Heuristic processing of distinctiveness information in minority and majority influence
Bibliographic Data
| ID | 10901317 |
|---|---|
| Authors | Gerd Bohner (0000-0002-0564-3625, University of Mannheim, corresponding author), Elisabeth Frank (0000-0002-6745-8089, Ludwig-Maximilians-Universität München), Hans-Peter Erb, Hans‐Peter Erb (University of Würzburg) |
| Year | 1998 |
| Volume | 28 |
| Issue | 5 |
| Pages | 855-860 |
| Publication date | 1998-09-01 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | European Journal of Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0046-2772 • E-ISSN: 1099-0992 |
| Publisher | Wiley (PUBLISHER • GB) |
| DOI | 10.1002/(sici)1099-0992(199809/10)28:5<855::aid-ejsp894>3.0.co;2-p |
| OpenAlex | W2016772342 |
| Language | EN |
| Citations received | 11 |
| References cited | 5 |
The role of distinctiveness information in majority and minority influence was studied. Students read a message containing strong or weak arguments advocated by a minority or majority source. The communicator's minority (majority) status was said to be either distinctive to the target topic or nondistinctive across topics. Major dependent variables were attitude judgments and cognitive responses. Across conditions, messages were processed systematically, and a majority communicator tended to be more persuasive than a minority communicator. Most importantly, high distinctiveness led to greater influence than low distinctiveness, and this effect was independent of argument strength and minority versus majority status. Theoretical and applied implications of these findings are discussed. © 1998 John Wiley & Sons, Ltd.
Argument (complex analysis) · Cognition · Cognitive psychology · Heuristic · Information processing · Optimal distinctiveness theory · Artificial Intelligence · Communication in Education and Healthcare · Computer Science · Opinion Dynamics and Social Influence · Psychology · Social and Intergroup Psychology · Social Psychology
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| Citations per year | 0.42 |
|---|---|
| Citation span | 2000 - 2026 (27) |
| Highly cited | No |