@article{ sarup_contrast_1991,
  title = {Contrast {Effects} and {Attitude} {Change}: {A} {Test} of the {Two}-{Stage} {Hypothesis} of {Social} {Judgment} {Theory}},
  volume = {54},
  issn = {01902725},
  url = {http://www.jstor.org/stable/2786848},
  abstract = {A central assumption of social judgment theory is that attitude change in response to a communication is mediated by individuals' judgments about the position advocated in the message. This study examines the causal role of social judgments in attitude change by experimentally manipulating contrast of a moderately pro-choice message on abortion presented to 80 members of a pro-life organization. Two levels of contrast (regular and reduced) are manipulated. For female subjects, for whom as a group the contrast manipulation proved effective, reduction of contrast shifted attitudes toward the position advocated by the message and constricted the latitude of rejection. These results support the assumption of social judgment theory that social judgments mediate attitude change, and demonstrate that contrast reduces the persuasive impact of discrepant messages.},
  number = {4},
  journal = {Social Psychology Quarterly},
  author = {Sarup, Gian and Suchner, Robert W. and Gaylord, Gitanjali},
  year = {1991},
  pages = {364--372}
}

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