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ID 716
file
title alternative
Minority influence : The effects of expertise of an ingroup versus outgroup
creator
Yamaura, Kazuho
Kurokawa, Masaru
subject
minority expertise
strategy of persuasion
direct influence
indirect influence
NDC
Psychology
abstract
The purpose of this study was to investigate the influence of persuader's expertise and strategy of persuasion on recipient's attitude change. On the basis of Elaboration Likelihood Model (ELM; Petty & Cacioppo, 1986), we predicted that attitudinal change via central route would create both direct and indirect influences, whereas the attitudinal change via peripheral route would create only direct influence. This prediction was tested by using Mucchi-Faina's study design (1994). The subjects were 125 university students who had the initial attitude opposite to the persuasive contents. They first read the persuasive message, in which either inclusive strategy or exclusive strategy was included, written by an expert or a nonexpert minority group, and then rated their own attitudes toward a main topic of the message and the related topics. When an expert used inclusive strategy, both direct and indirect influences occurred, while when the person used exclusive strategy, only direct influence occurred. In the persuasion by an nonexpert, both direct and indirect influence hardly occurred. These results supported the assertion of Chaiken & Stangor (1987), who pointed out that recipients conducted both heuristic and systematic processing simultaneously.
journal title
Memoirs of the Faculty of Integrated Arts and Sciences, Hiroshima University. IV, Science reports
volume
Volume 23
start page
155
end page
163
date of issued
1997-12-28
publisher
広島大学総合科学部
contributor
国立情報学研究所
date of created
2006-03-21
issn
1340-8364
ncid
SelfDOI
language
jpn
nii type
Departmental Bulletin Paper
HU type
Departmental Bulletin Papers
DCMI type
text
format
application/pdf
text version
publisher
department
Graduate School of Integrated Arts and Sciences
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