Source Consistency, Distinctiveness, and Consensus : The Three Dimensions of The Kelley ANOVA Model in Persuasion  

Oleh:

Diehl, Michael ; Ziegler, Rene ; Fett, Torsten ; Zigon, Raffael

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 30 no. 3 (Mar. 2004), page 352-364.
Topik: ANOVA; attitude change; distinctiveness; consistency; consensus; majority vs. minority influence processes; source factors
Fulltext: 352PSPB303.pdf (123.18KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.17 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

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 judgemental 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.

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