The Empirical Study of the Persuasive Effects of Evidence The Status After Fifty Years of Research

REINARD, JOOHN C.

doi:10.1111/j.1468-2958.1988.tb00170.x

Cited by 199Psychology of Social InfluenceLinguistics and Discourse AnalysisMedia Influence and Health

The Empirical Study of the Persuasive Effects of Evidence The Status After Fifty Years of Research

REINARD, JOOHN C.·1988·Human Communication Research

DOI 10.1111/j.1468-2958.1988.tb00170.x

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Abstract

This article presents a review of the development of research on the persuasive effects of evidence. Focusing on research dealing with the impact of evidence on persuasive communication, this review makes three related arguments. First, past claims about the inconsistency in evidence research are largely mistaken when testimonial assertion evidence is involved; second, the conditions under which evidence should produce maximal effects can be understood by reference to Petty and Cacioppo's Elaboration Likelihood Model; finally, persuasive effects are surprisingly consistent across evidence types when careful comparison of operational definitions, rather than conclusions, is undertaken.

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More credible communicators produce more belief change, and credibility is enhanced when the communicator is unbiased and an expert.
“Social psychologists have found that more credible communicators produce more belief change, and credibility is enhanced when the communicator is unbiased and when the communicator is an expert (Hovland, Janis, & Kelley, 1953;Maddux & Rogers, 1980;Reinard, 1988).”
From The role of anomalous data in knowledge acquisition: A theoretical framework and implications for science instruction. (1993) · cites this paper as Reinard, 1988

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Authors: REINARD, J. C.
Affiliations: University of Southern California (US)
Corresponding author: REINARD, JOOHN C.
Venue: Human Communication Research
Publisher: Oxford University Press (OUP)
Published: 1988-09
Volume: 15
Issue: 1
Pages: 3-59
ISSN: 0360-3989 (ISSN-L)
1468-2958
DOI: 10.1111/j.1468-2958.1988.tb00170.x
OpenAlex: W2085300232
Cited by: 199
References: 129
Citations by year: 2026: 4 · 2025: 6 · 2024: 1 · 2023: 1 · 2022: 4 · 2021: 2 · 2020: 7 · 2019: 6 · 2018: 10 · 2017: 10 · 2016: 9 · 2015: 8 · 2014: 4 · 2013: 9 · 2012: 11
FWCI: 8.31
Type: journal article
Language: en
Open access: closed
Licence: doi.wiley.com/10.1002/tdm_license_1.1 (tdm, 9861 d)
Locations: Human Communication Research (publishedVersion)
Topics: Social Sciences › Sociology and Political Science › Psychology of Social Influence
Social Sciences › Arts and Humanities › Philosophy › Linguistics and Discourse Analysis
Social Sciences › Arts and Humanities › Literature and Literary Theory › Media Influence and Health
Keywords: persuasion, elaboration likelihood model, types of evidence

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The Empirical Study of the Persuasive Effects of Evidence The Status After Fifty Years of Research

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