The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
Highly Credible Sources: Persuasive Facilitators or Persuasive Liabilities?
Abstract
A low credibility source induced a more positive attitude toward his advocacy than did a highly credible source when message recipients' own behavior served as a cue for determining their attitudes. In contrast, when the behavioral cue was absent, a highly credible source did not have an adverse effect on individuals' attitudes or behavior. These findings are interpreted in terms of self-perception theory and cognitive response analysis.
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Citations
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Cited by
Who is the Celebrity Endorser? Cultural Foundations of the Endorsement Process
McCracken, G. (1989) · Journal of Consumer Research · doi:10.1086/209217 · Cited by 3,196
The Persuasiveness of Source Credibility: A Critical Review of Five Decades' Evidence
Pornpitakpan, C. (2004) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.2004.tb02547.x · Cited by 2,205
Word of mouth communication within online communities: conceptualizing the online social network
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Word-of-Mouth Processes within a Services Purchase Decision Context
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Chung, S., & Cho, H. (2017) · Psychology & Marketing · doi:10.1002/mar.21001 · Cited by 809
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Credibility: A multidisciplinary framework
Rieh, S. Y., & Danielson, D. R. (2007) · Annual Review of Information Science and Technology · doi:10.1002/aris.2007.1440410114 · Cited by 336
Signaling the Trustworthiness of Small Online Retailers
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Touré-Tillery, M., & McGill, A. L. (2015) · Journal of Marketing · doi:10.1509/jm.12.0166 · Cited by 167
Prepurchase Attribute Verifiability, Source Credibility, and Persuasion
Jain, S. P., & Posavac, S. S. (2001) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1103_03 · Cited by 154
Star power: the evolution of celebrity endorsement research
Yang, W. (2018) · International Journal of Contemporary Hospitality Management · doi:10.1108/ijchm-09-2016-0543 · Cited by 123
Schorn, A., Vinzenz, F., & Wirth, W. (2022) · Young Consumers · doi:10.1108/yc-07-2021-1355 · Cited by 49
An Evaluation of Spokesperson and Vehicle Source Effects in Advertising
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Metadata
- Authors
- Dholakia, R. R., & Sternthal, B.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1977-03
- Volume
- 3
- Issue
- 4
- Pages
- 223
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2085876304
- Cited by
- 378
- References
- 4
- FWCI
- 24.20
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
