Source Attributions and Persuasion: Perceived Honesty as a Determinant of Message Scrutiny

Personality and Social Psychology Bulletin - Tập 21 Số 6 - Trang 637-654 - 1995
Joseph R. Priester1, Richard E. Petty2
1Fordham U, Graduate School of Business Administration, New York, NY, US
2Ohio State University

Tóm tắt

A hypothesis derived from current two-route models of persuasion was examined-that a communicator's perceived honesty is a determinant of the extent to which attitude change is based on scrutiny of the substance of the persuasive message. Specifically, cognitive misers are expected to forgo effortful message scrutiny when a communicator can be assumed to be truthful. In a preliminary study, honesty was found to be the source characteristic most highly associated with providing an accurate message. Then, in three experiments, source honesty was manipulated either directly (by presenting information about past honesty of the source) or indirectly (using an expectancy confirmation! disconfirmation procedure). In all three studies, post message attitudes of individuals low in the need for cognition (NC) cognitive misers-were less dependent on message scrutiny when the source was assumed to be relatively honest. For high-NC individuals, message scrutiny did not differ depending on the source.

Từ khóa


Tài liệu tham khảo

10.1037/0022-3514.53.1.30

10.1037/0022-3514.67.1.5

10.1177/0146167290162013

10.1177/0146167289154015

Cacioppo, J. T., 1981, Cognitive assessment, 309

10.1037/0022-3514.42.1.116

10.1207/s15327752jpa4803_13

10.1037/0022-3514.45.4.805

10.1037/0022-3514.39.5.752

Chaiken, S., 1989, Unintended thought, 212

10.1037/0022-3514.55.4.541

10.1037/h0076850

Eagly, A. H., 1993, The psychology of attitudes

Eagly, A. H., 1981, New directions in attribution research

10.1037/0022-3514.36.4.424

10.1177/014616727800400420

10.1016/B978-1-4832-3071-9.50012-X

10.1037/0022-3514.63.2.308

10.1016/S1057-7408(08)80038-1

10.1111/j.1467-6494.1983.tb00872.x

Hovland, C. I., 1953, Communication and persuasion: Psychological studies of opinion change

10.1177/002200275800200106

10.1037/0022-3514.52.2.269

10.1037/0022-3514.53.1.41

10.1037/0022-3514.59.1.5

10.1037/0022-3514.57.1.27

10.1037/0022-3514.61.1.13

McGuire, W. J., 1969, Handbook of social psychology, 2, 136

Miller, N., 1981, Cognitive responses in persuasion, 105

10.1037/0022-3514.37.10.1915

Petty, R. E., 1981, Attitudes and persuasion: Classic and contemporary approaches

10.1037/0022-3514.46.1.69

10.1007/978-1-4612-4964-1

10.1037/0022-3514.40.3.432

10.1037/0022-3514.34.5.874

10.1037/0022-3514.40.1.31

Taylor, S. E., 1981, Cognition, social behavior, and the environment

10.1037/0022-3514.40.4.650

10.1037/0022-3514.40.2.246

10.1016/0022-1031(85)90007-1

Thông tin
Thông tin xuất bản

Personality and Social Psychology Bulletin

Tập 21 Số 6

637-654

Thông tin tác giả