Better Liked than Right

McGinnies, Elliott; Ward, Charles D.

doi:10.1177/014616728063023

Cited by 359 publications

(72 citation statements)

References 6 publications

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“…Thus, in contrast to the differences in source evaluations of usefulness and trustworthiness (Appel & Malečkar, 2012), introducing the story to be fiction did not reduce the persuasive effect. This result is remarkable, as higher source trustworthiness has been associated with higher persuasion in previous research on nonnarrative persuasion (e.g., McGinnies & Ward, 1980;see Pornpitakpan, 2004, for an overview). Appel and Malečkar (2012) suggest that the persuasion parity of nonfiction and fiction is due to the subordinate role of information that accompanies a story (paratexts, Genette, 1987) as compared to the story itself in narrative persuasion.…”

Section: On the Trustworthiness Of Fictional And Nonfictional Informasupporting

confidence: 52%

The Persuasive Influence of a Fictional Character's Trustworthiness

Appel

Mara

2013

J Commun

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The present research examined the role of a fictional character's trustworthiness on narrative persuasion. The authors suggest that trustworthiness indicators within the story, rather than paratextual cues (fact–fiction labeling) affect persuasive outcomes. An experiment on fuel‐efficient driving behavior (green driving) was conducted, with behavioral intentions and self‐reported behavior (3 weeks postexposure) as dependent variables. A story with a trustworthy character who introduced green driving behavior led to stronger intentions to engage in fuel‐efficient driving among car owners than a story with a less trustworthy character who provided the same information or a control story. Low character trustworthiness was particularly detrimental to story‐consistent intentions and behavior for recipients who were not deeply immersed into the story world (low narrative presence).

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Section: On the Trustworthiness Of Fictional And Nonfictional Informasupporting

confidence: 52%

The Persuasive Influence of a Fictional Character's Trustworthiness

Appel

Mara

2013

J Commun

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“…Subsequent research established that credibility is not merely one concept, but is constituted of several components including trustworthiness (Hovland, Janis, & Kelley, 1953), expertise (McGinnies & Ward, 1980), goodwill (Walthen & Burkell, 2002), enterprise/experience (Pornpitakpan, 2004), and authority and character (McCroskey, 1966). In reviewing 50 years of credibility research, Pornpitakpan (2004) point out that the main effects of nearly all studies suggest that high credibility sources are more effective in causing attitude change and behaviors desired by the communicator than are low credibility sources.…”

Section: Credibilitymentioning

confidence: 99%

Ideological group persuasion: A within-person study of how violence, interactivity, and credibility features influence online persuasion

Taylor

Johnson

Ault

et al. 2015

Computers in Human Behavior

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a b s t r a c tIdeological groups (both non-violent and violent) make extensive use of the Internet for recruiting and other purposes, yet little is known about the effectiveness of the influence of websites of differing ideologies on attitudes and behavior. Furthermore, although credibility and interactivity have been extensively studied in online settings, they have received scant attention with regards to ideological groups. Using a within-subjects design, this study explored how individuals' attitudes, emotional reactions, behaviors and behavioral intentions are affected by two separate websites, with one promoting a liberal ideology and one promoting a conservative ideology. Results indicated that individuals preferred the liberal ideology, that violent websites led to higher negative affect and lowered perceptions of credibility than the non-violent websites, and that violence decreased the likelihood of taking action. Additionally, high interactivity increased the salience of the credibility manipulations with regards to their impact on the likelihood of taking action.

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“…Whether or not we take advice from someone is likely to be influenced not only by our attitudes towards specific advice-givers and the social groups that they represent (e.g., female, Asian), but also attitudes about their trustworthiness (McGinnies & Ward, 1980;Van't Wout & Sanfey, 2008), perceived competence (McGinnies & Ward, 1980;Todorov, Mandisodza, Goren, & Hall, 2005), friendliness (Oehler & Kohlert, 2009), and similarity to "us" (Burger, Messian, Patel, del Prado, & Anderson, 2004;Gino, Shang, & Croson, 2009). Prejudice, then, manifested as the unwarranted preference for taking advice from members of one social group over another, may reflect one-or a number of-these beliefs.…”

Section: Experiments 4: Beliefs Underlying Decisions On the Advice Taskmentioning

confidence: 99%

Advice-taking as an unobtrusive measure of prejudice

Webb

2011

Behav Res

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A new unobtrusive measure of prejudice is proposed based on an advice-taking task. The computerbased task requires participants to find a token hidden behind one of two boxes. Prior to making their choice, however, someone (depicted by a name or a face) provides advice as to the token's location. An unobtrusive measure of prejudice is derived by manipulating the advice-giver's social group (e.g., male or female, Asian or White) and comparing the proportions of advice taken from each group. In Experiment 1, although the participants were not aware of it, they took more advice from males than from females. In Experiment 2, the relative proportion of advice taken from Asian versus White advice-givers correlated with responses to a news story pertaining to Asians. In Experiment 3, the relative proportion of advice taken from Asian versus White advice-givers correlated with scores on the Implicit Association Test (IAT) and predicted discriminatory behaviour, as indexed by the lost e-mail technique, better than other measures. In Experiment 4, scores on the advice task were uncontaminated by social desirability concerns and reactance and reflected the relative amounts of trust that people placed in different social groups. Taken together, these findings suggest that the advice task may be a useful tool for researchers seeking an unobtrusive measure of prejudice with predictive validity.

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Better Liked than Right

Cited by 359 publications

References 6 publications

The Persuasive Influence of a Fictional Character's Trustworthiness

The Persuasive Influence of a Fictional Character's Trustworthiness

Ideological group persuasion: A within-person study of how violence, interactivity, and credibility features influence online persuasion

Advice-taking as an unobtrusive measure of prejudice

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