The Internal Confirmation of Personal Constructs: Why Suggestions Are Not Accepted

  • R. M. Lundy
Conference paper


Some suggestions are accepted, some are not. An interesting chore for social scientists and, clearly, the focus of this book is to explore the processes implied in the statement above. We might explore by asking what the suggestible person is like, by asking what the successful suggestion is like, by asking what kinds of suggestions are successful, and by asking in what kinds of settings or interactions suggestions are successful.


Present Theory Opinion Change Personal Construct Complex Message Hypnotic State 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.


  1. Adams, J.K. (1957). Laboratory studies of behavior without awareness. Psychological Bulletin, 54, 383–405.PubMedCrossRefGoogle Scholar
  2. Bannister, D., & Mair, J. (1968). The evaluation of personal constructs. London: Academic Press.Google Scholar
  3. Cox, D.F., & Bauer, R.A. (1964). Self-confidence and persuasibility in women. Public Opinion Quarterly, 28, 453–466.CrossRefGoogle Scholar
  4. Eagly, A.H., & Warren, R. (1976). Intelligence, comprehension, and opinion change. Journal of Personality, 44, 226–242.CrossRefGoogle Scholar
  5. Eagly, A.H., Wood, W., & Chaiken, S. (1978). Causal inferences about communicators and their effect on opinion change. Journal of Personality and Social Psychology, 36, 424–435.CrossRefGoogle Scholar
  6. Festinger, L., & Maccoby, N. (1964). On resistance to persuasive communications. Journal of Abnormal and Social Psychology, 68, 359–366.CrossRefGoogle Scholar
  7. Galizio, M., & Hendrick, C. (1972). Effect of musical accompaniment on attitude: The guitar as a prop for persuasion. Journal of Applied Social Psychology, 2, 350–359.CrossRefGoogle Scholar
  8. Gelfand, D.M. (1962). The influence of self-esteem on the rate of verbal conditioning and social matching behavior. Journal of Abnormal and Social Psychology, 65, 259–265.PubMedCrossRefGoogle Scholar
  9. Haiman, F.S. (1949). An experimental study of the effects of ethos in public speaking. Speech Monographs, 16, 190–202.CrossRefGoogle Scholar
  10. Hilgard, E.R. (1965). Hypnotic susceptibility. New York: Harcourt, Brace & World.Google Scholar
  11. Hilgard, E.R., & Bower, G.H. (1975). Theories of learning (4th ed.). Englewood Cüffs, NJ: Prentice-Hall.Google Scholar
  12. Hovland, C.I., & Janis, IX. (1959). Personality and persuasibility. New Haven: Yale University.Google Scholar
  13. Hovland, C., Janis, I., & Kelley, H. (1953). Communication and persuasion. New Haven: Yale University.Google Scholar
  14. Janis, I.L., & Feshbach, S. (1953). Effects of fear-arousing communications. Journal of Abnormal and Social Psychology, 48, 78–92.CrossRefGoogle Scholar
  15. Janis, I.L., & Hoffman, D. (1971). Facilitating effects of daily contact between partners who make decisions to cut down on smoking. Journal of Personality and Social Psychology, 17, 25–35.PubMedCrossRefGoogle Scholar
  16. Janis, I.L., Kaye, D., & Kirschner, P. (1965). Facilitating effects of “eating while reading” on responsiveness to persuasive communications. Journal of Personality and Social Psychology, 1, 181–186.CrossRefGoogle Scholar
  17. Janis, I.L., & King, B.T. (1954). The influence of role playing on opinion change. Journal of Abnormal and Social Psychology, 49, 211–218.CrossRefGoogle Scholar
  18. Johnson, H.H., & Izzett, R.R. (1969). Relationship between authoritarianism and attitude change as a function of source credibility and type of communication. Journal of Personality and Social Psychology, 13, 317–321.PubMedCrossRefGoogle Scholar
  19. Katz, E., & Lazarsfeld, P.F. (1955). Personal influence. Glencoe, IL: Free Press.Google Scholar
  20. Kelly, G.A. (1955). The psychology of personal constructs. New York: Norton.Google Scholar
  21. Leventhal, H., Watts, J.C., & Pagano, F. (1967). Effects of fear and instructions on how to cope with danger. Journal of Personality and Social Psychology, 3, 367–372.Google Scholar
  22. Lundy, R.M., & Berkowitz, L. (1957). Cognitive complexity and assimilative projection in attitude change. Journal of Abnormal and Social Psychology, 55, 34–37.CrossRefGoogle Scholar
  23. McConnell, J.V., Cutler, R.L., & McNeil, E.B. (1958). Subliminal stimulation: An overview. American Psychologist, 13, 229–242.CrossRefGoogle Scholar
  24. McGuire, W.J. (1968). Personality and susceptibility to social influence. In E.F. Borgatta & W.W. Lambert (Eds.), Handbook of personality theory and research. Chicago: Rand McNally.Google Scholar
  25. McGuire, W.J. (1969). The nature of attitudes and attitude change. In G. Lindzey & E. Aronson (Eds.), Handbook of social psychology (Vol. 3, 2nd ed.). Reading, MA: Addison-Wesley.Google Scholar
  26. Miller, G.R., & Hewgill, M.A. (1966). Some recent research on fear-arousing message appeals. Speech Monographs, 33, 377–391.CrossRefGoogle Scholar
  27. Norman, R. (1976). When what is said is important: A comparison of expert and attractive sources. Journal of Experimental Social Psychology, 12, 294–300.CrossRefGoogle Scholar
  28. Rochon, J. (1977). An evaluation of the seat belt education campaign. Ottawa, Canada: Department of Transport.Google Scholar
  29. Sarbin, T.R., & Coe, W.C. (1972). Hypnosis: A social psychological analysis of influence communication. New York: Holt, Rinehart and Winston.Google Scholar
  30. Shor, R.E. (1970). The three-factor theory of hypnosis as applied to the book-reading fantasy and to the concept of suggestion. International Journal of Clinical and Experimental Hypnosis, 18, 89–98.PubMedCrossRefGoogle Scholar
  31. Wilson, W., & Miller, H. (1968). Repetition, order of presentation, and timing of arguments and measures as determinants of opinion change. Journal of Personality and Social Psychology, 9, 184–188.PubMedCrossRefGoogle Scholar

Copyright information

© Springer-Verlag Berlin Heidelberg 1989

Authors and Affiliations

  • R. M. Lundy

There are no affiliations available

Personalised recommendations