Source entitativity and the processing of persuasive messages: The roles of source efficacy and message position
Abstract
Past research suggests that people process persuasive messages to a greater extent when the source of the message is a group high rather than low in entitativity. Explanations of this phenomenon have centered on the notion that entitative groups represent a singular essence that elicits more elaborative cognition. However, effects of entitativity may be associated with preceptions that an entitative source is more able to put into place the advocated policy. These perceptions of source efficacy are hypothesized to interact with the position or direction of a message to produce opposing patterns of message processing. When the position of a message is counterattitudinal (opposing message recipient's current attitudes), a highly entitative/efficacious source should elicit greater message-related thinking than a less entitative/efficacious source due to concern that the source may be likely to bring about the negative outcomes proposed. However, when appeals are proattitudinal (supporting message recipient's current attitudes), a source low rather than high in entitativity/efficacy should initiate greater message scrutiny due to concern that the source may be unlikely to facilitate the positive outcomes proposed. By examining entitativity of a group message source (Studies 1-3) or the efficacy of a single communicator (Studies 4-6), the results of six studies are consistent with predictions. Implications for research on group entitativity, source efficacy, and related constructs are discussed.
Degree
Ph.D.
Advisors
Wegener, Purdue University.
Subject Area
Social psychology
Off-Campus Purdue Users:
To access this dissertation, please log in to our
proxy server.