Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion
Based on a conceptual analysis and existing research, the authors propose that the three source dimensions specified in the ANOVA model play similar roles in persuasion as other source characteristics (e.g., expertise). Two studies test assumptions derived from this approach regarding the effects of...
Gespeichert in:
| Veröffentlicht in: | Personality & social psychology bulletin 2004-03, Vol.30 (3), p.352-364 |
|---|---|
| Hauptverfasser: | , , , |
| Format: | Artikel |
| Sprache: | eng |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Tags: |
Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
|
| container_end_page | 364 |
|---|---|
| container_issue | 3 |
| container_start_page | 352 |
| container_title | Personality & social psychology bulletin |
| container_volume | 30 |
| creator | Ziegler, René Diehl, Michael Zigon, Raffael Fett, Torsten |
| description | Based on a conceptual analysis and existing research, the authors propose that the three source dimensions specified in the ANOVA model play similar roles in persuasion as other source characteristics (e.g., expertise). Two studies test assumptions derived from this approach regarding the effects of different combinations of consistency and consensus (Study 1) and distinctiveness and consensus (Study 2). Combinations resulting in contradictory (vs. similar) inferences regarding message validity should affect judgmental confidence and, consequently, affect message scrutiny. Study 1 shows that, as predicted, high consistency/low consensus and low consistency/high consensus (incongruent combinations) lead to higher desired confidence and more extensive message elaboration than high consistency/high consensus and low consistency/low consensus (congruent combinations). Similarly, Study 2 reveals heightened message scrutiny given incongruent (vs. congruent) combinations of distinctiveness and consensus. Results are discussed with respect to majority/minority influence processes and multiple source characteristics. |
| doi_str_mv | 10.1177/0146167203261297 |
| format | Article |
| fullrecord | <record><control><sourceid>proquest_cross</sourceid><recordid>TN_cdi_proquest_miscellaneous_71737946</recordid><sourceformat>XML</sourceformat><sourcesystem>PC</sourcesystem><sage_id>10.1177_0146167203261297</sage_id><sourcerecordid>71737946</sourcerecordid><originalsourceid>FETCH-LOGICAL-a382t-a2f56065275bd4e9e59289e3ea751d0309592b5afa24a7d35c12b0e2143e0f223</originalsourceid><addsrcrecordid>eNp1kd1LwzAUxYMobk7ffZLgg0-r5rNZfRvzE6cTnL6WtL3VjjadSSvsvzd1g8HAh5Bwzu_eHO5F6JSSS0qVuiJUhDRUjHAWUhapPdSnUrJACc73Ub-zg87voSPnFoQQEQp2iHpUEk5CJvto-Va3NgU8qY0rXAMmXQ3xjX8VJm2KHzDg3BBrk_0RYFzrrvH8C_yxAJ6svFZ4C9c5brz-BGUJKzx-mX2M8XOdQYkLg1_BulZ34DE6yHXp4GRzD9D73e188hBMZ_ePk_E00HzEmkCzXIYklEzJJBMQgYzYKAIOWkma-fSRFxKpc82EVhmXKWUJAUYFB5IzxgfoYt13aevvFlwTV4VLfThtoG5drKjiKhKhB893wIUfifHZYkZ5FAmfwUNkDaW2ds5CHi9tUWm7iimJu1XEu6vwJWebvm1SQbYt2MzeA8EacPoTtp_-2_AXj0OPBg</addsrcrecordid><sourcetype>Aggregation Database</sourcetype><iscdi>true</iscdi><recordtype>article</recordtype><pqid>213994527</pqid></control><display><type>article</type><title>Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion</title><source>Access via SAGE</source><source>MEDLINE</source><source>Sociological Abstracts</source><source>Applied Social Sciences Index & Abstracts (ASSIA)</source><creator>Ziegler, René ; Diehl, Michael ; Zigon, Raffael ; Fett, Torsten</creator><creatorcontrib>Ziegler, René ; Diehl, Michael ; Zigon, Raffael ; Fett, Torsten</creatorcontrib><description>Based on a conceptual analysis and existing research, the authors propose that the three source dimensions specified in the ANOVA model play similar roles in persuasion as other source characteristics (e.g., expertise). Two studies test assumptions derived from this approach regarding the effects of different combinations of consistency and consensus (Study 1) and distinctiveness and consensus (Study 2). Combinations resulting in contradictory (vs. similar) inferences regarding message validity should affect judgmental confidence and, consequently, affect message scrutiny. Study 1 shows that, as predicted, high consistency/low consensus and low consistency/high consensus (incongruent combinations) lead to higher desired confidence and more extensive message elaboration than high consistency/high consensus and low consistency/low consensus (congruent combinations). Similarly, Study 2 reveals heightened message scrutiny given incongruent (vs. congruent) combinations of distinctiveness and consensus. Results are discussed with respect to majority/minority influence processes and multiple source characteristics.</description><identifier>ISSN: 0146-1672</identifier><identifier>EISSN: 1552-7433</identifier><identifier>DOI: 10.1177/0146167203261297</identifier><identifier>PMID: 15030625</identifier><language>eng</language><publisher>United States: SAGE Publications</publisher><subject>Adult ; Attitude ; Attitudes ; Changes ; Cognition ; Female ; Humans ; Male ; Social Desirability ; Social Perception ; Surveys and Questionnaires</subject><ispartof>Personality & social psychology bulletin, 2004-03, Vol.30 (3), p.352-364</ispartof><rights>Copyright SAGE PUBLICATIONS, INC. Mar 2004</rights><lds50>peer_reviewed</lds50><woscitedreferencessubscribed>false</woscitedreferencessubscribed><citedby>FETCH-LOGICAL-a382t-a2f56065275bd4e9e59289e3ea751d0309592b5afa24a7d35c12b0e2143e0f223</citedby><cites>FETCH-LOGICAL-a382t-a2f56065275bd4e9e59289e3ea751d0309592b5afa24a7d35c12b0e2143e0f223</cites></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><linktopdf>$$Uhttps://journals.sagepub.com/doi/pdf/10.1177/0146167203261297$$EPDF$$P50$$Gsage$$H</linktopdf><linktohtml>$$Uhttps://journals.sagepub.com/doi/10.1177/0146167203261297$$EHTML$$P50$$Gsage$$H</linktohtml><link.rule.ids>314,780,784,21819,27924,27925,30999,33774,43621,43622</link.rule.ids><backlink>$$Uhttps://www.ncbi.nlm.nih.gov/pubmed/15030625$$D View this record in MEDLINE/PubMed$$Hfree_for_read</backlink></links><search><creatorcontrib>Ziegler, René</creatorcontrib><creatorcontrib>Diehl, Michael</creatorcontrib><creatorcontrib>Zigon, Raffael</creatorcontrib><creatorcontrib>Fett, Torsten</creatorcontrib><title>Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion</title><title>Personality & social psychology bulletin</title><addtitle>Pers Soc Psychol Bull</addtitle><description>Based on a conceptual analysis and existing research, the authors propose that the three source dimensions specified in the ANOVA model play similar roles in persuasion as other source characteristics (e.g., expertise). Two studies test assumptions derived from this approach regarding the effects of different combinations of consistency and consensus (Study 1) and distinctiveness and consensus (Study 2). Combinations resulting in contradictory (vs. similar) inferences regarding message validity should affect judgmental confidence and, consequently, affect message scrutiny. Study 1 shows that, as predicted, high consistency/low consensus and low consistency/high consensus (incongruent combinations) lead to higher desired confidence and more extensive message elaboration than high consistency/high consensus and low consistency/low consensus (congruent combinations). Similarly, Study 2 reveals heightened message scrutiny given incongruent (vs. congruent) combinations of distinctiveness and consensus. Results are discussed with respect to majority/minority influence processes and multiple source characteristics.</description><subject>Adult</subject><subject>Attitude</subject><subject>Attitudes</subject><subject>Changes</subject><subject>Cognition</subject><subject>Female</subject><subject>Humans</subject><subject>Male</subject><subject>Social Desirability</subject><subject>Social Perception</subject><subject>Surveys and Questionnaires</subject><issn>0146-1672</issn><issn>1552-7433</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>2004</creationdate><recordtype>article</recordtype><sourceid>EIF</sourceid><sourceid>7QJ</sourceid><sourceid>BHHNA</sourceid><recordid>eNp1kd1LwzAUxYMobk7ffZLgg0-r5rNZfRvzE6cTnL6WtL3VjjadSSvsvzd1g8HAh5Bwzu_eHO5F6JSSS0qVuiJUhDRUjHAWUhapPdSnUrJACc73Ub-zg87voSPnFoQQEQp2iHpUEk5CJvto-Va3NgU8qY0rXAMmXQ3xjX8VJm2KHzDg3BBrk_0RYFzrrvH8C_yxAJ6svFZ4C9c5brz-BGUJKzx-mX2M8XOdQYkLg1_BulZ34DE6yHXp4GRzD9D73e188hBMZ_ePk_E00HzEmkCzXIYklEzJJBMQgYzYKAIOWkma-fSRFxKpc82EVhmXKWUJAUYFB5IzxgfoYt13aevvFlwTV4VLfThtoG5drKjiKhKhB893wIUfifHZYkZ5FAmfwUNkDaW2ds5CHi9tUWm7iimJu1XEu6vwJWebvm1SQbYt2MzeA8EacPoTtp_-2_AXj0OPBg</recordid><startdate>200403</startdate><enddate>200403</enddate><creator>Ziegler, René</creator><creator>Diehl, Michael</creator><creator>Zigon, Raffael</creator><creator>Fett, Torsten</creator><general>SAGE Publications</general><general>SAGE PUBLICATIONS, INC</general><scope>CGR</scope><scope>CUY</scope><scope>CVF</scope><scope>ECM</scope><scope>EIF</scope><scope>NPM</scope><scope>AAYXX</scope><scope>CITATION</scope><scope>7QJ</scope><scope>7U4</scope><scope>BHHNA</scope><scope>DWI</scope><scope>WZK</scope><scope>7X8</scope></search><sort><creationdate>200403</creationdate><title>Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion</title><author>Ziegler, René ; Diehl, Michael ; Zigon, Raffael ; Fett, Torsten</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-a382t-a2f56065275bd4e9e59289e3ea751d0309592b5afa24a7d35c12b0e2143e0f223</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>2004</creationdate><topic>Adult</topic><topic>Attitude</topic><topic>Attitudes</topic><topic>Changes</topic><topic>Cognition</topic><topic>Female</topic><topic>Humans</topic><topic>Male</topic><topic>Social Desirability</topic><topic>Social Perception</topic><topic>Surveys and Questionnaires</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Ziegler, René</creatorcontrib><creatorcontrib>Diehl, Michael</creatorcontrib><creatorcontrib>Zigon, Raffael</creatorcontrib><creatorcontrib>Fett, Torsten</creatorcontrib><collection>Medline</collection><collection>MEDLINE</collection><collection>MEDLINE (Ovid)</collection><collection>MEDLINE</collection><collection>MEDLINE</collection><collection>PubMed</collection><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><collection>MEDLINE - Academic</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>Zigon, Raffael</au><au>Fett, Torsten</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion</atitle><jtitle>Personality & social psychology bulletin</jtitle><addtitle>Pers Soc Psychol Bull</addtitle><date>2004-03</date><risdate>2004</risdate><volume>30</volume><issue>3</issue><spage>352</spage><epage>364</epage><pages>352-364</pages><issn>0146-1672</issn><eissn>1552-7433</eissn><abstract>Based on a conceptual analysis and existing research, the authors propose that the three source dimensions specified in the ANOVA model play similar roles in persuasion as other source characteristics (e.g., expertise). Two studies test assumptions derived from this approach regarding the effects of different combinations of consistency and consensus (Study 1) and distinctiveness and consensus (Study 2). Combinations resulting in contradictory (vs. similar) inferences regarding message validity should affect judgmental confidence and, consequently, affect message scrutiny. Study 1 shows that, as predicted, high consistency/low consensus and low consistency/high consensus (incongruent combinations) lead to higher desired confidence and more extensive message elaboration than high consistency/high consensus and low consistency/low consensus (congruent combinations). Similarly, Study 2 reveals heightened message scrutiny given incongruent (vs. congruent) combinations of distinctiveness and consensus. Results are discussed with respect to majority/minority influence processes and multiple source characteristics.</abstract><cop>United States</cop><pub>SAGE Publications</pub><pmid>15030625</pmid><doi>10.1177/0146167203261297</doi><tpages>13</tpages></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0146-1672 |
| ispartof | Personality & social psychology bulletin, 2004-03, Vol.30 (3), p.352-364 |
| issn | 0146-1672 1552-7433 |
| language | eng |
| recordid | cdi_proquest_miscellaneous_71737946 |
| source | Access via SAGE; MEDLINE; Sociological Abstracts; Applied Social Sciences Index & Abstracts (ASSIA) |
| subjects | Adult Attitude Attitudes Changes Cognition Female Humans Male Social Desirability Social Perception Surveys and Questionnaires |
| title | Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion |
| url | https://sfx.bib-bvb.de/sfx_tum?ctx_ver=Z39.88-2004&ctx_enc=info:ofi/enc:UTF-8&ctx_tim=2025-01-04T15%3A55%3A53IST&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=Source%20Consistency,%20Distinctiveness,%20and%20Consensus:%20The%20Three%20Dimensions%20of%20the%20Kelley%20ANOVA%20Model%20in%20Persuasion&rft.jtitle=Personality%20&%20social%20psychology%20bulletin&rft.au=Ziegler,%20Ren%C3%A9&rft.date=2004-03&rft.volume=30&rft.issue=3&rft.spage=352&rft.epage=364&rft.pages=352-364&rft.issn=0146-1672&rft.eissn=1552-7433&rft_id=info:doi/10.1177/0146167203261297&rft_dat=%3Cproquest_cross%3E71737946%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=213994527&rft_id=info:pmid/15030625&rft_sage_id=10.1177_0146167203261297&rfr_iscdi=true |