Communicator credibility and communication discrepancy as determinants of opinion change

Published on Jan 1, 1963in The Journal of Abnormal and Social Psychology
· DOI :10.1037/h0045513
Elliot Aronson40
Estimated H-index: 40
Judith A. Turner1
Estimated H-index: 1
J. Merrill Carlsmith4
Estimated H-index: 4
The theory of cognitive dissonance suggests that opinion change is a function of a specific complex interaction between the credibility of the communicator and the discrepancy of the communication from the initial attitude of the recipient. In a laboratory experiment, Ss who read a communication tha
  • References (11)
  • Citations (263)
Published on Jan 1, 1957
Leon Festinger43
Estimated H-index: 43
Cognitive dissonance theory links actions and attitudes. It holds that dissonance is experienced whenever one cognition that a person holds follows from the opposite of at least one other cognition that the person holds. The magnitude of dissonance is directly proportional to the number of discrepant cognitions and inversely proportional to the number of consonant cognitions that a person has. The relative weight of any discrepant or consonant element is a function of its Importance.
Solomon C. Goldberg1
Estimated H-index: 1
"The present study has been concerned with the determinants of conformity to group norms. The variables under investigation were: (a) the extent of initial disagreement between the individual's and the group's opinion (known as 'distance'); (b) the number of occasions the individual was exposed to the group norm (known as 'exposures'); and (c) the size of the group . . ... In general, greater distance makes for greater conformity . . ... Conformity occurs within the first few exposures to the gr...
Published on Jan 24, 1951in Public Opinion Quarterly3.31
Carl I. Hovland32
Estimated H-index: 32
(Yale University),
Walter Weiss2
Estimated H-index: 2
(Yale University)
A highly needled fabric is produced by treating fabric, e.g., a needled fabric having a density of at least 8 pounds per cubic foot, with a needling fluid and then needling to increase the density, e.g., to at least 12 pounds per cubic foot. The needling fluid is preferably an aqueous fluid containing a surface active agent and/or thickening agent and preferably a foam is produced during needling to aid in maintaining add-ons of needling fluid of at least 100%, e.g., 150% to 250%.
Published on Sep 1, 1949in Communication Monographs2.37
Franklyn S. Haiman7
Estimated H-index: 7
(NU: Northwestern University)
Cited By263
Published on Sep 20, 2019in Journal of Antimicrobial Chemotherapy5.11
Michael Ratajczak1
Estimated H-index: 1
(Lancaster University),
Natalie Gold (PHE: Public Health England)+ 1 AuthorsTim Chadborn2
Estimated H-index: 2
(PHE: Public Health England)
Published on May 1, 2019in Research in Social Stratification and Mobility1.61
Tamás Keller2
Estimated H-index: 2
(MTA: Hungarian Academy of Sciences),
Tamás Keller , Károly Takács (MTA: Hungarian Academy of Sciences)
Abstract Peer effects have been shown to be important for educational development during adolescence. Peer effect from classmates and friends, nevertheless, could be the target of interventions only to a limited extent. We hypothesize that deskmates may affect educational achievement. In contrast to friendship, deskmate relations could realistically be a target of policy intervention by teachers, who can decide on the seating arrangements in class. This study examines whether deskmates have a po...
Published on Aug 1, 2019in Physica A-statistical Mechanics and Its Applications2.50
Evangelos Ioannidis6
Estimated H-index: 6
Nikos C. Varsakelis6
Estimated H-index: 6
Ioannis Antoniou20
Estimated H-index: 20
Abstract The adoption of change in organizational networks is conditioned by the engagement of the so-called “change agents” initiating “cascades of change”, as well as by the internal communication among the members of the network. We investigate how the dynamics of the adoption of change is influenced by the engagement policy of the change agents and by the internal communication. In this perspective, we compare central engagements (high degree, high closeness, high betweenness, high eigen-cen...
Published on May 8, 2019in Journal of Islamic Marketing
Sri Rahayu Hijrah Hati1
Estimated H-index: 1
(UI: University of Indonesia),
Aida Idris7
Estimated H-index: 7
(UM: University of Malaya)
Purpose The purpose of this study is to examine the role of leader and organisational credibility in influencing customers’ intention to support Islamic social enterprises. Design/methodology/approach The credibility of the leader and that of the social enterprise are exposed through advertising. Ads portraying the six largest Islamic social enterprises in Indonesia and their social entrepreneur leaders were shown to 221 existing customers via online and offline surveys. Findings The findings in...
Published on Apr 1, 2019in Political Psychology3.17
Erik Peterson (A&M: Texas A&M University)
Christopher J. Carpenter10
Estimated H-index: 10
(WIU: Western Illinois University)
ABSTRACTOne of the enduring topics for persuasion research is motivated reasoning, when people respond to persuasive messages in ways other than seeking to form an accurate attitude. This essay advances the position that the existing research can be synthesized using the self-concept approach to cognitive dissonance with ego-involvement added as the key explanatory variable to indicate when an issue is likely tied to the individual’s self-concept and thus potentially produce cognitive dissonance...
David C. Vaidis1
Estimated H-index: 1
(Paris V: Paris Descartes University),
Alexandre Bran (Paris V: Paris Descartes University)
Published on May 4, 2018in Journal of Health Communication1.77
Rachel A. Smith14
Estimated H-index: 14
(PSU: Pennsylvania State University),
Youllee Kim1
Estimated H-index: 1
(PSU: Pennsylvania State University),
Nkuchia M. M’ikanatha2
Estimated H-index: 2
(Pennsylvania Department of Health)
Sometimes compliance with medical recommendations is problematic. We investigated pediatric caregivers’ (N = 606) patterns of noncompliance with antibiotic stewardship based on the obstacle hypothesis. We tested predictors of noncompliance framed by the obstacle hypothesis, dissonance theory, and psychological reactance. The results revealed four profiles of caregivers’ stewardship: one marked by compliance (Stewards) and three marked by types of noncompliance (Stockers, Persuaders, and Dissente...
View next paperCommunicator discrepancy, source credibility, and opinion change.