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Communication Quarterly Volume 24, 1976 - Issue 3
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Original Articles

Persuasion as a function of the receiver's prior success or failure as a message source

Dominic A. Infante Associate Professor in the Division of Rhetoric & Communication of the School of Speech, Kent State University,
Pages 21-26 | Published online: 21 May 2009

  • Hovland , Carl I. , Janis , Irving L. and Kelley , Harold H. 1953 . Communication and Persuasion , 174 – 214 . New Haven : Yale University Press .
  • Janis , Irving L. 1954 . “Personality Correlates of Susceptibility to Persuasion,” . Journal of Personality , 22 : 504 – 518 .
  • Janis , Irving L. and Field , P. B. 1959 . “Sex Differences and Personality Factors Related to Persuasibility,” . In Personality and Persuasibility , Edited by: Hovland , Carl I. and Janis , Irving L. 55 – 58 . New Haven : Yale University Press .
  • Nisbett , Richard E. and Gordon , Andrew . 1967 . “Self‐Esteem and Susceptibility to Social Influence,” . Journal of Personality and Social Psychology , 5 : 268 – 276 .
  • Gollob , Harry F. and Dittes , James E. 1965 . “Effects of Manipulated Self‐Esteem on Persuasibility Depending on Threat and Complexity of Communication,” . Journal of Personality and Social Psychology , 2 : 195 – 201 .
  • Deaux , Kay . 1972 . “Anticipatory Attitude Change: A Direct Test of the Self‐Esteem Hypothesis,” . Journal of Experimental Social Psychology , 8 : 143 – 155 .
  • Scott , William A. 1959 . “Attitude Change by Response Reinforcement: Replication and Extension,” . Sociometry , 22 : 328 – 335 .
  • Kelman , Herbert C. 1950 . “Effects of Success and Failure on ‘Suggestibility’ in the Autokinetic Situation,” . Journal of Abnormal and Social Psychology , 45 : 267 – 285 .
  • Mausner , Bernard . 1954 . “The Effect of Prior Reinforcement on the Interaction of Observer Pairs,” . Journal of Abnormal and Social Psychology , 49 : 65 – 68 .
  • Samelson , Franz . 1957 . “Conforming Behavior Under Two Conditions of Conflict in the Cognitive Field,” . Journal of Abnormal and Social Psychology. , 55 : 181 – 187 .
  • McCroskey , James C. 1966 . “Scales for the Measurement of Ethos,” . Speech Monographs , 33 : 65 – 72 .
  • Hays , William L. 1963 . Statistics , 551 – 558 . New York : Holt, Rinehart & Winston .
  • Infante , Dominic A. 1975 . “Threatening Arguments and Prior Success as a Message Source as Determinants of Persuasion,” . Queens College, CUNY . unpublished research report

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