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The effect of message credibility, need for cognitive closure, and information sufficiency on thought-induced attitude change

Author

Listed:
  • Bruce E. Pfeiffer

    (University of New Hampshire)

  • Hélène Deval

    (Dalhousie University)

  • David H. Silvera

    (University of Texas at San Antonio)

  • Maria L. Cronley

    (Ohio Northern University)

  • Frank R. Kardes

    (University of Cincinnati)

Abstract

Self-generated thought has been shown to have a significant impact on attitude change. Merely thinking about an attitude can result in more extreme attitudes. Although research in this area has investigated several moderating factors, most of the research looks at constraints that attenuate but do not reverse the effect (depolarization). The current research investigates source effects as a depolarizing variable while testing two additional moderating variables. The results provide important new insights into self-generated persuasion. Source effects can result in polarizing effects if the source is credible but depolarizing effects if the source is less credible (experiment 1). Further, thought-induced attitude change depends on varying levels of need for cognitive closure (experiment 2 and experiment 3) and information sufficiency (experiment 3).

Suggested Citation

  • Bruce E. Pfeiffer & Hélène Deval & David H. Silvera & Maria L. Cronley & Frank R. Kardes, 2019. "The effect of message credibility, need for cognitive closure, and information sufficiency on thought-induced attitude change," Marketing Letters, Springer, vol. 30(2), pages 193-205, June.
    • Handle: RePEc:kap:mktlet:v:30:y:2019:i:2:d:10.1007_s11002-019-09491-x
    DOI: 10.1007/s11002-019-09491-x
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    References listed on IDEAS

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    1. Yong-Soon Kang & Paul M. Herr, 2006. "Beauty and the Beholder: Toward an Integrative Model of Communication Source Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(1), pages 123-130, June.
    2. Frank Germann & Rajdeep Grewal & William Ross & Rajendra Srivastava, 2014. "Product recalls and the moderating role of brand commitment," Marketing Letters, Springer, vol. 25(2), pages 179-191, June.
    3. Friestad, Marian & Wright, Peter, 1994. "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(1), pages 1-31, June.
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    Cited by:

    1. Jie Chen & Wenjian Fan & Junlong Wei & Zunli Liu, 2022. "Effects of linguistic style on persuasiveness of word-of-mouth messages with anonymous vs. identifiable sources," Marketing Letters, Springer, vol. 33(4), pages 593-605, December.
    2. Jesse L. Barnes & Anjala S. Krishen & Han-fen Hu, 2021. "Untapped Knowledge about Water Reuse: the Roles of Direct and Indirect Educational Messaging," Water Resources Management: An International Journal, Published for the European Water Resources Association (EWRA), Springer;European Water Resources Association (EWRA), vol. 35(8), pages 2601-2615, June.

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