An experimental study of the effects on the listener of anticlimax order and authority in an argumentative speech

Sikkink, Donald E.

doi:10.1080/10417945609371433

Cited by 15 publications

(1 citation statement)

References 2 publications

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“…Another variable presumed to affect ethos of a speaker is the use of cited authority in support of materials contained in a speech. Studies by Cole (1954), by Gilkinson, Paulson, and Sikkink (1954), and by Sikkink (1956) reported that citation of authority did not increase persuasiveness. Cathcart (1955) found that (a) arguments supported by authority without documentation, (b) use of authority with documentation, and (c) specification of the expertness of the authority all produced significantly greater shifts of opinion than did the same arguments presented without these forms of support.…”

Section: Experimental Studies Op Ethosmentioning

confidence: 94%

The contribution of studies of source credibility to a theory of interpersonal trust in the communication process.

Giffin¹

1967

Psychological Bulletin

713

352

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Interpersonal trust in the communication process is denned as reliance upon the communication of another person in order to achieve a desired but uncertain objective in a risky situation. A theory of the dimensions of interpersonal trust in communication is presented. Experimental studies of ethos and factor-analytic studies of source credibility support the hypothesis that interpersonal trust is based upon a listener's perceptions of a speaker's expertness, reliability, intentions, activeness, personal attractiveness, and the majority opinion of the listener's associates.

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Section: Experimental Studies Op Ethosmentioning

confidence: 94%

The contribution of studies of source credibility to a theory of interpersonal trust in the communication process.

Giffin¹

1967

Psychological Bulletin

713

352

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Sex differences in influenceability.

Eagly¹

1978

Psychological Bulletin

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Sex differences in influenceability.

Eagly¹

1978

Psychological Bulletin

316

206

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This article examines the hypothesis that women are more influenceable than men in a variety of situations. On the basis of a literature review focusing primarily on persuasion and conformity research, the hypothesis is rejected. For persuasion research and for conformity studies not involving group pressure, there is scant empirical support for a sex difference, and for group pressure conformity research, there is support among a substantial minority of studies. Also explored in this article is the possibility that various sex differences in social influence studies are a product of contextual features of experimental settings. The importance of the cultural context in which research is conducted is suggested by the fact that findings reporting greater influenceability among females were more prevalent in studies published prior to 1970 than in those published in the 1970s. In addition, the importance of the content area of the influence attempt is well established. Finally, sex differences in various psychological processes that may mediate persuasion and conformity are evaluated as possible explanations for those influenceability sex differences that appear to be genuine. The explanation that there is a propensity to yield inherent in the female sex role appears to account for some aspects of influenceability findings, but a second explanation, a tendency for women more than men to be oriented to interpersonal goals in group settings, is also plausible.Social psychology textbooks that discuss sex differences in influenceability typically express the view that women are more easily influenced than men (

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An experimental study of the effects on the listener of anticlimax order and authority in an argumentative speech

Cited by 15 publications

References 2 publications

The contribution of studies of source credibility to a theory of interpersonal trust in the communication process.

The contribution of studies of source credibility to a theory of interpersonal trust in the communication process.

Sex differences in influenceability.

Sex differences in influenceability.

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