Cited by 348Psychology of Social InfluenceMarketing and Advertising StrategiesConsumer Perception and Purchasing Behavior

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Source credibility as a function of communicator physical attractiveness

Patzer, Gordon L.·1983·Journal of Business Research

DOI 10.1016/0148-2963(83)90030-9

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Background
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“A physically attractive person is perceived more credible[8].”
Background
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Background
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Using Physical Attractiveness as an Advertising Tool
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“…individual differences (e.g., culture; Morimoto & La Ferle, 2008), different attitudes toward source characteristics (e.g., Imhoff et al., 2018; Swire, Berinsky, et al., 2017; Traberg & van der Linden, 2022), use of different heuristics (e.g., Metzger et al., 2010), or biases (e.g., Patzer, 1983).”
Evaluation of Behavior Change Interventions
Matthews, L., & Simpson, S. A. (2020) · Cambridge University Press eBooks · doi:10.1017/9781108677318.022 · Cited by 8
Epilogue
Kirmayer, L. J., Worthman, C. M., & Kitayama, S. (2020) · Cambridge University Press eBooks · doi:10.1017/9781108695374.028 · Cited by 8
Social Media Influencer Marketing: How Influencer Content Help?
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Motivational Interviewing Interventions
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Neurodiversity as a Conceptual Lens and Topic of Cross-Cultural Study
Cascio, M. A. (2020) · Cambridge University Press eBooks · doi:10.1017/9781108695374.027 · Cited by 7
Effects of corporate social responsibility communications on community empowerment in Pekanbaru
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“The Department of Cooperatives and SMEs only provides assistance information when there is training (Patzer, 1983; Kim et al., 2009).”
Background
Instagram Influencers Credibility Dimensions and Purchase Intention of Followers: Empirical Evidence
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“2.1.1 Social Media Influencer’s (SMI) Attractiveness From marketing communication lens, Patzer (1983) defined attractiveness as “the physical appearance of an endorser”.”
BackgroundInfluential
Benefit Appeals in Livestreaming E-Commerce: The Moderating Role of Influencers’ Facial Beauty and Body Motion
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The power of presentation: How attire, cosmetics, and posture impact the source credibility of women expert witnesses
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“Though not a primary variable of interest in the present study, the finding that attractiveness matters in context to source credibility is unsurprising, as research has consistently shown attractiveness is often conflated with source credibility in general [44, 48] and may even be an intrinsic factor of it [49– 51].”
Background
A Literature Analysis on the Relationship between AI Influencers’ Perceived Credibility and Purchase Intention: Product-Endorser Fit with the Brand as a Moderator
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“Some early studies employed terms such as "attractive," "beautiful," "charismatic," and "sophisticated" to characterize attractiveness (Patzer, 1983).”
Background
Am I Disclosing Too Much? Student Perceptions of Teacher Credibility via Facebook
Wang, Z., Novak, H., Scofield-Snow, H., Traylor, S., & Zhou, Y. (2015) · Social Media + Society · Cited by 6
Photograph and model use within an online auction page for influencing buyer's bidding behavior
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“of advertisements and products, and then enhance consumer purchase intentions and bidding prices (Patzer, 1983; Reinhard et al., 2006; Till and Busler, 2000).”
BackgroundInfluential
Economic and Behavioral Economic Approaches to Behavior Change
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Culture, Self, and Agency
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Authors: Patzer, G. L.
Affiliations: University of North Dakota (US)
Corresponding author: Patzer, Gordon L.
Venue: Journal of Business Research
Publisher: Elsevier BV
Published: 1983-06
Volume: 11
Issue: 2
Pages: 229-241
ISSN: 0148-2963 (ISSN-L)
DOI: 10.1016/0148-2963(83)90030-9
OpenAlex: W2020305927
Cited by: 348
References: 22
Citations by year: 2026: 7 · 2025: 17 · 2024: 22 · 2023: 17 · 2022: 13 · 2021: 13 · 2020: 90 · 2019: 10 · 2018: 8 · 2017: 9 · 2016: 7 · 2015: 12 · 2014: 12 · 2013: 13 · 2012: 8
FWCI: 0.00
Type: journal article
Language: en
Open access: closed
Licence: www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations: Journal of Business Research (publishedVersion)
RePEc: Research Papers in Economics (submittedVersion)
Topics: Social Sciences › Psychology › Social Psychology › Psychology of Social Influence
Social Sciences › Business, Management and Accounting › Marketing › Marketing and Advertising Strategies
Social Sciences › Business, Management and Accounting › Marketing › Consumer Perception and Purchasing Behavior
Keywords: source credibility, perceived trust, perceived expertise, persuasive communication, advertising, facial attractiveness

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