Prior familiarity, perceived bias, and one-sided versus two-sided communications

Chu, Godwin C.

doi:10.1016/0022-1031(67)90026-1

Cited by 39 publications

(30 citation statements)

References 8 publications

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“…These authors compared the effectiveness of one-sided versus two-sided persuasive messages. The results suggest that two-sided persuasive message -one that articulates a position and refutes opposing arguments -is more effective, especially when the audience is somewhat familiar with the domain under consideration (see also Chu, 1967). One may infer that a "positive message" will cause perceivers to generate counterarguments and dismiss it as not credible.…”

Section: Introductionmentioning

confidence: 80%

See 1 more Smart Citation

Describing a group in positive terms reduces prejudice less effectively than describing it in positive and negative terms

Bräuer

Er-rafiy

Kawakami

et al. 2012

Journal of Experimental Social Psychology

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Section: Introductionmentioning

confidence: 80%

“…As we have argued in the Introduction, we believe that the difference in effectiveness is due to the acceptability of the message communicated in the poster (Chu, 1967;Hovland et al, 1949). We predicted that the mixed poster would be judged more acceptable and would create less reactance in individuals.…”

Section: Methodsmentioning

confidence: 92%

Describing a group in positive terms reduces prejudice less effectively than describing it in positive and negative terms

Bräuer

Er-rafiy

Kawakami

et al. 2012

Journal of Experimental Social Psychology

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“…The only groups that seem more positively affected by two-sided messages were those initially opposed to the conclusion and those of "higher" educational levels. Two-sided messages can serve to "immunize" or inoculate against contradictory information of later messages (5,14,22,24,25,26).…”

Section: Introductionmentioning

confidence: 99%

Comparative Analysis of the Relative Effectiveness of One- and Two- Sided Communication for Contrasting Products

Golden

Alpert²

1987

Journal of Advertising

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We I1'8tefuUy acknowledge the support of the Department of Transportation Program of University Research, Contract DOT·OS·30093 and the computational auistance of Mary Zimmer, currently an Aaaistant ProfellOr at the University of Geol'lia. Both authors contributed equaDy. Previous Research on OneVersus Two-Sided ArgumentsEarly research into one-versus two-sided communications was conducted during World War II (16). There was no main effect on direct attitude change, but there were interactions with initial favorability: One-sided communication was more effective for those initially in favor of the conclusion, while two-sided communication was more effective for those initially opposed to the conclusion. In addition, two-sided messages were more effective for high school graduates and one-sided messages were more effective for subjects having less than a high school education. higher advertising evaluation.. generalizations acrose products should be made with caution.

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“…More recent research has confirmed the importance of familiarity. In at least three studies, a two-sided appeal was more effective than a one-sided appeal when Ss were familiar with the issue (2,3,5). However, when Ss were unfamiliar with the issues, a one-sided appeal was more effective than a two-sided appeal (2,3,6).…”

mentioning

confidence: 81%

The Effectiveness of One-Sided and Two-Sided Appeals as a Function of Familiarization and Context

Dipboye

1977

The Journal of Social Psychology

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Eighty-four male college students were given either a one-sided or twosided appeal in which the communicator argued that a defendant in a court case was guilty of murder. A measure of agreement with the appeal served as the dependent variable. Ss unfamiliar with the issues in the simulated court case were more persuaded by a one-sided appeal than a two-sided appeal when the study was described as dealing with "accuracy of decision making." On the other hand, there was a tendency for unfamiliar Ss to be more persuaded by a two-sided appeal than a one-sided appeal when an explicit persuasion context was provided. Also, Ss familiar with the issues were more resistant to persuasive attempts than unfamiliar Ss. Analysis of postexperimental questionnaire data revealed that counterarguments and perceptions of communicator competence and correctness were associated with the effects of the independent variables on S attitudes.

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Prior familiarity, perceived bias, and one-sided versus two-sided communications

Cited by 39 publications

References 8 publications

Describing a group in positive terms reduces prejudice less effectively than describing it in positive and negative terms

Describing a group in positive terms reduces prejudice less effectively than describing it in positive and negative terms

Comparative Analysis of the Relative Effectiveness of One- and Two- Sided Communication for Contrasting Products

The Effectiveness of One-Sided and Two-Sided Appeals as a Function of Familiarization and Context

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