Multiple Source Characteristics and Persuasion: Source Inconsistency as a Determinant of Message Scrutiny
It is argued that previous persuasion research has been concerned predominantly with the role of single source characteristics (e.g., expertise) for attitude change and thus has failed to consider the role of multiple source characteristics. This was done in two experiments that tested the hypothesi...
Gespeichert in:
| Veröffentlicht in: | Personality & social psychology bulletin 2002-04, Vol.28 (4), p.496-508 |
|---|---|
| Hauptverfasser: | , , |
| Format: | Artikel |
| Sprache: | eng |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Tags: |
Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
|
| container_end_page | 508 |
|---|---|
| container_issue | 4 |
| container_start_page | 496 |
| container_title | Personality & social psychology bulletin |
| container_volume | 28 |
| creator | Ziegler, René Diehl, Michael Ruther, Anja |
| description | It is argued that previous persuasion research has been concerned predominantly with the role of single source characteristics (e.g., expertise) for attitude change and thus has failed to consider the role of multiple source characteristics. This was done in two experiments that tested the hypothesis that recipients would scrutinize a message more effortfully when the combination of two source characteristics is unexpected (source inconsistency) than when the combination is less surprising (source consistency). In Experiment 1, source likability, source expertise, and argument quality were manipulated. In Experiment 2, honesty instead of likability was manipulated. Results from both experiments provide evidence supporting the predicted effects of source (in)consistency on message scrutiny; that is, argument quality affected attitudes and favorability of message-related thoughts in the case of inconsistent source characteristics but not in the case of consistent source characteristics. |
| doi_str_mv | 10.1177/0146167202287007 |
| format | Article |
| fullrecord | <record><control><sourceid>proquest_cross</sourceid><recordid>TN_cdi_proquest_miscellaneous_57893013</recordid><sourceformat>XML</sourceformat><sourcesystem>PC</sourcesystem><sage_id>10.1177_0146167202287007</sage_id><sourcerecordid>112249043</sourcerecordid><originalsourceid>FETCH-LOGICAL-a413t-2fe2a48f6650178a9774de1546b74bd5463b03eff445094ba2bf8fcd853c44673</originalsourceid><addsrcrecordid>eNp1kL1PwzAUxC0EEqWwM1oMbAF_xU7ZUPmq1AokYI4cxwZXqVP8kiH_PY4KQqrE9Ib73endIXROyRWlSl0TKiSVihHGCkWIOkATmucsU4LzQzQZ5WzUj9EJwJoQIqRgE-RXfdP5bWPxa9tHY_H8U0dtOhs9dN4A1qHGLzZCr8G34eYXWwTTBkiMDWbAOnH4zibXxgcdOtw6vLIA-iPlmth3Pgyn6MjpBuzZz52i94f7t_lTtnx-XMxvl5kWlHcZc5ZpUTgpc0JVoWdKidrSXMhKiapOl1eEW-eEyMlMVJpVrnCmLnJuhJCKT9HlLncb26_eQlduPBjbNDrYtocyV8WME8oTeLEHrlO3kH4rGRVpICVpgsgOMrEFiNaV2-g3Og4lJeU4fLk_fLJkO8tY_y_zX_4bIXmCkg</addsrcrecordid><sourcetype>Aggregation Database</sourcetype><iscdi>true</iscdi><recordtype>article</recordtype><pqid>214004761</pqid></control><display><type>article</type><title>Multiple Source Characteristics and Persuasion: Source Inconsistency as a Determinant of Message Scrutiny</title><source>Applied Social Sciences Index & Abstracts (ASSIA)</source><source>SAGE Complete A-Z List</source><source>Sociological Abstracts</source><creator>Ziegler, René ; Diehl, Michael ; Ruther, Anja</creator><creatorcontrib>Ziegler, René ; Diehl, Michael ; Ruther, Anja</creatorcontrib><description>It is argued that previous persuasion research has been concerned predominantly with the role of single source characteristics (e.g., expertise) for attitude change and thus has failed to consider the role of multiple source characteristics. This was done in two experiments that tested the hypothesis that recipients would scrutinize a message more effortfully when the combination of two source characteristics is unexpected (source inconsistency) than when the combination is less surprising (source consistency). In Experiment 1, source likability, source expertise, and argument quality were manipulated. In Experiment 2, honesty instead of likability was manipulated. Results from both experiments provide evidence supporting the predicted effects of source (in)consistency on message scrutiny; that is, argument quality affected attitudes and favorability of message-related thoughts in the case of inconsistent source characteristics but not in the case of consistent source characteristics.</description><identifier>ISSN: 0146-1672</identifier><identifier>EISSN: 1552-7433</identifier><identifier>DOI: 10.1177/0146167202287007</identifier><identifier>CODEN: PSPBZZ</identifier><language>eng</language><publisher>Thousand Oaks, CA: SAGE Publications</publisher><subject>Behavior ; Consistency ; Personal characteristics ; Persuasive communication ; Scrutiny ; Social psychology ; Social research</subject><ispartof>Personality & social psychology bulletin, 2002-04, Vol.28 (4), p.496-508</ispartof><rights>Copyright SAGE PUBLICATIONS, INC. Apr 2002</rights><lds50>peer_reviewed</lds50><woscitedreferencessubscribed>false</woscitedreferencessubscribed><citedby>FETCH-LOGICAL-a413t-2fe2a48f6650178a9774de1546b74bd5463b03eff445094ba2bf8fcd853c44673</citedby><cites>FETCH-LOGICAL-a413t-2fe2a48f6650178a9774de1546b74bd5463b03eff445094ba2bf8fcd853c44673</cites></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><linktopdf>$$Uhttps://journals.sagepub.com/doi/pdf/10.1177/0146167202287007$$EPDF$$P50$$Gsage$$H</linktopdf><linktohtml>$$Uhttps://journals.sagepub.com/doi/10.1177/0146167202287007$$EHTML$$P50$$Gsage$$H</linktohtml><link.rule.ids>314,776,780,21798,27901,27902,30976,30977,33751,43597,43598</link.rule.ids></links><search><creatorcontrib>Ziegler, René</creatorcontrib><creatorcontrib>Diehl, Michael</creatorcontrib><creatorcontrib>Ruther, Anja</creatorcontrib><title>Multiple Source Characteristics and Persuasion: Source Inconsistency as a Determinant of Message Scrutiny</title><title>Personality & social psychology bulletin</title><description>It is argued that previous persuasion research has been concerned predominantly with the role of single source characteristics (e.g., expertise) for attitude change and thus has failed to consider the role of multiple source characteristics. This was done in two experiments that tested the hypothesis that recipients would scrutinize a message more effortfully when the combination of two source characteristics is unexpected (source inconsistency) than when the combination is less surprising (source consistency). In Experiment 1, source likability, source expertise, and argument quality were manipulated. In Experiment 2, honesty instead of likability was manipulated. Results from both experiments provide evidence supporting the predicted effects of source (in)consistency on message scrutiny; that is, argument quality affected attitudes and favorability of message-related thoughts in the case of inconsistent source characteristics but not in the case of consistent source characteristics.</description><subject>Behavior</subject><subject>Consistency</subject><subject>Personal characteristics</subject><subject>Persuasive communication</subject><subject>Scrutiny</subject><subject>Social psychology</subject><subject>Social research</subject><issn>0146-1672</issn><issn>1552-7433</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>2002</creationdate><recordtype>article</recordtype><sourceid>7QJ</sourceid><sourceid>BHHNA</sourceid><recordid>eNp1kL1PwzAUxC0EEqWwM1oMbAF_xU7ZUPmq1AokYI4cxwZXqVP8kiH_PY4KQqrE9Ib73endIXROyRWlSl0TKiSVihHGCkWIOkATmucsU4LzQzQZ5WzUj9EJwJoQIqRgE-RXfdP5bWPxa9tHY_H8U0dtOhs9dN4A1qHGLzZCr8G34eYXWwTTBkiMDWbAOnH4zibXxgcdOtw6vLIA-iPlmth3Pgyn6MjpBuzZz52i94f7t_lTtnx-XMxvl5kWlHcZc5ZpUTgpc0JVoWdKidrSXMhKiapOl1eEW-eEyMlMVJpVrnCmLnJuhJCKT9HlLncb26_eQlduPBjbNDrYtocyV8WME8oTeLEHrlO3kH4rGRVpICVpgsgOMrEFiNaV2-g3Og4lJeU4fLk_fLJkO8tY_y_zX_4bIXmCkg</recordid><startdate>20020401</startdate><enddate>20020401</enddate><creator>Ziegler, René</creator><creator>Diehl, Michael</creator><creator>Ruther, Anja</creator><general>SAGE Publications</general><general>SAGE PUBLICATIONS, INC</general><scope>AAYXX</scope><scope>CITATION</scope><scope>7QJ</scope><scope>7U4</scope><scope>BHHNA</scope><scope>DWI</scope><scope>WZK</scope></search><sort><creationdate>20020401</creationdate><title>Multiple Source Characteristics and Persuasion: Source Inconsistency as a Determinant of Message Scrutiny</title><author>Ziegler, René ; Diehl, Michael ; Ruther, Anja</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-a413t-2fe2a48f6650178a9774de1546b74bd5463b03eff445094ba2bf8fcd853c44673</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>2002</creationdate><topic>Behavior</topic><topic>Consistency</topic><topic>Personal characteristics</topic><topic>Persuasive communication</topic><topic>Scrutiny</topic><topic>Social psychology</topic><topic>Social research</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Ziegler, René</creatorcontrib><creatorcontrib>Diehl, Michael</creatorcontrib><creatorcontrib>Ruther, Anja</creatorcontrib><collection>CrossRef</collection><collection>Applied Social Sciences Index & Abstracts (ASSIA)</collection><collection>Sociological Abstracts (pre-2017)</collection><collection>Sociological Abstracts</collection><collection>Sociological Abstracts</collection><collection>Sociological Abstracts (Ovid)</collection><jtitle>Personality & social psychology bulletin</jtitle></facets><delivery><delcategory>Remote Search Resource</delcategory><fulltext>fulltext</fulltext></delivery><addata><au>Ziegler, René</au><au>Diehl, Michael</au><au>Ruther, Anja</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>Multiple Source Characteristics and Persuasion: Source Inconsistency as a Determinant of Message Scrutiny</atitle><jtitle>Personality & social psychology bulletin</jtitle><date>2002-04-01</date><risdate>2002</risdate><volume>28</volume><issue>4</issue><spage>496</spage><epage>508</epage><pages>496-508</pages><issn>0146-1672</issn><eissn>1552-7433</eissn><coden>PSPBZZ</coden><abstract>It is argued that previous persuasion research has been concerned predominantly with the role of single source characteristics (e.g., expertise) for attitude change and thus has failed to consider the role of multiple source characteristics. This was done in two experiments that tested the hypothesis that recipients would scrutinize a message more effortfully when the combination of two source characteristics is unexpected (source inconsistency) than when the combination is less surprising (source consistency). In Experiment 1, source likability, source expertise, and argument quality were manipulated. In Experiment 2, honesty instead of likability was manipulated. Results from both experiments provide evidence supporting the predicted effects of source (in)consistency on message scrutiny; that is, argument quality affected attitudes and favorability of message-related thoughts in the case of inconsistent source characteristics but not in the case of consistent source characteristics.</abstract><cop>Thousand Oaks, CA</cop><pub>SAGE Publications</pub><doi>10.1177/0146167202287007</doi><tpages>13</tpages></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0146-1672 |
| ispartof | Personality & social psychology bulletin, 2002-04, Vol.28 (4), p.496-508 |
| issn | 0146-1672 1552-7433 |
| language | eng |
| recordid | cdi_proquest_miscellaneous_57893013 |
| source | Applied Social Sciences Index & Abstracts (ASSIA); SAGE Complete A-Z List; Sociological Abstracts |
| subjects | Behavior Consistency Personal characteristics Persuasive communication Scrutiny Social psychology Social research |
| title | Multiple Source Characteristics and Persuasion: Source Inconsistency as a Determinant of Message Scrutiny |
| url | https://sfx.bib-bvb.de/sfx_tum?ctx_ver=Z39.88-2004&ctx_enc=info:ofi/enc:UTF-8&ctx_tim=2025-02-20T20%3A18%3A25IST&url_ver=Z39.88-2004&url_ctx_fmt=infofi/fmt:kev:mtx:ctx&rfr_id=info:sid/primo.exlibrisgroup.com:primo3-Article-proquest_cross&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Multiple%20Source%20Characteristics%20and%20Persuasion:%20Source%20Inconsistency%20as%20a%20Determinant%20of%20Message%20Scrutiny&rft.jtitle=Personality%20&%20social%20psychology%20bulletin&rft.au=Ziegler,%20Ren%C3%A9&rft.date=2002-04-01&rft.volume=28&rft.issue=4&rft.spage=496&rft.epage=508&rft.pages=496-508&rft.issn=0146-1672&rft.eissn=1552-7433&rft.coden=PSPBZZ&rft_id=info:doi/10.1177/0146167202287007&rft_dat=%3Cproquest_cross%3E112249043%3C/proquest_cross%3E%3Curl%3E%3C/url%3E&disable_directlink=true&sfx.directlink=off&sfx.report_link=0&rft_id=info:oai/&rft_pqid=214004761&rft_id=info:pmid/&rft_sage_id=10.1177_0146167202287007&rfr_iscdi=true |