Social influence through consensus: Advertising with shared attitudes;Sozialer einfluß durch konsens: Werbung mit meinungsübereinstimmung

Zeitschrift fur Sozialpsychologie

Volumn 29, Issue 2, 1998, Pages 156-164

  Erb, Hans Peter ^a  

^a UNIVERSITY OF WÜRZBURG   (Germany)

Author keywords

Advertising; Attitudes; Consensus; Consumer psychology; Social influence

Indexed keywords

EID: 0032388397     PISSN: 00443514     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Article

References (60)

1. Ajzen, I. & Fishbein, M. (1980). Understanding Attitudes and Predicting Social Behavior. Engelwood Cliffs NJ: Prentice Hall.
2. Asch, S. E. (1956). Studies of independence and conformity: I. A minority of one against an unanimous majority. Psychological Monographs, 70 (9), 1-70 (whole No. 416).
3. Axsom, D., Yates, S. M., & Chaiken, S. (1987). Audience response as a heuristic cue in persuasion. Journal of Personality and Social Psychology, 53, 30-40.
4. Baker, S. M. & Petty, R. E. (1994). Majority and minority influence: source-position imbalance as a determinant of message scrutiny. Journal of Personality and Social Psychology, 67, 5-19.
5. Bearden, W. O. & Etzel, M. J. (1982). Reference group influence on product and brand purchase decisions. Journal of Consumer Research, 9, 183-194.
6. Bohner, G., Crow, K., Erb, H.-P. & Schwarz, N. (1992). Affect and persuasion: mood effects on the processing of persuasive message content and context cues and on subsequent behaviour. European Journal of Social Psychology, 22, 511-530.
7. Bohner, G., Moskowitz, G. & Chaiken, S. (1995). Heuristic and systematic processing of social information. In W. Stroebe & M. Hewstone (Eds.). European Review of Social Psychology (vol. 6, pp. 33-68). Chichester, UK: Wiley.
8. Bond, R. & Smith, P. B. (1996). Culture and conformity: a metaanalysis of studies using Asch's (1952b, 1956) line judgment task. Psychological Bulletin, 119, 111-137.
9. Bone, P. F. (1995). Word-of mouth effects on short-term and long-term product judgments. Journal of Business Research, 32, 213-223.
10. Brewer, M. B. (1991). The social self: on being the same and different at the same time. Personality and Social Psychology Bulletin, 17, 475-482.
11. Burnkrant, R. E. & Cousineau, A. (1975). Informational and normative social influence in buyer behavior. Journal of Consumer Research, 2, 206-215.
12. Chaiken, S., Liberman, A. & Eagly, A. H. (1989). Heurisitic and systematic information processing within and beyond the persuasion context. In J. S. Uleman & J. A. Bargh (Eds.). Unintended Thought (pp. 212-252). New York: Guilford.
13. Cialdini, R. B. (1993). Influence - Science and Practice (3rd. ed.). Harper Collins Publishers.
14. Cohen, J. B. & Golden, E. (1972). Informational social influence and product evaluation. Journal of Applied Psychology, 56, 54-59.
15. Darke, P. R., Chaiken, S., Bohner, G., Einwiller, S., Erb, H.-P. & Hazlewood, D. (im Druck). Accuracy motivation, consensus information, and the law of large numbers: effects on attitude judgment in the absence of argumentation. Personality and Social Psychology Bulletin.
16. De Dreu, C. & De Vries, N. (1993). Numerical support, information processing and attitude change. European Journal of Social Psychology, 23, 647-662.
17. Deutsch, M. & Gerard, H. G. (1955). A study of normative and informational social influence upon individual judgment. Journal of Abnormal and Social Psychology, 51, 629-636.
18. Eagly, A. H. & Chaiken, S. (1993). ne Psychology of Attitudes. Fort Worth: Hartcourt Brace Jovanovic College Publishers.
19. Erb, H.-P. (1997, Juni). Selbstkategorisierung und sozialer Einfluß durch Minderheiten und Mehrheiten. Beitrag zur Tagung der Fachgruppe «Sozialpsychologie» der Deutschen Gesellschaft für Psychologie, Konstanz.
20. Erb, H.-P., Bohner, G., Schmälzle, K. & Rank. S. (im Druck). Beyond conflict and discrepancy: cognitive bias in minority and majority influence. Personality and Social Psychology Bulletin.
21. Erb, H.-P., Hewstone, M., Werth, L., Reinhard, M.-A., & Bohner, G. (1997, September). Minority and Majority Influence: Effects of Majority versus Consensus Information. Beitrag zur Annual Conference of the Social Psychology Section of the British Psychological Society. University of Sussex, UK.
22. Fazio, R. H. (1986). How do attitudes guide behavior? In R. M. Sorrentino & E. T. Higgins (Eds.). The Handbook of Motivation and Cognition: Foundations of Social Behavior (pp. 204-243). New York: Guilford.
23. Felser, G. (1997). Werbe- und Konsumentenpsychologie. Stuttgart: Schäffer-Poeschel; Heidelberg: Spektrum Akademischer Verlag.
24. Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7, 117-140.
25. Foster, D., Pratt, C. & Schwortz, N. (1955). Variation in flavor judgments in a group situation. Food Research, 20, 539-544.
26. Friedman, H. H. & Fireworker, R. B. (1977). The suspectibility of consumers to unseen group influence. The Journal of Social Psychology, 102, 155-156.
27. Goethals, G. R. (1986). Fabricating and ignoring social reality: self-serving estimates of consensus. In J. M. Olson, C. P. Herman, & M. P. Zanna (Eds.). Relative Deprevation and Social Comparison: The Ontario Symposium (Vol. 4, pp. 135-157. Hillsdale NJ: Erlbaum.
28. Granbois, D. H. (1968). Improving the study of customer in-store behavior. Journal of Marketing, 30, 28-33.
29. Greenwald, A. G. (1968). Cognitive learning, cognitive response to persuasion, and attitude change. In A. Greenwald, T. Brock, & T. Ostrom (Eds.). Psychological Foundations of Attitudes (pp. 148-170). New York: Academic Press.
30. Heesacker, M., Petty, R. E. & Cacioppo, J. T. (1983). Field dependence and attitude change: source credibility can alter persuasion by affecting message-relevant thinking. Journal of Personality, 51, 653-666.
31. Jones, E. E. & Gerard, H. B. (1967). Foundations of Social Psychology: New York: Wiley.
32. Kassarjian, H. H. & Kassarjian, W. M. (1979). Attitudes under low commitment conditions. In J. C. Maloney & B. Silverman (Eds.). Altitude Research Plays for High Stakes (pp. 3-15). Chicago: American Marketing Association.
33. Kelley, H. H. (1972). Attribution in social interaction. In E. E. Jones, D. E. Kanouse, H. H. Kelley, R. E. Nisbett, S. Valins & B. Weiner (Eds.). Attribution: Perceiving the Causes of Behavior (pp. 1-26). Morristown, NJ: General Learning Press.
34. Kelman, H. C. (1961). Processes of opinion change. Public Opinion Quaterly, 25, 57-78.
35. Kruglanski, A. W. & Mackie, D. M. (1990). Majority and minority influence: a judgmental process analysis. In W. Stroebe & M. Hewstone (Eds.). European Review of Social Psychology (Vol. 1, pp. 229-261). Chichester, UK: Wiley.
36. Maass, A. & Clark, R. D. III (1984). Hidden impact of minorities: fifteen years of minority influence research. Psychological Bulletin, 95, 428-450.
37. Mackie, D. M. (1987). Systematic and nonsystematic processing of majority and minority persuasive communications. Journal of Personality and Social Psychology, 53, 41-52.
38. Maheswaran, D. & Chaiken, S. (1991). Promoting systematic processing in low motivation settings: the effects of incongruent information on processing and judgment. Journal of Personality and Social Psychology, 61, 13-25.
39. Moscovici, S. (1980). Toward a theory of conversion behavior. In L. Berkowitz (Ed.). Advances in Experimental Social Psychology (Vol. 13, pp. 209-239). New York: Academic Press.
40. Moscovici, S. & Lage, E. (1976). Studies in social influence III: majority versus minority influence in a group. European Journal of Social Psychology, 6, 149-174.
41. Moskowitz, G. B. (1996). The mediational effects of attributions and information processing in minority social influence. British Journal of Social Psychology, 35, 47-66.
42. Mugny, G. (1982). The Power of Minorities. London: Academic Press.
43. Nemeth, C. (1986). Differential contributions of majority and minority influence. Psychological Review, 93, 23-32.
44. Nemeth, C. & Wachtler, J. (1973). Consistency and modification of judgment. Journal of Experimental Social Psychology, 9 65-79.
45. Olson, J. M. & Roese, N. J. (1995). The perceived funniness of humorous stimuli. Personality and Social Psychology Bulletin, 21, 908-913.
46. Park, C. W. & Lessig, V. P. (1977). Students and housewives: Differences in suspectibility to reference group influence. Journal of Consumer Research, 4, 102-110.
47. Petty, R. E. & Cacioppo, J. T. (1986). Communication and Persuasion: Central and Peripheral Routes to Attitude Change. New York: Springer.
48. Petty, R. E., Cacioppo, J. T. & Schumann, D. (1983). Central and peripheral routes to advertising effectiveness: the moderating role of involvement. Journal of Consumer Research, 10, 135-146.
49. Petty, R. E., Unnava, R. H. & Strathman, A. J. (1991). Theories of attitude change. In T. S. Robertson & H. H. Kasserjian (Eds.). Handbook of consumer Behavior (pp. 241-280). Engelwood Cliffs NJ: Prentice Hall.
50. Pincus, S. & Waters, L. K. (1977). Informational social influence and product quality judgments. Journal of Applied Psychology, 62, 615-619.
51. Rank, S., Bohner, G., Erb, H.-P. & Einwiller, S. (1997). The compatibility hypothesis: a multiple-motive approach to majority and minority persuasion. Manuskript unter Begutachtung. Universität Mannheim.
52. Robertson, T. S. & Kassarjian, H. H. (Eds.) (1991). Handbook of Consumer Behavior. Englewood Cliffs NJ: Prentice-Hall.
53. Ross, L., Greene, D. & House, P. (1977). The false consensus effect: an egocentric bias in social perception. Journal of Experimental Social Psychology, 13, 279-301.
54. Sherif, M. (1935). A study of some social factors in perception. Archives of Psychology, 27, 1-60.
55. Simon, B. & Hamilton, D. L. (1994). Self-stereotyping and social context: the effects of relative in-group size and in-group status. Journal of Personality and Social Psychology, 66, 699-711.
56. Snyder, C. R. & Fromkin, H. L. (1980). Uniqueness: The human persuit of difference. New York: Plenum Press.
57. Sommer, C. M. (1992). Medium Mode. Eine Sozialpsychologie der Kleidermode. Medienpsychologie, 4, 205-233.
58. Sommer, C. M. & Wind, T. (1985). Jugendstil. Wie Minderheiten Mode machen. Psychologie heute, 12/10, 20-26.
59. Venkatesan, M. (1966). Experimental study of consumer behavior conformity and independence. Journal of Marketing Research, 3, 384-387.
60. Wood, W., Lundgren, S., Ouellette, J. A., Busceme, S. & Blackstone, T. (1994). Minority influence: a meta-analytic review of social influence processes. Psychological Bulletin, 115, 323-345.