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Stereotypes in Persuasive Communication: Influence Exerted by a Disapproved Source
Author(s) -
Abbate Costanza Scaffidi,
Boca Stefano,
Bocchiaro Piero
Publication year - 2004
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.1559-1816.2004.tb02003.x
Subject(s) - psychology , social psychology , information source (mathematics) , persuasive communication , persuasion , statistics , mathematics
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.