TABLE OF CONTENTS

LIST OF FIGURES…………………………………………………………………………v
LIST OF TABLES………………………………………………………………………….vi
NOMENCLATURE………………………………………………………………………..vii
ACKNOWLEDGEMENTS………………………………………………………………..viii
ABSTRACT………………………………………………………………………………..ix
CHAPTER 1: INTRODUCTION……………………………………………………………1
Narrative Persuasion…………………………………………………………………3
Narrative and Overcoming Resistance………………………………………………5
Narrative as Argument: Plot and Setting……………………………………………7
Character Identification and Character Exemplars…………………………………11
The Elaboration Likelihood Model…………………………………………………15
The Central Route…………………………………………………………..16
The Peripheral Route……………………………………………………….16
Determinants of Elaboration………………………………………………………..17
Distraction…………………………………………………………………..18
Ego Involvement……………………………………………………………19
Narrative and the Elaboration Likelihood Model……………………………………20
Pilot Study…………………………………………………………………………..24
Method………………………………………………………………………24
Results……………………………………………………………………….25
Pilot Testing of Materials……………………………………………………………26
CHAPTER 2: PRESENT RESEARCH……………………………………………………..28
CHAPTER 3: METHOD……………………………………………………………………33
Participants…………………………………………………………………………..33
Design………………………………………………………………………………..33
Procedure…………………………………………………………………………….34
Materials……………………………………………………………………………..35
Independent Variables……………………………………………………….35
Predictor Variables…………………………………………………………..36
Manipulation Checks…………………………………………………………37
Dependent Variables…………………………………………………………38
CHAPTER 4: RESULTS…………………………………………………………………….41
Manipulation Checks and Data Cleaning…………………………………………….41
Attitudes as a Function of Narrative Manipulation…………………………………..43
Pre-Reading Attitude Measures………………………………………………………46
Post-Reading Attitude Measures……………………………………………………..48
Argument Perceptions……………………………………………………..48
Behavioral Intentions………………………………………………………50
Open-Minded Thinking……………………………………………………50
Perceived Elaboration ……………………………………………………..50
Cognitive and Affective Bases…………………………………………….52
Perceived Resistance………………………………………………………53
Correlations Between Outcomes…………………………………………..53
Demographic Characteristics………………………………………………………54
Exploratory Analysis: Thought-Listing Data………………………………………54
Exploratory Analysis: Narrative-Specific Measures………………………………58
Exploratory Analysis: Dispositional Measures……………………………………59
Need for Affect and Need for Cognition…………………………………..59
Positive and Negative Affect………………………………………………60
CHAPTER 5: DISCUSSION………………………………………………………………61
Attitude Properties………………………………………………………………….65
Limitations in Study Design………………………………………………………..67
Pre-Reading Attitudes………………………………………………………67
Independent Variable Manipulations……………………………………….68
Perceived Resistance………………………………………………………..70
Future Directions……………………………………………………………………70
Conclusion…………………………………………………………………………..73
REFERENCES………………………………………………………………………………75
APPENDIX A: STUDY MATERIALS…………………………………………………….86
APPENDIX B: IRB APPROVAL………………………………………………………….114