The Persuasive Effect of Source Credibility
Tests of Cognitive Response
Bibliographic Data
| ID | 7842601 |
|---|---|
| Authors | Brian Sternthal (0000-0001-7430-2472, Northwestern University), Ruby Dholakia, Ruby Roy Dholakia (0000-0001-7569-6725), Clark Leavitt |
| Year | 1978 |
| Volume | 4 |
| Issue | 4 |
| Pages | 252 |
| Publication date | 1978-03-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/208704 |
| OpenAlex | W2072838636 |
| Language | EN |
| Citations received | 76 |
| References cited | 8 |
Two experiments are reported identifying the circumstances in which high credibility either facilitates, inhibits, or has no effect on the communicator's persuasiveness in relation to a less credible source. These data provide support for the cognitive response view of information processing and suggest the importance of message recipient's initial opinion as a determinant of persuasion
Advertising · Business · Cognition · Cognitive psychology · Credibility · Data mining · Information processing · Persuasion · Persuasive communication · Political science · Relation (database) · Source credibility · Communication in Education and Healthcare · Computer Science · Misinformation and Its Impacts · Psychology · Public Relations and Crisis Communication · Social Psychology
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Highly Credible Sources
| Unique citing works | 76 |
|---|---|
| Citations per year | 1,65 |
| Citation span | 1980 - 2026 (47) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 63 |