The persuasive effect of source credibility: a situational analysis.

The interactive effects of source credibility and other variables which affect the communication process are reviewed, and the extent to which these data are ordered by cognitive response and attribution theories is examined. On the basis of this review (1) situations where a credible source facilities, inhibits, and has no systematic persuasive effect are identified; (2) the explanatory power of cognitive response and attribution theory is demonstrated; and (3) a common language linking these theoretical formulations is advanced, providing a framework for investigating the persuasive mass communication process.

[1]  B. Calder.  Cognitive Response, Imagery, and Scripts: What Is the Cognitive Basis of Attitude? , 1978 .

[2]  B. Sternthal,et al.  Highly Credible Sources: Persuasive Facilitators or Persuasive Liabilities? , 1977 .

[3]  S. Kaplan.  Attribution processes in the evaluation of message sources , 1976 .

[4]  J. Delia,et al.  A constructivist analysis of the concept of credibility , 1976 .

[5]  T. Wasserman,et al.  Effects of Type of Recommendation, Attire, and Perceived Expertise on Parental Compliance , 1976 .

[6]  Jo Liska,et al.  A critique of factor analytic approaches to the study of credibility , 1976 .

[7]  C. R. Snyder,et al.  Effects of source status and message favorability on acceptance of personality feedback. , 1976, The Journal of applied psychology.

[8]  Douglas G. Bock,et al.  The impact of source credibility, attitude valence, and task sensitization on trait errors in speech evaluation , 1975 .

[9]  John M. Levine,et al.  The Convert as a Credible Communicator. , 1975 .

[10]  Alice M. Tybout.  An examination of the effect of source credibility and behavior modification strategy on enrollment in a health care plan , 1975 .

[11]  C. D. Ward,et al.  Persuasibility as a function of source credibility and locus of control: five cross cultural experiments. , 1974, Journal of personality.

[12]  H. Kassinove,et al.  Effects of Required Effort, Perceived Expertise, and Sex on Teacher Compliance , 1974 .

[13]  Arch G. Woodside,et al.  The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior , 1974 .

[14]  C. Hendrick,et al.  Communicator credibility and persuasian , 1974, Memory & cognition.

[15]  A. Greenwald,et al.  Is it time to lay the sleeper effect to rest , 1974 .

[16]  James M. Hulbert,et al.  THE SLEEPER EFFECT—AN AWAKENING , 1973 .

[17]  E. McGinnies.  Initial attitude, source credibility, and involvement as factors in persuasion , 1973 .

[18]  H. Kassinove,et al.  Effect of Perceived Expertise, Strength of Advice, and Environmental Setting on Parental Compliance , 1973 .

[19]  J. A. Ross.  Influence of Expert and Peer upon Negro Mothers of Low Socioeconomic Status , 1973 .

[20]  The maverick effect: Increased communicator credibility as a result of abandoning a career. , 1973 .

[21]  E. Scott Baudhuin,et al.  Scales for the measurement of ethos: Another attempt , 1972 .

[22]  D. Linder,et al.  Counterargument availability and the effects of message structure on persuasion. , 1972 .

[23]  D. Hays,et al.  Effect of Dogmatism and Authority of the Source of Communication upon Persuasion , 1972, Psychological reports.

[24]  D. Bem.  Self-Perception Theory , 1972 .

[25]  C. D. Ward,et al.  Persuasive Effects of Early and Late Mention of Credible and Noncredible Sources. Three Cross-Cultural Experiments. , 1970 .

[26]  Ramon J. Rhine,et al.  Ego-involvement, discrepancy, source credibility, and attitude change. , 1970 .

[27]  G. Miller,et al.  Source evaluation, syllogistic content, and judgments of logical validity by high- and low-dogmatic persons. , 1970, Journal of personality and social psychology.

[28]  G. I. Schulman,et al.  SALIENCE PATTERNS, SOURCE CREDIBILITY, AND THE SLEEPER EFFECT , 1970 .

[29]  C. Hendrick,et al.  Effects of extraneous fear arousal and birth order on attitude change , 1970 .

[30]  D. R. Shaffer,et al.  Effects of arousal and credibility on learning and persuasion , 1970 .

[31]  Opinionated statements and attitude intensity as predictors of attitude change and source credibility , 1970 .

[32]  H. Simons,et al.  Similarity, credibility, and attitude change: A review and a theory. , 1970 .

[33]  R. A. Jones,et al.  Persuasiveness of one- and two-sided communications as a function of awareness there are two sides , 1970 .

[34]  James B. Lemert,et al.  DIMENSIONS FOR EVALUATING THE ACCEPTABILITY OF MESSAGE SOURCES , 1969 .

[35]  I. Warren.  The effect of credibility in sources of testimony on audience attitudes toward speaker and message , 1969 .

[36]  E. J. Phares,et al.  Attitude change as a function of internal-external control and communicator status. , 1969, Journal of personality.

[37]  H. H. Johnson,et al.  Effects of ego-involvement conditions on attitude change to high and low credibility communicators. , 1969, Journal of personality and social psychology.

[38]  T. Cook.  Competence, counterarguing, and attitude change , 1969 .

[39]  John R. Baseheart,et al.  Source trustworthiness, opinionated statements, and response to persuasive communication , 1969 .

[40]  M. Brewer,et al.  Attitude Change as a Function of Discrepancy and Source of Influence , 1968 .

[41]  Robert D. Meade,et al.  Retention of Opinion Change as a Function of Differential Source Credibility: A Cross-Cultural Study , 1968 .

[42]  H. H. Johnson,et al.  Effects of source credibility on the relationship between authoritarianism and attitude change. , 1968, Journal of personality and social psychology.

[43]  A. Greenwald.  6 – Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change1 , 1968 .

[44]  K. Giffin.  The contribution of studies of source credibility to a theory of interpersonal trust in the communication process. , 1967, Psychological bulletin.

[45]  B. Koslin,et al.  Source characteristics and communication discrepancy as determinants of attitude change and conformity , 1967 .

[46]  G. Chu.  Prior familiarity, perceived bias, and one-sided versus two-sided communications☆ , 1967 .

[47]  G. Miller,et al.  Social approval and disapproval cues in anxiety‐arousing communications , 1967 .

[48]  G. Miller,et al.  Some recent research on fear‐arousing message appeals , 1966 .

[49]  Elliot Aronson,et al.  On increasing the persuasiveness of a low prestige communicator , 1966 .

[50]  J. Mccroskey.  Scales for the measurement of ethos , 1966 .

[51]  S. Bochner,et al.  Communicator discrepancy, source credibility, and opinion change. , 1966 .

[52]  J. Rotter.  Generalized expectancies for internal versus external control of reinforcement. , 1966, Psychological monographs.

[53]  F. A. Powell.  Source credibility and behavioral compliance as determinants of attitude change. , 1965, Journal of personality and social psychology.

[54]  G. Miller,et al.  Source credibility and response to fear‐arousing communications , 1965 .

[55]  T H CHOO,et al.  COMMUNICATOR CREDIBILITY AND COMMUNICATION DISCREPANCY AS DETERMINANTS OF OPINION CHANGE. , 1964, The Journal of social psychology.

[56]  W. Mcguire,et al.  PERSISTENCE OF INDUCED OPINION CHANGE AND RETENTION OF THE INDUCING MESSAGE CONTENTS. , 1964, Journal of abnormal psychology.

[57]  A. H. Hill.  CREDIBILTY, DISCREPANCY AND LATITUDE OF COMMUNICATION AS DIMENSIONS OF DISSONANCE INFLUENCING ATTITUDE CHANGE1 , 1963 .

[58]  Kenneth E. Andersen,et al.  A summary of experimental research in ethos , 1963 .

[59]  A. Bergin,et al.  The effect of dissonant persuasive communications upon changes in a self-referring attitude. , 1962, Journal of personality.

[60]  P. Tannenbaum,et al.  The Effects of Bylines on Attitude Change , 1961 .

[61]  C. I. Hovland,et al.  Reinstatement of the communicator in delayed measurement of opinion change. , 1953, Journal of abnormal psychology.

[62]  H. Kelley,et al.  Communication And Persuasion , 1953 .

[63]  C I HOVLAND,et al.  An experimental comparison of conclusion-drawing by the communicator and by the audience. , 1952, Journal of abnormal psychology.

[64]  C. I. Hovland,et al.  The Influence of Source Credibility on Communication Effectiveness , 1951 .

[65]  A. A. Lumsdaine,et al.  Experiments On Mass Communication , 1949 .