Information Utility and the Multiple Source Effect

@article{Harkins1987InformationUA,
  title={Information Utility and the Multiple Source Effect},
  author={Stephen G. Harkins and Richard E. Petty},
  journal={Journal of Personality and Social Psychology},
  year={1987},
  volume={52},
  pages={260-268}
}
  • S. Harkins, R. Petty
  • Published 1 February 1987
  • Psychology
  • Journal of Personality and Social Psychology
In a series of studies, Harkins and Petty (198 la) identified a multiple source eifect whereby information presented by multiple sources received greater scrutiny than did the same information presented by a single source. One implication of this was that when multiple sources presented strong arguments, the arguments elicited more favorable issue-relevant thoughts and more agreement than when the same strong information was presented by a single source. However, when multiple sources presented… Expand

Tables from this paper

Multiple sources in advertising appeals: When product endorsers are paid by the advertising sponsor
Previous research has shown that respondents who are exposed to multiple sources featured in an advertising appeal engage in more diligent processing of the message arguments than those who areExpand
When contradictions foster persuasion: An attributional perspective
Abstract Conventional wisdom and past research suggest that contradicting oneself, or changing one's stated opinion, should undermine one's persuasiveness. In contrast to this view, we propose thatExpand
When Are Strong Arguments Stronger Than Weak Arguments?
  • Eun-Ju Lee
  • Computer Science, Psychology
  • Commun. Res.
  • 2008
TLDR
Results suggest that less systematic message processing and greater reliance on normative considerations account for how deindividuation moderates the effects of argument strength on group conformity. Expand
The Presence of Norms in the Absence of Groups?The Impact of Normative Influence Under Hidden-Profile Conditions
The impact of normative and informational influence was examined with respect to research on hidden profiles, which occur when the members of a group individually hold information favoring aExpand
No, Virginia, it’s not true what they say about publicity’s “implied third-party endorsement” effect
Abstract This essay re-examines “implied third-party endorsement” as an explanation of publicity’s effectiveness. Instead of the traditional explanation that publicity’s superiority can be attributedExpand
Integrating advice and experience: learning and decision making with social and nonsocial cues.
TLDR
This research adapted a cognitive learning paradigm to examine the process by which people learn what sources of information are credible, and suggests that extant cognitive learning models can accommodate either advice or nonsocial cues in isolation. Expand
Content Class as a Contextual Cue in the Cognitive Processing of Publicity Versus Advertising
Claims about the superiority of news over advertising are a cornerstone of public relations practice. Drawing on the dual processing models in social cognition (Chaiken, 1980, 1987; Petty & Cacioppo,Expand
Integrating and Comparing Others' Opinions
Abstract The study examines the process by which consumers integrate and compare others' opinions from different third-party endorsements into their product evaluations and purchase decisions.Expand
Friendly-Contention Ads Using Multiple Endorsers: Assessing Source Effects On Attribute Perceptions And Brand Attitudes
Our study is a preliminary investigation of multiple-source friendly-contention ads in which various endorsers argue about the brand's main benefit(s). The results demonstrate that such an adExpand
Perceptions of Entitativity and Attitude Change
TLDR
It was found that groups greater in entitativity were more persuasive when presenting strong (vs. weak) arguments and induced greater argument elaboration, implications for the understanding of entitativity, persuasion, and information processing about social groups are discussed. Expand
...
1
2
3
4
5
...

References

SHOWING 1-10 OF 31 REFERENCES
The Multiple Source Effect in Persuasion
Holding constant information about the number of sources and number of arguments to which they might be exposed, subjects viewed one source presenting three different arguments, three sourcesExpand
Personal involvement as a determinant of argument based persuasion
It was suggested that there are two basic routes to persuasion. One route is based on the thoughtful consideration of arguments central to the issue, whereas the other is based on peripheral cues inExpand
Heuristic versus systematic information processing and the use of source versus message cues in persuasion.
In Experiment 1, subjects read a persuasive message from a likable or unlikable communicator who presented six or two arguments concerning one of two topics. High response involvement subjectsExpand
Access to attitude-relevant information in memory as a determinant of persuasion: The role of message attributes
Abstract Recipients with access to attitude-relevant information in memory were thought to draw on these beliefs and prior experiences to evaluate the validity of message arguments. Consistent withExpand
The Elaboration Likelihood Model of Persuasion
  • R. Petty, J. Cacioppo
  • Psychology, Computer Science
  • Advances in Experimental Social Psychology
  • 1986
TLDR
This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion, and outlines the two basic routes to persuasion. Expand
Social Context Effects in Persuasion: The Effects of Multiple Sources and Multiple Targets
Attitudes are a central feature of our social lives. Daily, we are called upon or feel compelled to express our views on a variety of topics. Equally often, we are exposed to attempts to change theseExpand
The Relation of Cognitive and Memorial Processes to Persuasion in a Simulated Jury Trial
Four experiments investigated the dependence of persuasion on cognitive factors. All experiments employed a court case for which 795 subjects acted as jury members, reading summaries of both theExpand
Similarity in the influence process: The belief-value distinction.
An experiment was conducted to test the hypothesis that when a belief was at issue, agreement from a dissimilar other would increase judgmental confidence more than agreement from a similar other;Expand
Cognitive theories of persuasion
Publisher Summary This chapter discusses the end-products of social psychological processes. It reviews a research on a fairly extensive history in social psychology––persuasion. Testifying to theExpand
Perception of groups, size of opposition, and social influence.
Abstract Two experiments investigated the relationship between social influence and the number of persons attempting influence. The organization of these persons was varied so that subjects eitherExpand
...
1
2
3
4
...