Assimilation and Contrast
Sometimes people perceive a message that falls within their latitude of rejection as farther from their anchor than they really are. This is called Contrast. The opposite of Contrast is Assimilation, and that is a perceptual error whereby people judge messages that fall within their latitude of acceptance as less discrepant from their anchor than they really are. These latitudes dictate the likelihood of assimilation and contrast. When a discrepant viewpoint is expressed in a communication message within the person's latitude of acceptance, the message is more likely to be assimilated or viewed as being closer to person's anchor, or own viewpoint, than it actually is. When the message is perceived as being very different from one's anchor and thus falling within the latitude of rejection, persuasion is unlikely due to a contrast effect. The contrast effect is what happens when the message is viewed as being further away than it actually is from the anchor. Messages falling within the latitude of noncommitment, however, are the ones most likely to achieve the desired attitude change. Therefore, the more extreme stand an individual has, the greater his/her latitude of rejection and thus the harder he/she is to persuade.
Read more about this topic: Social Judgment Theory
Famous quotes containing the word contrast:
“The comparison between Coleridge and Johnson is obvious in so far as each held sway chiefly by the power of his tongue. The difference between their methods is so marked that it is tempting, but also unnecessary, to judge one to be inferior to the other. Johnson was robust, combative, and concrete; Coleridge was the opposite. The contrast was perhaps in his mind when he said of Johnson: his bow-wow manner must have had a good deal to do with the effect produced.”
—Virginia Woolf (18821941)