Belief in the Immutability of Attitudes Both Increases and Decreases Advocacy

Omair Akhtar, Stanford University, USA
Christian Wheeler, Stanford University, USA
People with a fixed mindset about attitudes are more certain of their attitudes and more willing to try to persuade. They are also less willing to advocate because they perceive others’ attitudes as unchanging. We find that these effects generally cancel each other out, but can be moderated by focus.
[ to cite ]:
Omair Akhtar and Christian Wheeler (2014) ,"Belief in the Immutability of Attitudes Both Increases and Decreases Advocacy", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 168-171.