The effect of multiple source information on message scrutiny: The case of source expertise and likability 1

Swiss Journal of Psychology

Volumn 60, Issue 4, 2001, Pages 253-263

  Ziegler, René ^a   Diehl, Michael ^a  

^a UNIVERSITY OF TÜBINGEN   (Germany)

Author keywords

Attitude change; Elaboration likelihood model; Expertise; Heuristic processing; Likability; Message scrutiny; Persuasion; Systematic processing

Indexed keywords

EID: 0035528179     PISSN: 14210185     EISSN: None     Source Type: Journal    
DOI: 10.1024//1421-0185.60.4.253     Document Type: Article

References (21)

1. Axsom, D., Yates, S. & Chaiken, S. (1987). Audience response as a heuristic cue in persuasion. Journal of Personality and Social Psychology, 53, 30-40.
2. 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.
3. Baron, R.M. & Kenny, D.A. (1986). The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 1173-1182.
4. Chaiken, S. (1980). Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39, 752-766.
5. Chaiken, S. & Eagly, A.H. (1983). Communication modality as a determinant of persuasion: The role of communicator salience. Journal of Personality and Social Psychology, 45, 241-256.
6. Chaiken, S., Liberman, A. & Eagly, A.H. (1989). Heuristic 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.
7. Heesacker, M.H., 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.
8. Horai, J., Naccari, N. & Fatoullah, E. (1974). The effects of expertise and physical attractiveness upon opinion agreement and liking. Sociometry, 37, 601-606.
9. Kenny, D.A., Kashy, D.A. & Bolger, N. (1998). Data analysis in social psychology. In D.T. Gilbert, S.T. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (Vol. 4, pp. 233-265). New York: McGraw-Hill.
10. Maddux, J.E. & Rogers. R.W. (1980). Effects of source expertness, physical attractiveness, and supporting arguments on persuasion: A case of brains over beauty. Journal of Personality and Social Psychology, 39, 235-244.
11. Maheswaran, D., Mackie, D.M. & Chaiken, S. (1992). Brand name as a heuristic cue: The effects of task importance and expectancy confirmation on consumer judgments. Journal of Consumer Psychology, 1, 317-336.
12. Moskowitz, G.B. (1996). The mediational effects of attributions and information processing in minority social influence. British Journal of Social Psychology, 35, 47-66.
13. Petty, R.E. & Cacioppo, J.T. (1984). The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion. Journal of Personality and Social Psychology, 46, 69-81.
14. Petty, R.E. & Cacioppo, J.T. (1986). Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer.
15. Petty, R.E., Cacioppo, J.T. & Goldman, R. (1981). Personal involvement as a determinant of argument-based persuasion. Journal of Personality and Social Psychology, 41, 847-855.
16. Petty, R.E. & Wegener, D.T. (1998). Attitude change: Multiple roles for persuasion variables. In D.T. Gilbert, S.T. Fiske, & G. Lindzey (Eds.), Handbook of social psychology (4th ed., Vol. 2, pp. 323-390). New York: Oxford University Press.
17. Priester, J.R. & Petty, R.E. (1995). Source attributions and persuasion: Perceived honesty as a determinant of message scrutiny. Personality and Social Psychology Bulletin, 21, 637-654.
18. Puckett, J.M., Petty, R.E., Cacioppo, J.T. & Fisher, D.L. (1983). The relative impact of age and attractiveness stereotypes on persuasion. Journal of Gerontology, 38, 340-343.
19. Smith, S.M. & Petty, R.E. (1996). Message framing and persuasion: A message processing analysis. Personality and Social Psychology Bulletin, 22, 257-268.
20. Witkin, H.A., Goodenough, D.R. & Oltman, P.K. (1979). Psychological differentiation: Current status. Journal of Personality and Social Psychology, 37, 1127-1145.
21. Wood, W. & Kallgren, C.A. (1988). Communicator attributes and persuasion: Recipient's access to attitude-relevant information in memory. Personality and Social Psychology Bulletin, 14, 172-182.