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Cited by 160Psychology of Social InfluenceSocial and Intergroup PsychologyMedia Influence and Health

The Effects of Source Credibility in the Presence or Absence of Prior Attitudes: Implications for the Design of Persuasive Communication Campaigns

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Kumkale, G. Tarcan, Albarracín, Dolores, Seignourel, Paul J.·2010·Journal of Applied Social Psychology
DOI 10.1111/j.1559-1816.2010.00620.xPMC PMC3101500
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Abstract

Most theories of persuasion predict that limited ability and motivation to think about communications should increase the impact of source credibility on persuasion. Furthermore, this effect is assumed to occur, regardless of whether or not the recipients have prior attitudes. In this study, the effects of source credibility, ability, and motivation (knowledge, message repetition, relevance) on persuasion were examined meta-analytically across both attitude formation and change conditions. Findings revealed that the Source Credibility × Ability/Motivation interaction emerged only when participants lacked prior attitudes and were unable to form a new attitude based on the message content. In such settings, the effects of source credibility decayed rapidly. The implications of these findings for applied communication campaigns are discussed.

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  • Based on a well-established body of literature in persuasion, aspects of a message's source can influence the persuasiveness of the message.

    “based on a well-established body of literature in persuasion demonstrating that aspects of a message’s source can influence the persuasiveness of the message (Briñol & Petty, 2009; Kumkale et al., 2010; Pornpitakpan, 2004; Wilson & Sherrell, 1993), the source of a fear appeal communication should be an important moderator for fear appeal effectiveness.”

    From Appealing to fear: A meta-analysis of fear appeal effectiveness and theories (2015) · cites this paper as Kumkale et al., 2010

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Research works printed but not linked: 49

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Authors
Kumkale, G. T., Albarracín, D., & Seignourel, P. J.
Affiliations
  • Koç University (TR)
  • University of Illinois Urbana-Champaign (US)
  • University of Florida (US)
Corresponding author
Kumkale, G. Tarcan
ORCID
Venue
Journal of Applied Social Psychology
Publisher
Wiley
Published
2010-06
Volume
40
Issue
6
Pages
1325-1356
ISSN
  • 0021-9029 (ISSN-L)
  • 1559-1816
DOI
10.1111/j.1559-1816.2010.00620.x
PMC
PMC3101500
OpenAlex
W1957615593
Cited by
160
References
6
Citations by year
2026: 15 · 2025: 17 · 2024: 13 · 2023: 13 · 2022: 10 · 2021: 12 · 2020: 18 · 2019: 25 · 2018: 3 · 2017: 8 · 2016: 5 · 2015: 9 · 2014: 3 · 2013: 4 · 2012: 1
FWCI
9.29
Type
journal article
Language
en
Open access
Licence
onlinelibrary.wiley.com/termsAndConditions#vor (vor, 8 d)
Locations
  • Journal of Applied Social Psychology (publishedVersion)
  • PubMed (publishedVersion)
  • PubMed Central (acceptedVersion)
Funders
  • National Institute of Mental Health (K01MH001861)
  • National Institute of Nursing Research (R01NR008325)
Topics
  • Social Sciences › Sociology and Political Science › Psychology of Social Influence
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
  • Social Sciences › Arts and Humanities › Literature and Literary Theory › Media Influence and Health
Keywords
source credibility, persuasion, prior attitudes, attitude formation, attitude change, cognitive ability, motivation, message repetition, message relevance

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