latitudes of non-commitment gave rise to the greatest attitude change. The data support the susceptibility hypothesis that subjects elaborate messages mainly in the latitude of non-commitment.