Journal ArticleDOI
Field dependence and attitude change: Source credibility can alter persuasion by affecting message-relevant thinking
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This paper showed that for a personally relevant counterattitudinal issue, a highly credible source can alter persuasibility by increasing a subject's message-relevant thinking, which is consistent with the hypothesis that increasing source credibility can enhance message relevance for subjects who typically do not scrutinize message content.Abstract:
The present study shows that for a personally relevant counterattitudinal issue, a highly credible source can alter persuasibility by increasing a subject's message-relevant thinking. Previous failures to show this effect were probably due to the highly thoughtful nature of typical research subjects, when confronted with involving issues. In the present study, field-dependent and field-independent subjects heard convincing or refutable counterattitudinal speeches given by sources of high or low credibility. Results indicated that subjects who are typically low in differentiation of stimuli (field-dependent subjects) showed differential persuasion to strong and weak arguments only when they were presented by a highly credible source. For subjects who are typically high in propensity to differentiate stimuli (field-independent subjects), the arguments were differentially persuasive for both high and low credible sources. These results are consistent with the hypothesis that increasing source credibility can enhance message-relevant thought for subjects who typically do not scrutinize message content.read more
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Book ChapterDOI
The elaboration likelihood model of persuasion
TL;DR: This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion, and outlines the two basic routes to persuasion.
Book ChapterDOI
The Elaboration Likelihood Model of Persuasion
TL;DR: The first time that American and Russian leaders had exchanged messages that were simultaneously televised was on New Year's Day, 1986 as mentioned in this paper, when U.S. President Ronald Reagan and Russian Premier Mikhail Gorbachev appeared on television in each others countries.
Journal ArticleDOI
The Persuasiveness of Source Credibility: A Critical Review of Five Decades' Evidence
TL;DR: This article reviewed the empirical evidence of the effect of credibility of the message source on persuasion over a span of 5 decades, primarily to come up with recommendations for practitioners as to when to use a high- or a low-credibility source and secondarily to identify areas for future research.
Journal ArticleDOI
Informational Influence in Organizations: An Integrated Approach to Knowledge Adoption
TL;DR: Results support the model, suggesting that the process models used to understand information adoption can be generalized to the field of knowledge management, and that usefulness serves a mediating role between influence processes and information adoption.
Attitude change: Multiple roles for persuasion variables.
Abstract: OVERVIEW The O.J. Simpson " trial of the century " in the mid-1990s captured the attention of the American populace more than any other public spectacle since the kidnaping of the Lindberg baby in the 1920s. A prominent football player and popular sportscaster was charged with a gruesome double homicide. The attorneys for the prosecution and defense were of various races and genders. The evidence presented on each side was at times amazingly simple, visual, and emotional, and at times was verbal, abstract, and probably incomprehensible to jurors. The witnesses included individuals of diverse styles, demeanors, and credibility. The jurors, the recipients of the messages from these various sources, were themselves a mixed group of people of diverse backgrounds, beliefs, and personal experiences who had to sift through the trial material and arrive at a decision as to whether the defendant had been proven guilty or not. The context in which all of this took place was at times tense and sad, and at times filled with humor and positive feelings. Not surprisingly, no experiment has ever captured the extraordinary complexity inherent in this situation, yet almost all of the variables present in this trial (and many not present) have been examined in the social psychological literature on attitude formation and change. This chapter provides an overview of research on these diverse variables and addresses the processes by which these variables are thought to result in influence. Although it has become a cliché to say that the attitude construct is the most indispensable concept in contemporary social psychology, this statement appears as true today as when Allport (1935) initially wrote it in reviews of the attitude concept). Attitudes remain important as we enter the 21st century because of the fundamental role that individuals' attitudes, both explicit and implicit (Greenwald & Banaji, 1995), play in the critical choices people make regarding their own health and security as well as those of their families, friends, and nations. From purchase decisions provoked by liking for a product to wars spurned by ethnic prejudices, attitudes help to determine a wide variety of potentially consequential outcomes. Before turning to the relevant studies, it is useful to address some definitional issues. The term attitude is used to refer to a person's overall evaluation of persons (including oneself), objects, and issues. Thus, one's attitude refers to how favorably or unfavorably or how positively or negatively in general …
References
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Journal ArticleDOI
Heuristic versus systematic information processing and the use of source versus message cues in persuasion.
TL;DR: This article found that high involvement leads message recipients to employ a systematic information processing strategy in which message-based cognitions mediate persuasion, whereas low involvement leads recipients to use a heuristic processing strategy, in which simple decision rules mediate persuading.
Book
Attitudes and Persuasion: Classic and Contemporary Approaches
TL;DR: In this paper, the authors present a general framework for understanding attitude change processes, including the message-learning approach and the self-persuasion approach, as well as other approaches.
Journal ArticleDOI
The Influence of Source Credibility on Communication Effectiveness
Carl I. Hovland,Walter Weiss +1 more
Journal ArticleDOI
Personal involvement as a determinant of argument based persuasion
TL;DR: This article found that the personal relevance of an issue is one determinant of the route to persuasion that will be followed, and that attitudes were influenced primarily by the quality of the arguments in the message and expertise of the source.