Communicator-recipient similarity and decision change.

Brock, Timothy C.

doi:10.1037/h0022081

Cited by 269 publications

(138 citation statements)

References 15 publications

Supporting

Mentioning

127

Contrasting

Unclassified

Order By: Relevance

“…Salience of the source credibility may be achieved by presenting the communicator in person. Indeed, when this approach was used, source credibility did have a significant effect on behavior (Brock 1965;Woodside and Davenport 1976).…”

Section: Discussionmentioning

confidence: 99%

The Persuasive Effect of Source Credibility: Tests of Cognitive Response

Sternthal¹,

Dholakia²,

Leavitt³

1978

J CONSUM RES

389

197

View full text Add to dashboard Cite

show abstract

Section: Discussionmentioning

confidence: 99%

The Persuasive Effect of Source Credibility: Tests of Cognitive Response

Sternthal¹,

Dholakia²,

Leavitt³

1978

J CONSUM RES

389

197

View full text Add to dashboard Cite

show abstract

“…People are also more likely to express willingness to help a hypothetical person with similar attitudes (Park and Schaller 2005). In general, individuals judge similar others more attractive (Berscheid and Walster 1979;Shanteau and Nagy 1979) and persuasive (Brock 1965;Byrne 1971).…”

Section: Similarity and Familiarity As Related Facial Cuesmentioning

confidence: 99%

Facial Similarity between Voters and Candidates Causes Influence

Bailenson¹,

Iyengar²,

Yee³

et al. 2008

Public Opinion Quarterly

155

102

View full text Add to dashboard Cite

Social science research demonstrates that people are drawn to others perceived as similar. We extend this finding to political candidates by comparing the relative effects of candidate familiarity as well as partisan, issue, gender, and facial similarity on voters' evaluations of candidates. In Experiment 1, during the week of the 2006 Florida gubernatorial race, a national representative sample of voters viewed images of two unfamiliar candidates (Crist and Davis) morphed with either themselves or other voters. Results demonstrated a strong preference for facially similar candidates, despite no conscious awareness of the similarity manipulation. In Experiment 2, one week before the 2004 presidential election, a national representative sample of voters evaluated familiar candidates (Bush and Kerry). Strong partisans were unmoved by the facial similarity manipulation, but weak partisans and independents preferred the candidate with whom their own face had been morphed over the candidate morphed with another voter. In Experiment 3, we compared the effects of policy similarity and facial similarity using a set of prospective 2008 presidential candidates. Even though the effects of party and policy similarity dominated, facial similarity proved a significant cue for unfamiliar candidates. Thus, the evidence across the three studies suggests that even in high-profile elections, voters prefer candidates high in facial similarity, but most strongly with unfamiliar candidates.

show abstract

“…The perceived similarity between information source and seeker can increase the degree to which information is persuasive (Brock, 1965). For example, people are more likely to be persuaded by a message originating from ingroup members than one coming from outgroup members (McGarty, Haslam, Hutchinson, & Turner, 1994) and perceiving the source of information to be credible can predict an information seeker's tendency to follow advice offered by the source (Briggs, Burford, De Angeli, & Lynch, 2002).…”

Section: Group Identification and Information Evaluationmentioning

confidence: 99%

Connecting with the user-generated Web: how group identification impacts online information sharing and evaluation

Flanagin

Hocevar

Samahito³

2013

Information, Communication & Society

View full text Add to dashboard Cite

Online information pools, such as user-generated encyclopedias and websites that aggregate users' ratings of various products and experiences, are increasingly popular venues where people seek out and share information. While cues about the identity of information sources may be limited in these venues, they may nonetheless incite a sense of shared group membership and social identity among users. This study applies Social Identity Theory and Self-Categorization Theory to examine the effects of group identification on people's information contribution and evaluation behaviors in online information pools. Experimental results indicate that shared group identification positively influences motivation, which in turn influences contribution to information pools. Additionally, people tend to find information contributed by similar others to be more credible and they are also more likely to indicate that they will act on this information. The implications of these findings on the sustenance of information pools, and for information sharing in the contemporary media environment more broadly, are discussed.

show abstract

Communicator-recipient similarity and decision change.

Cited by 269 publications

References 15 publications

The Persuasive Effect of Source Credibility: Tests of Cognitive Response

The Persuasive Effect of Source Credibility: Tests of Cognitive Response

Facial Similarity between Voters and Candidates Causes Influence

Connecting with the user-generated Web: how group identification impacts online information sharing and evaluation

Contact Info

Product

Resources

About