Preferences are influenced by the presence or absence of salient choice options, known as reference points. This behavioral tendency is traditionally attributed to the loss aversion and diminishing sensitivity assumptions of prospect theory. In contrast, some psychological research suggests that reference dependence is caused by attentional biases…

Presents research which shows that under standardized conditions of free recall, subjects report arguments more consistent with their attitudes than inconsistent. (MB)

The effects of role playing and repetition of persuasive communication on opinion change were studied by means of a 2 x 2 factorial design (N = 296). Active role playing was superior to passive listening, and three presentations of the persuasive communications were superior to a single presentation. Role playing and repetition did not interact.…