Testimonials versus informational persuasive messages: The moderating effect of delivery mode and personal involvement

Communication Research

Volumn 35, Issue 5, 2008, Pages 666-694

  Braverman, Julia ^a  

^a BOSTON UNIVERSITY   (United States)

Author keywords

Health communication; Involvement; Modality; Narratives; Persuasion

Indexed keywords

EID: 50849088277     PISSN: 00936502     EISSN: 15523810     Source Type: Journal    
DOI: 10.1177/0093650208321785     Document Type: Article

References (57)

1. Andreoli, V., & Worchel, S. (1978). Effects of media, communicator, and message position on attitude change. Public Opinion Quarterly, 42, 59-70.
2. Baesler, E.J., & Burgoon, J.K. (1994). The temporal effects of story and statistical evidence on belief change. Communication Research, 21, 582-602.
3. Block, L., & Keller, P. (1997). Effects of self-efficacy and vividness on the persuasiveness of health communications. Journal of Consumer Psychology, 6 (1). 31-54.
4. Booth-Butterfield, S., & Gutowski, C. (1993). Message modality and source credibility can interact to affect argument processing. Communication Quarterly, 41, 77-90.
5. Braverman, J. (2005). The effect of mood on detection of covariation. Journal of Personality and Social Psychology, 31, 1487-1497.
6. Brosius, H.B., & Bathelt, A. (1994). The utility of exemplars in persuasive communications. Communication Research, 21, 48-78.
7. Burisch, M. (1984). Approaches to personality inventory construction: A comparison of merits. American Psychologist, 39, 214-227.
8. Cacioppo, J.T., Petty, R.E., & Kao, C. (1984). The efficient assessment of need for cognition. Journal of Personality Assessment, 48, 306-307.
9. Cacioppo, J.T., Petty, R.E., Kao, C.F., & Rodriguez, R. (1986). Central and peripheral routes to persuasion: An individual difference perspective. Journal of Personality and Social Psychology, 51, 1032-1043.
10. Cacioppo, J.T., Petty, R.E., & Morris, K.J. (1983). Effects of need for cognition on message evaluation, recall, and persuasion. Journal of Personality and Social Psychology, 45, 805-818.
11. 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.
12. Chaiken, S. (1987). The heuristic model of persuasion. In M. P. Zanna, J. M. Olson, & C. P. Herman (Eds.), Social influence: The Ontario Symposium, Vol. 5 (pp. 3-39). Hillsdale, NJ: Lawrence Erlbaum.
13. 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.
14. Chambliss, M.J., & Garner, R. (1996). Do adults change their minds after reading persuasive text ? Written Communication, 13, 291-313.
15. DeSteno, D., & Braverman, J. (2002). Emotion and persuasion: Thoughts on the role of emotional intelligence. In L. F. Barrett & P. Salovey (Eds.), The wisdom in feeling: Psychological processes in emotional intelligence (pp. 191-210). New York: Guilford.
16. Dickson, P.R. (1982). The impact of enriching case and statistical information on consumer judgments. Journal of Consumer Research, 8, 398-406.
17. Escalas, J.E. (2007). Self-referencing and persuasion: Narrative transportation versus analytical elaboration. Journal of Consumer Research, 33, 421-429.
18. Fazio, R.H., Powell, M.C., & Williams, C.J. (1989). The role of attitude accessibility in the attitude-to-behavior process. Journal of Consumer Research, 16, 280-288.
19. Fraley, R.C. (2004). How to conduct behavioral research over the Internet: A beginner's guide to HTML and CGI/Perl. New York: Guilford.
20. Green, M.C. (2006). Narratives and cancer communication. Journal of Communication 56, 163-183.
21. Green, M.C., & Brock, T.C. (2000). The role of transportation in the persuasiveness of public narratives. Journal of Personality and Social Psychology, 79, 701-721.
22. Green, M.C., & Brock, T.C. (2002). In the mind's eye: Transportation-imagery model of narrative persuasion. In M. C. Green, J. J. Strange, & T. C. Brock (Eds.), Testimonial impact: Social and cognitive foundations (pp. 315-341). Mahwah, NJ: Lawrence Erlbaum.
23. Green, M.C., & Brock, T.C., & Kauffman, G.F. (2004). Understanding the media enjoyment: The role of transportation into narrative worlds. Communication Theory, 14, 311-327.
24. Haugh, O.M. (1952). The relative effectiveness of reading and listening to radio drama as ways of imparting information and shifting attitudes. Journal of Educational Research, 45, 489-498.
25. Haugtvedt, C.P., Petty, R.E., & Cacioppo, J.T. (1992). Need for cognition and advertising: Understanding the role of personality variables in consumer behavior. Journal of Consumer Psychology, 1, 239-260.
26. Jackson, S., & Jacobs, S. (1983). Generalizing about messages: Suggestions for design and analysis of experiments. Human Communication Research, 9, 169-181.
27. Johnson, B.T., & Eagly, A.H. (1989). Effects of involvement on persuasion: A meta-analysis. Psychological Bulletin, 106, 290-314.
28. Knower, F.H. (1935). Experimental studies of changes in attitudes: I. A study of the effect of oral argument on changes of attitude. Journal of Social Psychology, 6, 315-347.
29. Krantz, J.H., & Dalal, R. (2000). Validity of Web-based psychological research. In M. H. Birnbaum (Ed.), Psychological experiments on the Internet (pp. 35-60). San Diego, CA: Academic Press.
30. Kruglanski, A.W., Chen, X., Pierro, A., Mannetti, L., Erb, H., & Spiegel, S. (2006). Persuasion according to the unimodel: Implications for cancer communication. Journal of Communication, 56, 105-122.
31. Kruglanski, A.W., & Thompson, E.P. (1999). The illusory second mode or the cue is the message. Psychological Inquiry, 10, 182-193.
32. McGinnies, E. (1965). A cross cultural comparison of written communication and spoken communication in persuasion. Journal of Psychology: Interdisciplinary and Applied, 60 (1). 1-8.
33. Murphy, P.K., Long, J.F., Holleran, T.Z., & Easterly, E. (2003). Persuasion online or on paper: A new take on an old issue. Learning and Instruction 13, 511-532.
34. Nisbett, R.E., & Ross, L. (1980). Human inference: Strategies and shortcomings of social judgment. Englewood Cliffs, NJ: Prentice-Hall.
35. Petty, R.E., & Cacioppo, J.T. (1979 a). Effects of forewarning of persuasive intent and involvement on cognitive responses and persuasion. Personality and Social Psychology Bulletin 5, 173-176.
36. Petty, R.E., & Cacioppo, J.T. (1979 b). Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses. Journal of Personality and Social Psychology, 37, 1915-1926.
37. 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.
38. Petty, R.E., DeSteno, D., & Rucker, D. (2001). The role of affect in attitude change. In J. P. Forgas (Ed.), Handbook of affect and social cognition (pp. 212-233). Mahwah, NJ: Lawrence Erlbaum.
39. Petty, R.E., Fabrigar, L.R., & Wegener, D.T. (2002). Emotional factors in attitudes and persuasion. In R. J. Davidson, K. R., Scherer, & H. H. Goldsmith (Eds.), Handbook of affective sciences (pp. 752-772). New York: Oxford University Press.
40. Petty, R.E., Gleicher, F., & Baker, S.M. (1991). Multiple roles for affect in persuasion. In J. P. Forgas (Ed.), Emotion and social judgments (pp. 181-200). Elmsford, NY: Pergamon.
41. Priester, J.R., Cacioppo, J.T., & Petty, R.E. (1996). The influence of motor processes on attitudes toward novel versus familiar semantic stimuli. Personality and Social Psychological Bulletin, 22, 442-447.
42. Prochaska, J.O., DiClemente, C.C., & Norcross, J.C. (1992). In search of how people change: Applications to addictive behaviors. American Psychologist, 47 (9). 1102-1114.
43. Reinard, J.C. (1988). The empirical study of the persuasive effects of evidence: The status after fifty years of research. Human Communication Research, 15, 3-59.
44. Rimer, B.K., & Kreuter, M.W. (2006). Advancing tailored health communication: A persuasion and message effects perspective. Journal of Communication, 56 (Suppl. 1). S184 - S201.
45. Robins, R., Hendin, H., & Trzesniewski, K. (2001). Measuring global self-esteem: Construct validation of a single-item measure and the Rosenberg Self-Esteem Scale. Personality and Social Psychology Bulletin, 27, 151-161.
46. Schul, A., & Knapp, J.R. (1984). On attitude change: Issue-involvement and demand characteristics. Psychological Reports, 55, 547-553.
47. Slater, M.D. (2002). Entertainment education and the persuasive impact of narratives. In M. C. Green, J. J. Strange, & T. C. Brock (Eds.), Narrative impact: Social and cognitive foundations (pp. 157-181). Mahwah, NJ: Lawrence Erlbaum.
48. Slater, M.D., & Rouner, D. (1996). Value-affirmative and value-protective processing of alcohol education messages that include statistical evidence or anecdotes. Communication Research, 23, 210-235.
49. Sorrentino, R.M., Bobocel, D.R., Gitta, M.Z., Olson, J.M., & Hewitt, E.C. (1988). Uncertainty orientation and persuasion: Individual differences in the effects of personal relevance on social judgments. Journal of Personality and Social Psychology, 55, 357-371.
50. Strange, J.I., & Leung, C.C. (1999). How anecdotal accounts in news and in fiction can influence judgments of a social problem's urgency, causes, and cures. Personality and Social Psychology Bulletin, 25, 436-449.
51. Tannenbaum, D.A., & Kerrick, J. (1954). Effects of newscasts' items leads upon listener interpretation. Journalism Quarterly, 21, 33-37.
52. Taylor, S., & Thompson, S. (1982). Stalking the elusive "vividness" effect. Psychological Review, 89, 155-181.
53. White, H.R., & Labouvie, E. (2005). Rutgers Alcohol Problem Index. Piscataway, NJ: Center of Alcohol Studies, Rutgers University. Retrieved on June 25, 2008, from http://alcoholstudies.rutgers.edu/etiology/rapi.html
54. Wilson, E.V. (2005). Persuasive effects of system features in computer-mediated communication. Journal of Organizational Computing and Electronic Commerce, 15, 161-184.
55. Wilson, M., Northcraft, G., & Neale, M. (1989). Information competition and vividness effects in on-line judgments. Organizational Behavior and Human Decision Processes, 44, 132-139.
56. Worchel, S., Andreoli, V., & Eason, J. (1975). Is the medium the message? A study of the effects of media, communicator, and message characteristics on attitude change. Journal of Applied Social Psychology, 5, 157-172.
57. Zillmann, D., & Brosius, H. (2000). Exemplification in communication: The influence of case reports on the perception of issues. Mahwah, NJ: Lawrence Erlbaum.