Stereotypes in persuasive communication: The influence exerted by a disapproved source

Costanza Scaffidi Abbate, Stefano Boca, Costanza Scaffidi Abbate

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1 Citazioni (Scopus)

Abstract

The present paper examines how someone's use of stereotypes can exert influence over others’ judgments. In the 2 studies reported here, participants were presented with messages containing information provided by a source. In Study 1, the source was an in-group member. The messages were manipulated in a between-subjects design so that participants were either given stereotypical or counterstereotypical information. After being given a hint regarding the source's estimate, participants were asked to provide their own estimates about a number of points displayed on a computer screen. Results indicate that participants tended to use as an anchor the estimate provided by the source that made use of stereotypes. In Study 2, an out-group member provided participants with information that was either stereotypical or neutral. Again, results indicate that participants were influenced by the source making use of stereotypes.
Lingua originaleEnglish
pagine (da-a)1191-1207
Numero di pagine17
RivistaJournal of Applied Social Psychology
Volume34
Stato di pubblicazionePublished - 2004

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All Science Journal Classification (ASJC) codes

  • Social Psychology

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