ADVANCES IN EXPERIMENTAL SOCIAL PSYCHOLOGY VOLUME 23 This Page Intentionally Left Blank ADVANCES IN Experimental Social Psychology EDITED BY Mark P. Zanna DEPARTMENT OF PSYCHOLOGY UNIVERSITY OF WATERL.00 WATERLOO, ONTARIO, CANADA VOLUME 23 ACADEMIC PRESS, INC. Harcourt Urace Juvanovich, Publishers San Diego Ncw Yorh Berkeley Boaton London Sydney Tokyo Toronto This hook is printed on acid-tree paper. @ COPYRIGHT 0 1990 BY ACADEMIC PRESS. INC. All Rights Reserved. N o part of this publication may he reproduced or Iransrnilted in any lonn o r by any nieanh, electronic or mechanical, including photocopy, recoi-ding, o r any intorination stordge and retrieval system, without pcnnissioii in writing l r o i n the publisher. ACADEMIC PRESS, INC. Siin Diego. Calitornia 92101 l l t i i t t d Kiiiqdoni E d i / / o t i p i i b l i \Ired I n ACADEMIC PRESS LIMITED 24-2X Oval Road, London NW I 7DX LIBRARY OF CONGRESS CATALOG CARD NUMBER: ISBN 0-12-01.5223-1 ( a l l . paper) 64-234.52 CONTENTS ..................................................... .......................................................... Contributors Preface ix xi A Continuum of Impression Formation, from Category-Based to Individuating Processes: Influences of Information and Motivation on Attention and Interpretation Susan T. Fiske and Steven L. Neuberg 1. 11. 111. 1v. V. VI. VII. VIII. IX . Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . A Continuum Model of Impression Formation Processes . . . . . . . . . . . . . . . . . . Premise I : Perceivers Give Priority to Category-Based Processes . . . . . . . . . . . . Premise 2: Interpretation of Fit bctween Category and Attributes Determines Use of the Continuuni . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Premise 3: Use of thc Continuum Is Mediated by Changes in Attention to Attributes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Premise 4: Motivation Influences Impression Formation According to the Interdependence Structure, Specifically, the Motivating Agent’s Criteria . . . . . . Premise 5: Motivational Influences Are Also Mediated by Attentional and Interpretive Responses to Attributes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Alternatives to the Continuum Model . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Conclusions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . References . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . I 3 13 22 33 36 47 57 60 63 Multiple Processes by Which Attitudes Guide Behavior: The MODE Model as an Integrative Framework Russell H. Fazio I. 11. 111. IV. Introduction.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Current State of the Literature . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . A Spontaneous Processing Model of the Attitude-Behavior Relation . . . . . . . . . A Deliberative Processing Model of the Attitude-Behavior Relation . . . . . . . . . . V 75 75 78 88 vi CONTENTS V. VI . VII . An Integrative Model: Conditions That Promote Each Process . . . . . . . . . . . . . . . Mixed Model5 of the Attitude-Behavior Process . . . .