AlbarracĂn and Handley (2011) demonstrated that general action (inaction)
goals decrease (increase) the degree pre-existing attitudes change
following persuasive information. The current research tested whether
action (inaction) goals instead result in more (less) attitude change in
response to persuasive information about a novel topic, particularly when
initial attitude uncertainty is salient. Participants reported their
initial attitudes toward a novel (fictitious) food product called Miniac.
Next, depending on random assignment, initial attitude uncertainty was/was
not made salient and participants were primed with either an action,
inaction, or no goal. Finally, all participants read a persuasive message
against Miniac and then reported post-message attitudes. Replicating prior
findings, action (inaction) goals resulted in less (more) attitude change
following a persuasive message when the uncertainty about participants’
initial relevant attitudes was not salient. But, extending that research in
a novel way, this pattern was significantly reversed when initial attitude
uncertainty was made salient.