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The Persuasive Effect of Source Credibility: Tests of Cognitive Response
Abstract
Two experiments are reported identifying the circumstances in which high credibility either facilitates, inhibits, or has no effect on the communicator's persuasiveness in relation to a less credible source. These data provide support for the cognitive response view of information processing and suggest the importance of message recipient's initial opinion as a determinant of persuasion.
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Citations
Cited by
The Elaboration Likelihood Model of Persuasion
Petty, R. E., & Cacioppo, J. T. (1986) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60214-2 · Cited by 8,822
Ohanian, R. (1990) · Journal of Advertising · doi:10.1080/00913367.1990.10673191 · Cited by 4,043
The Elaboration Likelihood Model of Persuasion
Petty, R. E., & Cacioppo, J. T. (1986) · Communication and Persuasion · doi:10.1007/978-1-4612-4964-1_1 · Cited by 3,202
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
Metadata
- Authors
- Sternthal, B., Dholakia, R., & Leavitt, C.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1978-03
- Volume
- 4
- Issue
- 4
- Pages
- 252
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2072838636
- Cited by
- 522
- References
- 0
- FWCI
- 6.69
- Type
- journal article
- Language
- en
- Open access
- closed
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- Sternthal, B., Dholakia, R., & Leavitt, C. (1978). The Persuasive Effect of Source Credibility: Tests of Cognitive Response. Journal of Consumer Research. https://doi.org/10.1086/208704
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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.
