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The Role of Bolstering and Counterarguing Mind-Sets in Persuasion

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  • Alison Jing Xu
  • Robert S. Wyer Jr.

Abstract

The effect of a persuasive communication on individuals' attitudes can be influenced by the cognitive behavior they have performed in an earlier, unrelated situation. Inducing participants to make supportive elaborations about a series of propositions activated a bolstering mind-set that increased the effectiveness of an unrelated advertisement they encountered subsequently. However, inducing participants to refute the implications of a series of propositions activated a counterarguing mind-set that decreased the ad's effectiveness. These mind-sets had more impact when the cognitive behavior they activated differed from the behavior that would occur in the absence of these mind-sets. When the implications of a persuasive message were difficult to refute, inducing a counterarguing mind-set increased its effectiveness. Finally, watching a political speech or debate activated different mind-sets, depending on participants' a priori attitude toward the politicians involved, and these mind-sets influenced the impact of an unrelated commercial they considered later.

Suggested Citation

  • Alison Jing Xu & Robert S. Wyer Jr., 2012. "The Role of Bolstering and Counterarguing Mind-Sets in Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(5), pages 920-932.
    • Handle: RePEc:oup:jconrs:doi:10.1086/661112
    DOI: 10.1086/661112
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    Cited by:

    1. Lieberman, Alicea & Amir, On & Carmon, Ziv, 2023. "The entrenchment effect: Why people persist with less-preferred behaviors," Organizational Behavior and Human Decision Processes, Elsevier, vol. 178(C).
    2. Alberto Barchetti & Emma Neybert & Susan Powell Mantel & Frank R. Kardes, 2022. "The Half-Truth Effect and Its Implications for Sustainability," Sustainability, MDPI, vol. 14(11), pages 1-19, June.
    3. Peters, Christian P. H., 2023. "The microfoundations of audit quality," Other publications TiSEM 6a2b12a5-6060-4544-883b-e, Tilburg University, School of Economics and Management.
    4. Sang Kyu Park & Aner Sela & Amna Kirmani & Cait Lamberton, 2020. "Product Lineups: The More You Search, The Less You Find [Interaction Terms in Logit and Probit Models]," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 47(1), pages 40-55.

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