메뉴 건너뛰기




Volumn 97, Issue 1, 2009, Pages 42-57

Source Entitativity and the Elaboration of Persuasive Messages: The Roles of Perceived Efficacy and Message Discrepancy

Author keywords

message discrepancy; message position; message processing; source efficacy; source entitativity

Indexed keywords

ARTICLE; ATTENTION; ATTITUDE; CULTURAL ANTHROPOLOGY; DECISION MAKING; HUMAN; HUMAN RELATION; MOTIVATION; PERSONAL CONSTRUCT THEORY; PERSUASIVE COMMUNICATION; SOCIAL BEHAVIOR;

EID: 67650349164     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0015450     Document Type: Article
Times cited : (40)

References (37)
  • 2
    • 21344490757 scopus 로고
    • Majority and minority influence: Source-position imbalance as a determinant of message scrutiny
    • Baker S.M., and Petty R.E. Majority and minority influence: Source-position imbalance as a determinant of message scrutiny. Journal of Personality and Social Psychology 67 (1994) 5-19
    • (1994) Journal of Personality and Social Psychology , vol.67 , pp. 5-19
    • Baker, S.M.1    Petty, R.E.2
  • 3
    • 0023020183 scopus 로고
    • The moderator-mediator distinction in social psychological research: Conceptual, strategic, and statistical considerations
    • Baron R.M., and Kenny D.A. The moderator-mediator distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology 51 (1986) 1173-1182
    • (1986) Journal of Personality and Social Psychology , vol.51 , pp. 1173-1182
    • Baron, R.M.1    Kenny, D.A.2
  • 4
    • 39049125656 scopus 로고    scopus 로고
    • Opening the mind to close it: Considering a message in light of important values increases message processing and later resistance to change
    • Blankenship K.L., and Wegener D.T. Opening the mind to close it: Considering a message in light of important values increases message processing and later resistance to change. Journal of Personality and Social Psychology 94 (2008) 196-213
    • (2008) Journal of Personality and Social Psychology , vol.94 , pp. 196-213
    • Blankenship, K.L.1    Wegener, D.T.2
  • 5
    • 0002487572 scopus 로고
    • Communication discrepancy and intent to persuade as determinants of counterargument production
    • Brock T.C. Communication discrepancy and intent to persuade as determinants of counterargument production. Journal of Experimental Social Psychology 3 (1967) 296-309
    • (1967) Journal of Experimental Social Psychology , vol.3 , pp. 296-309
    • Brock, T.C.1
  • 6
    • 33750824566 scopus 로고
    • Effects of message repetition and position on cognitive responses, recall, and persuasion
    • Cacioppo J.T., and Petty R.E. Effects of message repetition and position on cognitive responses, recall, and persuasion. Journal of Personality and Social Psychology 37 (1979) 97-109
    • (1979) Journal of Personality and Social Psychology , vol.37 , pp. 97-109
    • Cacioppo, J.T.1    Petty, R.E.2
  • 7
    • 85056008973 scopus 로고
    • Common fate, similarity, and other indices of the status of aggregates of persons and social entities
    • Campbell D.T. Common fate, similarity, and other indices of the status of aggregates of persons and social entities. Behavioral Science 3 (1958) 14-25
    • (1958) Behavioral Science , vol.3 , pp. 14-25
    • Campbell, D.T.1
  • 9
    • 41549167703 scopus 로고    scopus 로고
    • Unpacking outcome dependency: Differentiating effects of dependency and outcome desirability on the processing of goal-relevant information
    • Clark J.K., and Wegener D.T. Unpacking outcome dependency: Differentiating effects of dependency and outcome desirability on the processing of goal-relevant information. Journal of Experimental Social Psychology 44 (2008) 586-599
    • (2008) Journal of Experimental Social Psychology , vol.44 , pp. 586-599
    • Clark, J.K.1    Wegener, D.T.2
  • 10
    • 38849097861 scopus 로고    scopus 로고
    • Attitude accessibility and message processing: The moderating role of message position
    • Clark J.K., Wegener D.T., and Fabrigar L.R. Attitude accessibility and message processing: The moderating role of message position. Journal of Experimental Social Psychology 44 (2008) 354-361
    • (2008) Journal of Experimental Social Psychology , vol.44 , pp. 354-361
    • Clark, J.K.1    Wegener, D.T.2    Fabrigar, L.R.3
  • 11
    • 40549109560 scopus 로고    scopus 로고
    • Attitudinal ambivalence and message-based persuasion: Motivated processing of proattitudinal information and avoidance of counterattitudinal information
    • Clark J.K., Wegener D.T., and Fabrigar L.R. Attitudinal ambivalence and message-based persuasion: Motivated processing of proattitudinal information and avoidance of counterattitudinal information. Personality and Social Psychology Bulletin 34 (2008) 565-577
    • (2008) Personality and Social Psychology Bulletin , vol.34 , pp. 565-577
    • Clark, J.K.1    Wegener, D.T.2    Fabrigar, L.R.3
  • 12
    • 0033228701 scopus 로고    scopus 로고
    • Group entitativity and group perception: Associations between physical features and psychological judgment
    • Dasgupta N., Banaji M.R., and Abelson R.P. Group entitativity and group perception: Associations between physical features and psychological judgment. Journal of Personality and Social Psychology 77 (1999) 991-1003
    • (1999) Journal of Personality and Social Psychology , vol.77 , pp. 991-1003
    • Dasgupta, N.1    Banaji, M.R.2    Abelson, R.P.3
  • 13
    • 58149206254 scopus 로고
    • Motivated skepticism: Use of differential decision criteria for preferred and nonpreferred conclusions
    • Ditto P.H., and Lopez D.F. Motivated skepticism: Use of differential decision criteria for preferred and nonpreferred conclusions. Journal of Personality and Social Psychology 63 (1992) 568-584
    • (1992) Journal of Personality and Social Psychology , vol.63 , pp. 568-584
    • Ditto, P.H.1    Lopez, D.F.2
  • 16
    • 85045789914 scopus 로고    scopus 로고
    • A group by any other name...: The role of entitativity in group perception
    • Stroebe W., and Hewstone M. (Eds), Wiley, New York
    • Hamilton D.L., Sherman S.J., and Castelli L. A group by any other name...: The role of entitativity in group perception. In: Stroebe W., and Hewstone M. (Eds). European review of social psychology 12 (2002), Wiley, New York 139-168
    • (2002) European review of social psychology , vol.12 , pp. 139-168
    • Hamilton, D.L.1    Sherman, S.J.2    Castelli, L.3
  • 17
    • 21344498664 scopus 로고
    • Message order effects in persuasion: An attitude strength perspective
    • Haugtvedt C.P., and Wegener D.T. Message order effects in persuasion: An attitude strength perspective. Journal of Consumer Research 21 (1994) 205-218
    • (1994) Journal of Consumer Research , vol.21 , pp. 205-218
    • Haugtvedt, C.P.1    Wegener, D.T.2
  • 20
    • 0031115953 scopus 로고    scopus 로고
    • Target entitativity: Implications for information processing about individual and group targets
    • McConnell A.R., Sherman S.J., and Hamilton D.L. Target entitativity: Implications for information processing about individual and group targets. Journal of Personality and Social Psychology 72 (1997) 750-762
    • (1997) Journal of Personality and Social Psychology , vol.72 , pp. 750-762
    • McConnell, A.R.1    Sherman, S.J.2    Hamilton, D.L.3
  • 22
    • 0023405644 scopus 로고
    • Motivational influences on impression formation: Outcome dependency, accuracy-driven attention, and individuating processes
    • Neuberg S.L., and Fiske S.T. Motivational influences on impression formation: Outcome dependency, accuracy-driven attention, and individuating processes. Journal of Personality and Social Psychology 53 (1987) 431-444
    • (1987) Journal of Personality and Social Psychology , vol.53 , pp. 431-444
    • Neuberg, S.L.1    Fiske, S.T.2
  • 23
    • 85047682342 scopus 로고
    • Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses
    • Petty R.E., and Cacioppo J.T. Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses. Journal of Personality and Social Psychology 37 (1979) 1915-1926
    • (1979) Journal of Personality and Social Psychology , vol.37 , pp. 1915-1926
    • Petty, R.E.1    Cacioppo, J.T.2
  • 27
    • 0000011696 scopus 로고    scopus 로고
    • Attitude change: Multiple roles for persuasion variables
    • Gilbert D., Fiske S., and Lindzey G. (Eds), McGraw-Hill, New York
    • Petty R.E., and Wegener D.T. Attitude change: Multiple roles for persuasion variables. In: Gilbert D., Fiske S., and Lindzey G. (Eds). The handbook of social psychology. 4th ed. (1998), McGraw-Hill, New York 323-390
    • (1998) The handbook of social psychology. 4th ed. , pp. 323-390
    • Petty, R.E.1    Wegener, D.T.2
  • 28
    • 0001072331 scopus 로고
    • Distraction can enhance or reduce yielding to propaganda: Thought disruption versus effort justification
    • Petty R.E., Wells G.L., and Brock T.C. Distraction can enhance or reduce yielding to propaganda: Thought disruption versus effort justification. Journal of Personality and Social Psychology 34 (1976) 874-884
    • (1976) Journal of Personality and Social Psychology , vol.34 , pp. 874-884
    • Petty, R.E.1    Wells, G.L.2    Brock, T.C.3
  • 31
    • 30544443203 scopus 로고    scopus 로고
    • Establishing a causal chain: Why experiments are often more effective than mediational analyses in examining psychological processes
    • Spencer S.J., Zanna M.P., and Fong G.T. Establishing a causal chain: Why experiments are often more effective than mediational analyses in examining psychological processes. Journal of Personality and Social Psychology 89 (2005) 845-851
    • (2005) Journal of Personality and Social Psychology , vol.89 , pp. 845-851
    • Spencer, S.J.1    Zanna, M.P.2    Fong, G.T.3
  • 33
    • 0001278422 scopus 로고
    • Measures and manipulations of strength-related properties of attitudes: Current practice and future directions
    • Petty R.E., and Krosnick J.A. (Eds), Erlbaum, Mahwah, NJ
    • Wegener D.T., Downing J., Krosnick J.A., and Petty R.E. Measures and manipulations of strength-related properties of attitudes: Current practice and future directions. In: Petty R.E., and Krosnick J.A. (Eds). Attitude strength: Antecedents and consequences (1995), Erlbaum, Mahwah, NJ 455-487
    • (1995) Attitude strength: Antecedents and consequences , pp. 455-487
    • Wegener, D.T.1    Downing, J.2    Krosnick, J.A.3    Petty, R.E.4
  • 34
    • 0002082251 scopus 로고    scopus 로고
    • Analysis and design for nonexperimental data: Addressing causal and noncausal hypotheses
    • Reis H.T., and Judd C.M. (Eds), Cambridge University Press, New York
    • Wegener D.T., and Fabrigar L.R. Analysis and design for nonexperimental data: Addressing causal and noncausal hypotheses. In: Reis H.T., and Judd C.M. (Eds). Handbook of research methods in social and personality psychology (2000), Cambridge University Press, New York 412-450
    • (2000) Handbook of research methods in social and personality psychology , pp. 412-450
    • Wegener, D.T.1    Fabrigar, L.R.2
  • 35
    • 0029340501 scopus 로고
    • Positive mood can increase or decrease message scrutiny: The hedonic contingency view of mood and message processing
    • Wegener D.T., Petty R.E., and Smith S.M. Positive mood can increase or decrease message scrutiny: The hedonic contingency view of mood and message processing. Journal of Personality and Social Psychology 69 (1995) 5-15
    • (1995) Journal of Personality and Social Psychology , vol.69 , pp. 5-15
    • Wegener, D.T.1    Petty, R.E.2    Smith, S.M.3
  • 36
    • 0033425528 scopus 로고    scopus 로고
    • The impact of perceived entitivity on inconsistency resolution for groups and individuals
    • Welbourne J.L. The impact of perceived entitivity on inconsistency resolution for groups and individuals. Journal of Experimental Social Psychology 35 (1999) 481-508
    • (1999) Journal of Experimental Social Psychology , vol.35 , pp. 481-508
    • Welbourne, J.L.1
  • 37
    • 0032220018 scopus 로고    scopus 로고
    • Group entitativity and social attribution: On translating situational constraints into stereotypes
    • Yzerbyt V.Y., Rogier A., and Fiske S.T. Group entitativity and social attribution: On translating situational constraints into stereotypes. Personality and Social Psychology Bulletin 24 (1998) 1089-1103
    • (1998) Personality and Social Psychology Bulletin , vol.24 , pp. 1089-1103
    • Yzerbyt, V.Y.1    Rogier, A.2    Fiske, S.T.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.