Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion
Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion
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来源一致性、独特性和共识：说服中凯利方差分析模型的三个维度
DOI：
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发表时间：
2004
影响因子：
4
通讯作者：
Torsten Fett
中科院分区：
文献类型：
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作者：
Rene Ziegler;M. Diehl;Raffael Zigon;Torsten Fett
基于概念分析和现有的研究，作者提出，方差分析模型中指定的三个来源维度在说服中起着与其他来源特征类似的作用（例如，专业知识）。两项研究测试了从这种方法中得出的关于一致性和共识（研究1）以及独特性和共识（研究2）的不同组合的影响的假设。导致关于消息有效性的矛盾（与相似）推断的组合应该影响判断信心，从而影响消息审查。研究1表明，正如预测的那样，高一致性/低一致性和低一致性/高一致性（不一致组合）比高一致性/高一致性和低一致性/低一致性（一致组合）导致更高的期望置信度和更广泛的信息阐述。同样，研究2揭示了在独特性和共识的不一致（与一致）组合下加强的信息审查。结果进行了讨论，相对于多数/少数的影响过程和多源特性。
Based on a conceptual analysis and existing research, the authors propose that the three source dimensions specified in the ANOVA model play similar roles in persuasion as other source characteristics (e.g., expertise). Two studies test assumptions derived from this approach regarding the effects of different combinations of consistency and consensus (Study 1) and distinctiveness and consensus (Study 2). Combinations resulting in contradictory (vs. similar) inferences regarding message validity should affect judgmental confidence and, consequently, affect message scrutiny. Study 1 shows that, as predicted, high consistency/low consensus and low consistency/high consensus (incongruent combinations) lead to higher desired confidence and more extensive message elaboration than high consistency/high consensus and low consistency/low consensus (congruent combinations). Similarly, Study 2 reveals heightened message scrutiny given incongruent (vs. congruent) combinations of distinctiveness and consensus. Results are discussed with respect to majority/minority influence processes and multiple source characteristics.