On Thu, 11 Apr 2002, Kevin Robert Dean wrote:
> In studying social influence, Knowles examines a
> phenomenon called the approach-avoidance conflict --
> the opposing positive and negative reactions people
> feel when presented with a persuasive argument or
> offer.
>
> "In any appeal, some aspects are attractive and push
> for acceptance, but other aspects are displeasing and
> create resistance. The decision to accept the offer or
> to reject it depends on which aspects are dominant,"
> Knowles explained. "If the attractive features
> outweigh the unattractive features, the person will
> accept the offer but with some trepidation. If the
> negative aspects prevail, the offer will be rejected
> but with some regret."
I should rush to note that this type of shameless tautological reasoning is not symptomatic of the field of social psychology. Persuasion theories (e.g., the elaboration likelihood model) are quite a bit more rigorous than Knowles' stuff. How did this guy get a NSF grant?
Miles