The DOI matches its Crossref record.
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.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
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
Factors affecting trust in market research relationships
Moorman, C., Deshpandé, R., & Zaltman, G. (1993) · Journal of Marketing · doi:10.1177/002224299305700106 · Cited by 3,659
Hengstler, M., Enkel, E., & Duelli, S. (2016) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2015.12.014 · Cited by 661
Similarities and differences between human–human and human–automation trust: an integrative review
Madhavan, P., & Wiegmann, D. A. (2007) · Theoretical Issues in Ergonomics Science · doi:10.1080/14639220500337708 · Cited by 577
Masuda, H., Han, S. H., & Lee, J. (2022) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2021.121246 · Cited by 576
Filieri, R., McLeay, F., Tsui, B., & Lin, Z. (2018) · Information & Management · doi:10.1016/j.im.2018.04.010 · Cited by 477
The effects of information and company reputation on intentions to buy a business service
Yoon, E., Guffey, H. J., & Kijewski, V. (1993) · Journal of Business Research · doi:10.1016/0148-2963(93)90027-m · Cited by 472
Lafferty, B. A., Goldsmith, R. E., & Newell, S. J. (2002) · Journal of Marketing Theory and Practice · doi:10.1080/10696679.2002.11501916 · Cited by 467
Chaiken, S., & Stangor, C. (1987) · Annual Review of Psychology · doi:10.1146/annurev.ps.38.020187.003043 · Cited by 518
Heesacker, M., Petty, R. E., & Cacioppo, J. T. (1983) · Journal of Personality · doi:10.1111/j.1467-6494.1983.tb00872.x · Cited by 284
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
Influencer Marketing: Role of Influencer Credibility and Congruence on Brand Attitude and eWOM
Dhun, & Dangi, H. K. (2023) · Journal of Internet Commerce · doi:10.1080/15332861.2022.2125220 · Cited by 108
Tsai, L. L., Morse, B. S., & Blair, R. A. (2020) · Comparative Political Studies · doi:10.1177/0010414019897698 · Cited by 74
How Can Psychological Science Help Counter the Spread of Fake News?
van der Linden, S., Roozenbeek, J., Maertens, R., Basol, M., Kácha, O., Rathje, S., & Traberg, C. S. (2021) · The Spanish Journal of Psychology · doi:10.1017/sjp.2021.23 · Cited by 71
“…& Cacioppo, 1986; Wilson & Sherrell, 1993) and evaluate whether claims are true or false (Eagly & Chaiken, 1993), a large body of research has shown that source credibilitymatters (Briñol & Petty, 2009; Chaiken & Maheswaran, 1994; Maier et al., 2017; Pornpitakpan, 2004; Sternthal et al., 1978).”
BackgroundProcesses of Social Influence: The Elaboration Likelihood Model of Persuasion
CACIOPPO, J. T., PETTY, R. E., & STOLTENBERG, C. D. (1985) · Advances in Cognitive–Behavioral Research and Therapy · doi:10.1016/b978-0-12-010604-2.50012-4 · Cited by 69
Reputation Burning: Analyzing the Impact of Brand Sponsorship on Social Influencers
Cheng, M. (., & Zhang, S. (2025) · Management Science · doi:10.1287/mnsc.2023.00193 · Cited by 55
Influence of social software features on the reuse of Business Intelligence reports
Alpar, P., Engler, T. H., & Schulz, M. (2015) · Information Processing & Management · doi:10.1016/j.ipm.2015.01.004 · Cited by 36
Machine marketing: rethinking the customer in the age of generative AI
Sarstedt, M., Adler, S. J., & Imschloss, M. (2026) · Journal of Marketing Analytics · doi:10.1057/s41270-026-00521-y · Cited by 3
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
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
Data sources
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.
