Generalization of interpersonal similarity.

Stotland, Ezra; Zander, Alvin; Natsoulas, Thomas

doi:10.1037/h0041445

Cited by 78 publications

(28 citation statements)

References 7 publications

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“…These results are consistent with the findings of other researchers that demonstrate the similarity between observer and model as a factor in imitation of nonprosocial behavior (Baron, 1970;Burnstein, Stotland, & Zander, 1961;Hicks, 1965;Kazdin, 1974;Kornhaber & Schroeder, 1975;Rosekrans, 1967;Stotland & Hillmer, 1962;Stotland & Patchen, 1961;Stotland, Zander, & Natsoulas, 1961).…”

Section: Similaritysupporting

confidence: 95%

Effects of the Model's Age, Perceived Similarity, and Familiarity on Children's Donating

Owens

Ascione

1991

The Journal of Genetic Psychology

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Section: Similaritysupporting

confidence: 95%

Effects of the Model's Age, Perceived Similarity, and Familiarity on Children's Donating

Owens

Ascione

1991

The Journal of Genetic Psychology

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“…Existing findings on the positive role of source similarity in marketing and sales literatures (Lichtenthal and Tellefsen 2001) can potentially be extended to the digital opinion sharing situations. Such characteristics as shared attitudes, morality, personality traits, music preferences, background, and perceptions about life have been found to positively affect a sales outcome (Byrne 1962;Byrne, Griffitt, and Stefaniak 1967;Dion, Easterling, and Miller 1995;Stotland, Zander, and Natsoulas 1961;Taylor and Woodside 1982).…”

Section: Source Characteristicsmentioning

confidence: 96%

Exploring effects of source similarity, message valence, and receiver regulatory focus on yelp review persuasiveness and purchase intentions

Pentina

Bailey

Zhang

2015

Journal of Marketing Communications

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This study is among the first to investigate the impact of message, source, and receiver characteristics on user attitudes toward Yelp reviews, with the subsequent impact of these attitudinal evaluations on review persuasiveness. Specifically, it examines the roles of review valence (positive/negative) and sidedness (one-sided/two-sided), as well as perceived similarity with the reviewer, on user perceptions of helpfulness, trustworthiness, and credibility of the review. The study also tests moderating effects of perceived source similarity and user regulatory focus on the relationships among message characteristics, attitudinal variables, and purchase intentions. Our results disconfirm the negativity bias reported in previous studies and indicate that positive reviews are perceived as more trustworthy, credible, and helpful than negative or twosided reviews. Review helpfulness and credibility, in turn, positively impacts its persuasiveness, with regulatory focus playing a complex nuanced role in the persuasiveness -behavioral intentions relationship. Based on the findings, future research avenues and managerial implications are proposed.

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“…The literature on modeling effects indicates that characteristics of the model can be expected to influence subjects' responsiveness to the model's behavior. Similarity between model and observer tends to enhance modeling (Maccoby & Wilson, 1957;Rosekrans, 1967;Stotland, Zander & Natsoulas, 1961;Tannenbaum & Gaer, 1965). Thus, a dieting (restrained) model should be imitated more by restrained subjects than a nondieting model regardless of her behavior.…”

mentioning

confidence: 99%

Effects of a model on eating behavior: The induction of a restrained eating style¹

Polivy

Herman

Younger

et al. 1979

Journal of Personality

110

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An experiment was conducted to assess the effects of a same-sex model on females' eating behavior. The model ate either a large or small quantity along with the subject in an ad lib satiation context, and either did or did not identify herself as a dieter. Subjects were 86 female undergraduates, split into normally dieting or nondieting subgroups. Number of sandwich quarters consumed ad lib following a small fixed preload was found to vary as a function of (a) model's consumption (b) model's dieter status and (c) subject's dieter status; there were no significant interactions. A subsequent taste-rating assessment of nut consumption, in which the model was present but could neither see nor be seen by the subject, indicated that the three factors which had previously affected sandwich consumption independently combined to affect nut consumption interdependently. The results were interpreted in terms of the effect of the model on the quantity and pattern of consumption, and conclusions were drawn about the dynamics of restrained and unrestrained eating and implications for therapy.

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Generalization of interpersonal similarity.

Abstract: Subjects working in isolation were led to believe that they were the third member of a three-person group and were asked privately

Cited by 78 publications

References 7 publications

Effects of the Model's Age, Perceived Similarity, and Familiarity on Children's Donating

Effects of the Model's Age, Perceived Similarity, and Familiarity on Children's Donating

Exploring effects of source similarity, message valence, and receiver regulatory focus on yelp review persuasiveness and purchase intentions

Effects of a model on eating behavior: The induction of a restrained eating style¹

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Generalization of interpersonal similarity.

Abstract: Subjects working in isolation were led to believe that they were the third member of a three-person group and were asked privately

Cited by 78 publications

References 7 publications

Effects of the Model's Age, Perceived Similarity, and Familiarity on Children's Donating

Effects of the Model's Age, Perceived Similarity, and Familiarity on Children's Donating

Exploring effects of source similarity, message valence, and receiver regulatory focus on yelp review persuasiveness and purchase intentions

Effects of a model on eating behavior: The induction of a restrained eating style1

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Effects of a model on eating behavior: The induction of a restrained eating style¹