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Call for papers: “Challenges to Attitude/Behaviour change through Persuasion”

Journal of Consumer Behaviour Special issue, Deadline: 31st January 2012

Guest Editors: Dr Louise Hassan, Lancaster University & Dr Nina Michaelidou, University of Birmingham

Persuasion put simply refers to any communication or procedure which has the potential to change the mind of an individual. It is a phenomenon that has long been studied but much of our current understanding is grounded on theory developed in the 1950s stemming from authors such as Kelman, Festinger, McGuire and Greenwald. Persuasion is central to the study of consumer behaviour and underpins the effectiveness of promotional campaigns. Of particular relevance are questions which address: How persuasion works? What important outcomes it influences? How long do these influences last? How it relates to consumer judgement, decision making and action? These broad questions have been the focus of much research to date and continue to fascinate researchers. There is on-going debate in the literature as to the processes by which persuasion influences attitude and behaviour. A review (Bohner and Dickel, 2011) emphasises a recent focus on integrating past theories on persuasion into a general model of persuasion as well as a focus on understanding the effect of meta-cognition (i.e. consumers own thoughts about their cognitive responses to a persuasion attempt) on persuasion processes. We encourage submissions that offer new insight and perspectives on these important areas and questions across the consumer behaviour domain.

The editors invite theoretical and empirical papers on the intersection between persuasion and attitude/ behaviour change. Topics for the special issue should focus on, but are not limited to, the following:

• Cognitive and metacognitive processes
• Models and processes of persuasion (e.g., Elaboration likelihood model, the self-validation hypothesis)
• Methods of persuasion (e.g., use of two-sided arguments)
• Ethics of persuasion
• Relationship between persuasion and attitude (including attitude formation, attitude change, and attitude strength)
• Self persuasion (e.g., deliberate self-persuasion, mere thought effect)
• Subconscious versus conscious processes
• Thinking styles (e.g. holistic versus analytical thinking styles)
• Communication settings (e.g., advertising on TV/internet/magazines)
• The role of the social context and the influence of culture on persuasion effectiveness
• Resistance to persuasion (e.g., defense motivation, close-mindedness, biased processing)
• Measurement issues related to persuasion and attitude (e.g. implicit versus explicit measurement of attitude).

All papers submitted must follow the guidelines for the Journal of Consumer Behaviour. Papers should be submitted via our online submission website at: .

The closing date for submissions is: 31st January 2012 with publication in 2012 (volume 11 issue 6).

Informal enquiries regarding potential topics can be discussed with the guest editors (l.hassan@lancaster.ac.uk or n.michaelidou@bham.ac.uk).

Reference: Bohner G. and Dickel N. 2011. Attitudes and attitude change. Annual Review of Psychology 62: 391-417.

We are also hosting a workshop on the same theme at the University of Birmingham on 5th December 2011, find out more at:

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