The Epistemic-Teleologic Model of Deliberate Self-Persuasion

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Brain

Notes

Often, however, people find that none of their interventions work

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unbiased resolutions of attitudes in a positive or negative direction do not help people who have a preference for a specific nonambivalent atti- tude

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covert mental strategies

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balance the need to possess a correct attitude and the need to possess a desired attitude

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Other strategies, however, are not constrained by the motive to be accurate. These tactics focus solely on the desired outcome

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The gap between the actual and desired attitudes may be bridged very quickly and nonconsciously by any routes to deliberate self-persua- sion that have become highly practiced and automatic for the individual

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experimentally induced concerns about partners’ faults

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satisfied couples in the early stages of a new romantic relationship changed their ideal standards for a partner to meet the attributes of their current partner

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deliberate self-persuasion should occur only when the desired atti- tude is held as a personal goal, over and above any felt compunction from rules or from others

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a valid judgment is one that is psychologically and pragmatically useful

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people often pur- sue a desired conclusion while maintaining an “illusion of objectivity”

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Motivated interpretation. People idiosyncratically interpret their own behaviors in ways that enable them to maintain a positive attitude toward the self

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Motivated integration. When it is not possible to rein- terpret an attribute, it may still be possible to reconstrue the attribute by placing it in a broader context.

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Motivated attribution. Undesired characteristics of the attitude object can be discounted by attributing them to another factor.

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People who are interacting with a stranger tend to ask biased questions that help confirm their prior hypotheses about the stranger

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Changing the comparators of judgment. All of the above processes may alter mental representations of an attitude object relative to a salient standard of compar- ison.

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Motivated hypothesis testing. The desired attitude may be achieved when salient motivations inspire people to form and test particular hypotheses

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Changing the dimensions of judgment. The SEM model also indicates that people can change the per- ceived self-relevance (or importance) of an attribute

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When cognitive resources are consumed, people find it dif- ficult to avoid specific feelings, beliefs, and behaviors. Instead, people simply become more aware of them.

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suppress- ing undesired attitude elements requires an attempt to activate emotions, cognitions, and behaviors that are not part of the undesired attitude (a distracter), while monitoring for intrusions of emotions, cognitions, and behaviors that are undesired (the suppression target). We label these attempts as attitude suppression.

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people may specifically seek thoughts, feelings, and behaviors that support the more desirable attitude

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people who report high use of this strategy tend to hold negative views of others and are less liked by them. Thus, self-driven suppression does not always have positive consequences

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Attitudinal distraction. People may avoid any activi- ties that elicit the current, undesired attitude elements, and they can do so by occupying their mind with irrele- vant goals, thoughts, behaviors, or stimuli

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concentration route involves the pursuit of the desired attitude ele- ments and vigilance against intrusions of thoughts, feel- ings, and behaviors that are irrelevant

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primary effort is focused on occu- pying the mind with material that is irrelevant to the undesired attitude elements, while less energy is devoted to vigilance against intrusions

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sustained mental rehearsal of information can bring about changes in attitude

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Attitudinal preemption. Some thoughts, feelings, or behaviors may be avoided because they lead to the absence of the desired attitude

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primary effort is focused on being vigilant against intrusions

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prag- matic, association-focused thinking is a potential means of achieving deliberate self-persuasion

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People should move toward the teleologic route when they face only fleeting exposure to the attitude object.

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People will be more likely to use the teleologic route when they possess higher levels of ego-control ability.

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People should use the teleologic route when epistemic validity seems unimportant.

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People should move toward the teleologic route when epistemic processes potentially threaten the self- concept.

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people are motivated to form attitudes that are consistent with their past actions

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