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Cited by 243Social and Intergroup PsychologyPsychology of Social InfluenceMedia Influence and Health

Source factors in persuasion: A self-validation approach

Briñol, Pablo, Petty, Richard E.·2009·European Review of Social Psychology
DOI 10.1080/10463280802643640
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Abstract

The persuasion literature has examined several mechanisms that have contributed to understanding the effectiveness of credible, attractive, similar, and powerful sources. These traditionally studied processes focus on how persuasive sources can affect attitudes by serving as peripheral cues or by influencing the direction or the amount of thoughts generated. After describing these processes that operate at the primary level of cognition, we review research on self-validation that demonstrates how and when source factors can affect a secondary cognition—thought confidence. Thought confidence refers to a metacognitive form of cognition. This recently discovered mechanism can account for some already established persuasion outcomes (e.g., more persuasion with high- than low-credibility or similar sources), but by a completely different process than postulated previously. Moreover, under some circumstances we have also been able to obtain findings opposite to those typically observed (e.g., more persuasion with low- than high-credible or similar sources). Our research reveals that a consideration of self-validation processes provides an integrative mechanism for understanding many other unexplored source variables, such as oneself as a source, source matching and mimicry, and threatening sources.

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Crossref · 10.1080/10463280802643640

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142 of 142 references verified0 citation errors · 0 not checkable

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  • Based on a well-established body of literature in persuasion, aspects of a message's source can influence the persuasiveness of the message.

    “based on a well-established body of literature in persuasion demonstrating that aspects of a message’s source can influence the persuasiveness of the message (Briñol & Petty, 2009; Kumkale et al., 2010; Pornpitakpan, 2004; Wilson & Sherrell, 1993), the source of a fear appeal communication should be an important moderator for fear appeal effectiveness.”

    From Appealing to fear: A meta-analysis of fear appeal effectiveness and theories (2015) · cites this paper as Briñol & Petty, 2009

  • Decades of research has found that, whether recipients are motivated to think carefully or not, sources perceived as credible are more persuasive.

    “Decades of research has found that, whether recipients are motivated to think carefully or not 142 , sources perceived as credible are more persuasive 143 .”

    From Using social and behavioural science to support COVID-19 pandemic response (2020) · cites this paper as [143]

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Authors
Briñol, P., & Petty, R. E.
Affiliations
  • Universidad Autónoma de Madrid (ES)
  • The Ohio State University (US)
Corresponding author
Briñol, Pablo
ORCID
Venue
European Review of Social Psychology
Publisher
Informa UK Limited
Published
2009-02
Volume
20
Issue
1
Pages
49-96
ISSN
  • 1046-3283 (ISSN-L)
  • 1479-277X
DOI
10.1080/10463280802643640
OpenAlex
W2012300024
Cited by
243
References
137
Citations by year
2026: 15 · 2025: 21 · 2024: 20 · 2023: 21 · 2022: 25 · 2021: 17 · 2020: 23 · 2019: 18 · 2018: 14 · 2017: 11 · 2016: 11 · 2015: 14 · 2014: 9 · 2013: 7 · 2012: 5
FWCI
18.33
Type
journal article
Language
en
Open access
closed
Locations
European Review of Social Psychology (publishedVersion)
Topics
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
  • Social Sciences › Sociology and Political Science › Psychology of Social Influence
  • Social Sciences › Arts and Humanities › Literature and Literary Theory › Media Influence and Health
Keywords
source credibility, persuasion, self-validation, metacognition, source similarity, source attractiveness, source power, source matching, mimicry, attitude change

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