The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Source Attributions and Persuasion: Perceived Honesty as a Determinant of Message Scrutiny
Abstract
A hypothesis derived from current two-route models of persuasion was examined-that a communicator's perceived honesty is a determinant of the extent to which attitude change is based on scrutiny of the substance of the persuasive message. Specifically, cognitive misers are expected to forgo effortful message scrutiny when a communicator can be assumed to be truthful. In a preliminary study, honesty was found to be the source characteristic most highly associated with providing an accurate message. Then, in three experiments, source honesty was manipulated either directly (by presenting information about past honesty of the source) or indirectly (using an expectancy confirmation! disconfirmation procedure). In all three studies, post message attitudes of individuals low in the need for cognition (NC) cognitive misers-were less dependent on message scrutiny when the source was assumed to be relatively honest. For high-NC individuals, message scrutiny did not differ depending on the source.
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Citations
Cites
Cacioppo, J. T., & Petty, R. E. (1982) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.42.1.116 · Cited by 5,359
Self-citationPetty, R. E., & Cacioppo, J. T. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.46.1.69 · Cited by 1,727
Self-citationEffects of rhetorical questions on persuasion: A cognitive response analysis.
Petty, R. E., Cacioppo, J. T., & Heesacker, M. (1981) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.40.3.432 · Cited by 272
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Cited by
Cacioppo, J. T., Petty, R. E., Feinstein, J. A., & Jarvis, W. B. G. (1996) · Psychological Bulletin · doi:10.1037/0033-2909.119.2.197 · Cited by 2,517
Self-citationPetty, R. E., Wegener, D. T., & Fabrigar, L. R. (1997) · Annual Review of Psychology · doi:10.1146/annurev.psych.48.1.609 · Cited by 2,290
Self-citationThe defensive consumer: Advertising deception, defensive processing, and distrust
Darke, P. R., & Ritchie, R. J. B. (2007) · Journal of Marketing Research · doi:10.1509/jmkr.44.1.114 · Cited by 609
Source factors in persuasion: A self-validation approach
Briñol, P., & Petty, R. E. (2009) · European Review of Social Psychology · doi:10.1080/10463280802643640 · Cited by 243
Self-citationPersuasiveness of expert systems
Dijkstra, J. J., Liebrand, W. B. G., & Timminga, E. (1998) · Behaviour & Information Technology · doi:10.1080/014492998119526 · Cited by 161
Metadata
- Authors
- Priester, J. R., & Petty, R. E.
- Venue
- Personality and Social Psychology Bulletin
- Publisher
- SAGE Publications
- Published
- 1995-06
- Volume
- 21
- Issue
- 6
- Pages
- 637-654
- ISSN
- 0146-1672 (ISSN-L)
- 1552-7433
- OpenAlex
- W2031473829
- Cited by
- 346
- References
- 3
- FWCI
- 18.16
- Type
- journal article
- Language
- en
- Open access
- closed
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- Priester, J. R., & Petty, R. E. (1995). Source Attributions and Persuasion: Perceived Honesty as a Determinant of Message Scrutiny. Personality and Social Psychology Bulletin. https://doi.org/10.1177/0146167295216010
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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