The DOI matches its Crossref record.
The Persuasive Effects of Source Credibility in Buy and Lease Situations
Abstract
The persuasive impact of source credibility is examined in two situations. A highly credible source was more effective than a moderately credible source when the communication recommended buying a product, an advocacy which message recipients viewed unfavorably. The moderately credible source was more persuasive when the message advocated leasing the product, a position subjects generally supported. These findings are interpreted in terms of cognitive response theory. Practical implications of the research are suggested.
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Citations
Cited by
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
The influence of online product recommendations on consumers' online choices
Senecal, S., & Nantel, J. (2004) · Journal of Retailing · doi:10.1016/j.jretai.2004.04.001 · Cited by 1,585
Goldsmith, R. E., Lafferty, B. A., & Newell, S. J. (2000) · Journal of Advertising · doi:10.1080/00913367.2000.10673616 · Cited by 1,301
What makes a useful online review? Implication for travel product websites
Liu, Z., & Park, S. (2015) · Tourism Management · doi:10.1016/j.tourman.2014.09.020 · Cited by 963
Trust me, trust me not: A nuanced view of influencer marketing on social media
Kim, D. Y., & Kim, H.-Y. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2021.05.024 · Cited by 804
Metadata
- Authors
- Harmon, R. R., & Coney, K. A.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1982-05
- Volume
- 19
- Issue
- 2
- Pages
- 255-260
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W1996178643
- Cited by
- 302
- References
- 0
- FWCI
- 10.88
- Type
- journal article
- Language
- en
- Open access
- closed
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- Harmon, R. R., & Coney, K. A. (1982). The Persuasive Effects of Source Credibility in Buy and Lease Situations. Journal of Marketing Research. https://doi.org/10.1177/002224378201900209
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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.
