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

The DOI matches its Crossref record; 140 of the 140 references it cites were found in a registry or an index.

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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Citations

Cites

Show all 137 references

Research works printed but not linked: 13

  1. Aronson E., 1969, Advances in experimental social psychology, 4, 1
  2. Briñol P., 2008, The origin of thoughts in persuasion
  3. 10.1037/0022-3514.39.5.752 · DOI · Paper page
  4. Chaiken S., 1989, Unintended thought, 212
  5. DeMarree K. G., 2008, Assimilation and contrast of facial expressions: A self-validation approach
  6. Horcajo J., 2008, Minority influence: A new look from the self-validation perspective
  7. Kruglanski A. W., 2005, Advances in experimental social psychology, 37, 346
  8. Moscovici S., 1980, Advances in experimental social psychology, 13, 209
  9. Newcomb T. M., 1968, Theories of cognitive consistency: A sourcebook, 28
  10. Petty R. E., 2009, Attitudes: Insights from the new implicit measures, 119
  11. Petty R. E., 2008, Watchdog: A new look from the implicit ambivalence perspective
  12. Petty R. E., 1995, Attitude strength: Antecedents and consequences
  13. Wegener D. T., 1997, Advances in experimental social psychology, 29, 141

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Metadata

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 › Psychology › Social Psychology › Psychology of Social Influence
  • Social Sciences › Communication › 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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