Source factors in persuasion: A self-validation approach

References

• Abelson , R. P. , Aronson , E. , McGuire , W. J. , Newcomb , T. M. , Rosenberg , M. J. and Tannenbaum , P. H. 1968 . Theories of cognitive consistency: A sourcebook , Chicago : Rand McNally .
   Google Scholar
• Abelson , R. P. and Rosenberg , M. J. 1958 . Symbolic psycho-logic: A model of attitudinal cognition . Behavioural Science , 3 : 1 – 13 .
   Google Scholar
• Aronson , E. 1969 . “ Cognitive dissonance: A current perspective ” . In Advances in experimental social psychology , Edited by: Berkowitz , L. Vol. 4 , 1 – 34 . New York : Academic Press .
   Google Scholar
• Bailenson , J. and Yee , N. 2005 . Digital chameleons: Automatic assimilation of nonverbal gestures in immersive virtual environments . Psychological Science , 16 : 814 – 819 .
   PubMed Web of Science ®Google Scholar
• Baker , S. M. and Petty , R. E. 1994 . Majority and minority influence: Source-position imbalance as a determinant of message scrutiny . Journal of Personality and Social Psychology , 67 : 5 – 19 .
   Web of Science ®Google Scholar
• Barden , J. and Petty , R. E. 2008 . The mere perception of elaboration creates attitude certainty: Exploring the thoughtfulness heuristic . Journal of Personality and Social Psychology , 95 : 489 – 509 .
   PubMed Web of Science ®Google Scholar
• Beck , A. T. and Greenberg , R. L. 1994 . “ Brief cognitive therapies ” . In Handbook of psychotherapy and behaviour change , Edited by: Bergin , A. E. and Garfield , S. L. 230 – 249 . New York : J. Wiley .
   Google Scholar
• Bohner , G. , Ruder , M. and Erb , H. P. 2002 . When expertise backfires: Contrast and assimilation effects in persuasion . British Journal of Social Psychology , 41 : 495 – 519 .
   PubMed Web of Science ®Google Scholar
• Briñol , P. and Petty , R. E. 2003 . Overt head movements and persuasion: A self-validation analysis . Journal of Personality and Social Psychology , 84 : 1123 – 1139 .
   PubMed Web of Science ®Google Scholar
• Briñol , P. and Petty , R. E. 2004 . “ Self-validation processes: The role of thought confidence in persuasion ” . In Contemporary perspectives on the psychology of attitudes , Edited by: Haddock , G. and Maio , G. 205 – 226 . Philadelphia , PA : Psychology Press .
   Google Scholar
• Briñol , P. and Petty , R. E. 2008 . “ Embodied persuasion: Fundamental processes by which bodily responses can impact attitudes ” . In Embodiment grounding: Social, cognitive, affective, and neuroscientific approaches , Edited by: Semin , G. R. and Smith , E. R. 184 – 207 . Cambridge , UK : Cambridge University Press .
   Google Scholar
• Briñol , P. , Petty , R. E. and Barden , J. 2007a . Happiness versus sadness as determinants of thought confidence in persuasion: A self-validation analysis . Journal of Personality and Social Psychology , 93 : 711 – 727 .
   PubMed Web of Science ®Google Scholar
• Briñol , P. , Petty , R. E. , Gallardo , I. and DeMarree , K. G. 2007b . The effect of self-affirmation in non-threatening persuasion domains: Timing affects the process . Personality and Social Psychology Bulletin , 33 : 1533 – 1546 .
   PubMed Web of Science ®Google Scholar
• Briñol , P. , Petty , R. E. and Gasco , M. 2008 . The origin of thoughts in persuasion , Unpublished manuscript .
   Google Scholar
• Briñol , P. , Petty , R. E. and Tormala , Z. L. 2004 . The self-validation of cognitive responses to advertisements . Journal of Consumer Research , 30 : 559 – 573 .
   Web of Science ®Google Scholar
• Briñol , P. , Petty , R. E. , Valle , C. , Rucker , D. D. and Becerra , A. 2007c . The effects of message recipients' power before and after persuasion: A self-validation analysis . Journal of Personality and Social Psychology , 93 : 1040 – 1053 .
   PubMed Web of Science ®Google Scholar
• Briñol , P. , Petty , R. E. and Wheeler , S. C. 2006 . Discrepancies between explicit and implicit self-concepts: Consequences for information processing . Journal of Personality and Social Psychology , 91 : 154 – 170 .
   PubMed Web of Science ®Google Scholar
• Cacioppo , J. T. and Petty , R. E. 1982 . The need for cognition . Journal of Personality and Social Psychology , 42 : 116 – 131 .
   Web of Science ®Google Scholar
• Cacioppo , J. T. , Petty , R. E. , Feinstein , J. A. and Jarvis , W. B. G. 1996 . Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition . Psychological Bulletin , 119 : 197 – 253 .
   Web of Science ®Google Scholar
• Chaiken , S. 1980 . Heuristic versus systematic information processing in the use of source versus message quest in persuasion . Journal of Personality and Social Psychology , 39 : 752 – 766 .
   Web of Science ®Google Scholar
• Chaiken , S. , Liberman , A. and Eagly , A. H. 1989 . “ Heuristic and systematic processing within and beyond the persuasion context ” . In Unintended thought , Edited by: Uleman , J. S. and Bargh , J. A. 212 – 252 . New York : Guilford Press .
   Google Scholar
• Chaiken , S. and Maheswaran , D. 1994 . Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgement . Journal of Personality and Social Psychology , 66 : 460 – 473 .
   PubMed Web of Science ®Google Scholar
• Chartrand , T. L. and Bargh , J. A. 1999 . The chameleon effect: The perception behaviour link and social interaction . Journal of Personality and Social Psychology , 76 : 893 – 910 .
   PubMed Web of Science ®Google Scholar
• Clark , J. K. , Wegener , D. T. , Briñol , P. and Petty , R. E. in press . “ Discovering that the shoe fits: The self-validating role of stereotypes ” . In Psychological Science
   Google Scholar
• Clarkson , J. J. , Tormala , Z. L. and Rucker , D. D. 2008 . A new look at the consequences of attitude certainty: The amplification hypothesis . Journal of Personality and Social Psychology , 95 : 810 – 825 .
   PubMed Web of Science ®Google Scholar
• Clore , G. L. , Gasper , K. and Garvin , E. 2001 . “ Affect as information ” . In Handbook of affect and social cognition , Edited by: Forgas , J. P. 121 – 144 . Mahwah , NJ : Lawrence Erlbaum Associates Inc .
   Google Scholar
• Clore , G. L. and Huntsinger , J. R. 2007 . How emotions inform judgement and regulate thought . Trends in Cognitive Science , 11 : 393 – 399 .
   PubMed Web of Science ®Google Scholar
• Costermans , J. , Lories , G. and Ansay , C. 1992 . Confidence level and feeling of knowing in question answering: The weight of inferential processes . Journal of Experimental Psychology: Learning, Memory, and Cognition , 18 : 142 – 150 .
   Web of Science ®Google Scholar
• Crano , W. D. and Chen , X. 1998 . The leniency contract and persistence of majority and minority influence . Journal of Personality and Social Psychology , 74 : 1437 – 1450 .
   Web of Science ®Google Scholar
• Crocker , J. and Park , L. E. 2004 . The costly pursuit of self-esteem . Psychological Bulletin , 130 : 392 – 414 .
   PubMed Web of Science ®Google Scholar
• DeBono , K. G. and Harnish , R. J. 1988 . Source expertise, source attractiveness, and processing or persuasive information: A functional approach . Journal of Personality and Social Psychology , 55 : 541 – 546 .
   Web of Science ®Google Scholar
• DeMarree , K. G. , Briñol , P. and Petty , R. E. 2008a . Assimilation and contrast of facial expressions: A self-validation approach , Unpublished manuscript .
   Google Scholar
• DeMarree , K. G. , Petty , R. E. and Briñol , P. 2007 . Self and attitude strength parallels: Focus on accessibility . Social and Personality Psychology Compass , 1 : 441 – 468 .
   Google Scholar
• DeMarree , K. G. , Petty , R. E. and Briñol , P. 2008b . In search of individual differences in the use of mental contents , Unpublished manuscript .
   Google Scholar
• DeMarree , K. G. , Wheeler , S. C. and Petty , R. E. 2005 . Priming a new identity: Self-monitoring moderates the effects of non-self primes on self-judgements and behaviour . Journal of Personality and Social Psychology , 89 : 657 – 671 .
   PubMed Web of Science ®Google Scholar
• Festinger , L. 1950 . Informal social communication . Psychological Review , 57 : 271 – 282 .
   PubMed Web of Science ®Google Scholar
• Festinger , L. 1957 . A theory of cognitive dissonance , Stanford , CA : Stanford University Press .
   Google Scholar
• Fiske , S. T. 1993 . Controlling other people: The impact of power in stereotyping . American Psychologist , 48 : 621 – 628 .
   PubMed Web of Science ®Google Scholar
• Fleming , M. A. and Petty , R. E. 2000 . “ Identity and persuasion: An elaboration likelihood approach ” . In Attitudes, behaviour, and social context: The role of norms and group membership , Edited by: Terry , D. J. and Hogg , M. A. 171 – 199 . Mahwah , NJ : Lawrence Erlbaum Associates Inc .
   Google Scholar
• Fleming , M. A. , Petty , R. E. and White , P. H. 2005 . Stigmatized targets and evaluation: Prejudice as a determinant of attribute scrutiny and polarization . Personality and Social Psychology Bulletin , 31 : 496 – 507 .
   PubMed Web of Science ®Google Scholar
• Friestad , M. and Wright , P. 1995 . Persuasion knowledge: Lay people's and researchers' beliefs about the psychology of persuasion . Journal of Consumer Research , 27 : 123 – 156 .
   Google Scholar
• Galinsky , A. D. , Gruenfeld , D. H. and Magee , J. C. 2003 . From power to Action . Journal of Personality and Social Psychology , 85 : 453 – 466 .
   PubMed Web of Science ®Google Scholar
• Goethals , G. and Nelson , R. E. 1973 . Similarity in the influence process: The belief–value distinction . Journal of Personality and Social Psychology , 25 : 117 – 122 .
   Web of Science ®Google Scholar
• Greenwald , A. G. , McGhee , D. E. and Schwartz , J. L. K. 1998 . Measuring individual differences in implicit cognition: The Implicit Association Test . Journal of Personality and Social Psychology , 74 : 1464 – 1480 .
   PubMed Web of Science ®Google Scholar
• Hänze , M. 2001 . Ambivalence, conflict, and decision making: Attitudes and feelings in Germany towards NATO's military intervention in the Kosovo war . European Journal of Social Psychology , 31 : 693 – 706 .
   Web of Science ®Google Scholar
• Harkins , S. G. and Petty , R. E. 1981 . The effects of source magnification of cognitive effort on attitudes: An information processing view . Journal of Personality and Social Psychology , 40 : 401 – 413 .
   Web of Science ®Google Scholar
• Hass , R. G. , Katz , I. , Rizzo , N. , Bailey , J. and Moore , L. 1992 . When racial ambivalence evokes negative affect, using a disguised measure of mood . Personality and Social Psychology Bulletin , 18 : 786 – 797 .
   Web of Science ®Google Scholar
• Heider , F. 1958 . The psychology of interpersonal relations , New York : Wiley .
   Google Scholar
• Higgins , E. T. 1987 . Self-discrepancy: A theory relating self and affect . Psychological Review , 94 : 319 – 340 .
   PubMed Web of Science ®Google Scholar
• Higgins , E. T. , Rholes , W. S. and Jones , C. R. 1977 . Category accessibility and impression formation . Journal of Experimental Social Psychology , 13 : 141 – 154 .
   Web of Science ®Google Scholar
• Hodson , G. , Maio , G. R. and Esses , V. M. 2001 . The role of attitudinal ambivalence in susceptibility to consensus informative . Basic and Applied Social Psychology , 23 : 197 – 205 .
   Web of Science ®Google Scholar
• Horcajo , J. , Petty , R. E. and Briñol , P. 2008a . Minority influence: A new look from the self-validation perspective , Unpublished manuscript .
   Google Scholar
• Horcajo , J. , See , M. , Briñol , P. and Petty , R. E. 2008b . The role of mortality salience in consumer persuasion . Advances in Consumer Research , 35 : 782 – 783 .
   Google Scholar
• Hovland , C. I. , Janis , I. L. and Kelley , H. H. 1953 . Communication and persuasion: Psychological studies of opinion change , New Haven , CT : Yale University Press .
   Google Scholar
• Janis , I. L. and King , B. T. 1954 . The influence of role-playing on opinion change . Journal of Abnormal and Social Psychology , 49 : 211 – 218 .
   PubMed Web of Science ®Google Scholar
• Jonas , K. , Diehl , M. and Bromer , P. 1997 . Effects of attitudinal ambivalence on information processing and attitude–intention consistency . Journal of Experimental Social Psychology , 33 : 190 – 210 .
   Web of Science ®Google Scholar
• Jost , J. T. , Kruglanski , A. W. and Nelson , T. O. 1998 . Social metacognition: An expansionist review . Personality and Social Psychology Review , 2 : 137 – 154 .
   PubMedGoogle Scholar
• Katz , I. and Hass , R. G. 1988 . Racial ambivalence and American value conflict: Correlational and priming studies of dual cognitive structures . Journal of Personality and Social Psychology , 55 : 893 – 905 .
   Web of Science ®Google Scholar
• Kelman , H. C. 1958 . Compliance, identification and internalization: Three processes of attitude change . Journal of Conflict Resolution , 2 : 51 – 60 .
   Google Scholar
• Kelman , H. C. and Hovland , C. I. 1953 . “Reinstatement” of the communicator in delayed measurement of opinion change . Journal of Abnormal and Social Psychology , 48 : 327 – 335 .
   Web of Science ®Google Scholar
• Kipnis , D. 1972 . Does power corrupt? . Journal of personality and Social Psychology , 24 : 33 – 41 .
   PubMed Web of Science ®Google Scholar
• Koriat , A. and Goldsmith , M. 1996 . Monitoring and control processes in the strategic regulation of memory accuracy . Psychological Review , 103 : 490 – 517 .
   PubMed Web of Science ®Google Scholar
• Kruglanski , A. W. 1989 . “ Lay epistemics and human knowledge: Cognitive and motivational bases ” . New York : Plenum Press .
   Google Scholar
• Kruglanski , A. W. , Raviv , A. , Bar-Tal , D. , Raviv , A. , Sharvit , K Ellis , S. 2005 . “ Says who? Epistemic authority effects in social judgement ” . In Advances in experimental social psychology , Edited by: Zanna , M. P. Vol. 37 , 346 – 392 . San Diego , CA : Academic Press .
   Google Scholar
• Kruglanski , A. W. and Thompson , E. P. 1999 . Persuasion by a single route: A view from the unimodel . Psychological Inquiry , 10 : 83 – 110 .
   Web of Science ®Google Scholar
• Livingston , S. D. and Sinclair , L. 2008 . Taking the watchdog off its leash: Personal prejudices and situational motivations jointly predict derogation of a stigmatized source . Personality and Social Psychology Bulletin , 34 : 210 – 223 .
   PubMed Web of Science ®Google Scholar
• Mackie , D. M. , Gastardo-Conaco , M. C. and Skelly , J. J. 1992 . Knowledge of the advocated position and the processing of in-group and out-group persuasive messages . Personality and Social Psychology Bulletin , 18 : 145 – 151 .
   Web of Science ®Google Scholar
• Mackie , D. M. , Worth , L. T. and Asuncion , A. G. 1990 . Processing of persuasive in-group messages . Journal of Personality and Social Psychology , 58 : 812 – 822 .
   PubMed Web of Science ®Google Scholar
• Maio , G. R. , Bell , D. E. and Esses , V. M. 1996 . Ambivalence and persuasion: The processing of messages about immigrant groups . Journal of Experimental Social Psychology , 32 : 513 – 536 .
   PubMed Web of Science ®Google Scholar
• Martin , R. and Hewstone , M. 2008 . “ Majority versus minority influence, message processing and attitude change: The source-context-elaboration model ” . In Advances in experimental social psychology , Edited by: Zanna , M. San Diego , CA : Academic Press .
   Google Scholar
• McConahay , J. B. , Hardee , B. B. and Batts , V. 1981 . Has racism declined in America? It depends on who is asking and what is asked . Journal of Conflict Resolution , 25 : 563 – 579 .
   Web of Science ®Google Scholar
• Moscovici , S. 1980 . “ Toward a theory of conversion behaviour ” . In Advances in experimental social psychology , Edited by: Berkowitz , L. Vol. 13 , 209 – 239 . New York : Academic Press .
   Google Scholar
• Mugny , G. and Perez , J. A. 1991 . The social psychology of minority influence , Cambridge , UK : Cambridge University Press .
   Google Scholar
• Nelson , T. O. 1992 . Metacognition: Core readings , Boston : Allyn & Bacon .
   Google Scholar
• Newcomb , T. M. 1968 . “ Interpersonal balance ” . In Theories of cognitive consistency: A sourcebook , Edited by: Abelson , R. P. , Aronson , E. , McGuire , W. J. , Newcomb , T. M. , Rosenberg , M. J. and Tannenbaum , P. H. 28 – 51 . Chicago : Rand McNally .
   Google Scholar
• Nordgren , L. F. , van Harreveld , F. and van der Pligt , J. 2006 . Ambivalence, discomfort, and motivated information processing . Journal of Experimental Social Psychology , 42 : 252 – 258 .
   Web of Science ®Google Scholar
• Orive , R. 1988a . Group consensus, action immediacy, and opinion confidence . Personality and Social Psychology Bulletin , 14 : 573 – 577 .
   Web of Science ®Google Scholar
• Orive , R. 1988b . Social projection and social comparison of opinions . Journal of Personality and Social Psychology , 54 : 953 – 964 .
   Web of Science ®Google Scholar
• Osgood , C. E. and Tannenbaum , P. H. 1955 . The principle of congruity in the prediction of attitude change . Psychological Review , 62 : 42 – 55 .
   PubMed Web of Science ®Google Scholar
• Ottati , V. , Terkildsen , N. and Hubbard , C. 1955 . Happy faces elicit heuristic processing in a televised impression formation task: A cognitive tuning account . Personality and Social Psychology Bulletin , 23 : 1144 – 1156 .
   Web of Science ®Google Scholar
• Overbeck , J. R. and Park , B. 2001 . When power does not corrupt: Superior individuation processes among powerful perceivers . Journal of Personality and Social Psychology , 81 : 549 – 565 .
   PubMed Web of Science ®Google Scholar
• Petty , R. E. 1997 . “ The evolution of theory and research in social psychology: From single to multiple effect and process models ” . In The message of social psychology: Perspectives on mind in society , Edited by: McGarty , C. and Haslam , S. A. 268 – 290 . Oxford , UK : Blackwell .
   Google Scholar
• Petty , R. E. and Briñol , P. 2006 . Understanding social judgement: Multiple systems and processes . Psychological Inquiry , 17 : 217 – 223 .
   Web of Science ®Google Scholar
• Petty , R. E. and Briñol , P. 2008 . Persuasion: From single to multiple to metacognitive processes . Perspectives on Psychological Science , 3 : 137 – 147 .
   Web of Science ®Google Scholar
• Petty , R. E. and Briñol , P. 2009 . “ Implicit ambivalence: A metacognitive approach ” . In Attitudes: Insights from the new implicit measures , Edited by: Petty , R. E. , Fazio , R. H. and Briñol , P. 119 – 164 . New York : Psychology Press .
   Google Scholar
• Petty , R. E. , Briñol , P. , Loersch , C. and McCaslin , M. J. in press . “ The need for cognition ” . In Handbook of individual differences in social behaviour , Edited by: Leary , M. R. and Hoyle , R. H. New York : Guilford Press .
   Google Scholar
• Petty , R. E. , Briñol , P. , See , M. and Fleming , M. A. 2008 . Watchdog: A new look from the implicit ambivalence perspective , Unpublished manuscript .
   Google Scholar
• Petty , R. E. , Briñol , P. and Tormala , Z. L. 2002 . Thought confidence as a determinant of persuasion: The self-validation hypothesis . Journal of Personality and Social Psychology , 82 : 722 – 741 .
   PubMed Web of Science ®Google Scholar
• Petty , R. E. , Briñol , P. , Tormala , Z. L. and Wegener , D. T. 2007 . “ The role of metacognition in social judgement ” . In Social psychology: A handbook of basic principles , 2nd ed. , Edited by: Higgins , E. T. and Kruglanski , A. W. 254 – 284 . New York : Guilford Press .
   Google Scholar
• Petty , R. E. and Cacioppo , J. T. 1979 . Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses . Journal of Personality and Social Psychology , 37 : 1915 – 1926 .
   Web of Science ®Google Scholar
• Petty , R. E. and Cacioppo , J. T. 1983 . “ Central and peripheral routes to persuasion: Application to advertising ” . In Advertising and consumer psychology , Edited by: Percy , L. and Woodside , A. 3 – 23 . Lexington , MA : D. C. Heath .
   Google Scholar
• Petty , R. E. and Cacioppo , J. T. 1986 . Communication and persuasion: Central and peripheral routes to attitude change , New York : Springer-Verlag .
   Google Scholar
• Petty , R. E. , Cacioppo , J. T. and Goldman , R. 1981 . Personal involvement as a determinant of argument-based persuasion . Journal of Personality and Social Psychology , 41 : 847 – 855 .
   Web of Science ®Google Scholar
• Petty , R. E. , Fleming , M. A. and White , P. 1999 . Stigmatized sources and persuasion: Prejudice as a determinant of argument scrutiny . Journal of Personality and Social Psychology , 76 : 19 – 34 .
   PubMed Web of Science ®Google Scholar
• Petty , R. E. , Haugtvedt , C. and Smith , S. M. 1995 . “ Elaboration as a determinant of attitude strength: Creating attitudes that are persistent, resistant, and predictive of behaviour ” . In Attitude strength: Antecedents and consequences , Edited by: Petty , R. E. and Krosnick , J. A. 93 – 130 . Mahwah , NJ : Lawrence Erlbaum Associates Inc .
   Google Scholar
• Petty , R. E. and Krosnick , J. A. 1995 . Attitude strength: Antecedents and consequences , Mahwah , NJ : Lawrence Erlbaum Associates Inc .
   Google Scholar
• Petty , R. E. , Schumann , D. W. , Richman , S. A. and Strathman , A. J. 1993 . Positive mood and persuasion: Different roles for affect under high and low elaboration conditions . Journal of Personality and Social Psychology , 64 : 5 – 20 .
   Web of Science ®Google Scholar
• Petty , R. E. , Tormala , Z. L. , Briñol , P. and Jarvis , W. B.G. 2006 . Implicit ambivalence from attitude change: An exploration of the PAST Model . Journal of Personality and Social Psychology , 90 : 21 – 41 .
   PubMed Web of Science ®Google Scholar
• Petty , R. E. , Wegener , D. T. and White , P. 1998 . Flexible correction processes in social judgement: Implications for persuasion . Social Cognition , 16 : 93 – 113 .
   Web of Science ®Google Scholar
• Petty , R. E. , Wells , G. L. and Brock , T. C. 1976 . Distraction can enhance or reduce yielding to propaganda: Thought disruption versus effort justification . Journal of Personality and Social Psychology , 34 : 874 – 884 .
   Web of Science ®Google Scholar
• Priester , J. M. and Petty , R. E. 1995 . Source attributions and persuasion: Perceived honesty as a determinant of message scrutiny . Personality and Social Psychology Bulletin , 21 : 637 – 654 .
   Web of Science ®Google Scholar
• Puckett , J. M. , Petty , R. E. , Cacioppo , J. T. and Fisher , D. L. 1983 . The relative impact of age and attractiveness stereotypes on persuasion . Journal of Gerontology , 38 : 340 – 343 .
   PubMedGoogle Scholar
• Rothman , A. J. and Schwarz , N. 1998 . Constructing perceptions of vulnerability: Personal relevance and the use of experiential information in health judgements . Personality and Social Psychology Bulletin , 24 : 1053 – 1064 .
   Web of Science ®Google Scholar
• Schwarz , N. , Bless , H. , Strack , F. , Klumpp , G. , Rittenauer-Schatka , H. and Simons , A. 1991 . Ease of retrieval as information: Another look at the availability heuristic . Journal of Personality and Social Psychology , 61 : 195 – 202 .
   Web of Science ®Google Scholar
• Sherman , S. J. , Mackie , D. M. and Driscoll , D. M. 1990 . Priming and the differential use of dimensions in evaluation . Personality and Social Psychology Bulletin , 16 : 405 – 418 .
   Web of Science ®Google Scholar
• Smith , C. A. and Ellsworth , P. C. 1985 . Patterns of cognitive appraisal in emotion . Journal of Personality and Social Psychology , 48 : 813 – 838 .
   PubMed Web of Science ®Google Scholar
• Smith , R. E. 1993 . Integrating information from advertising and trial: Processes and effects on consumer response to product information . Journal of Marketing Research , 30 : 204 – 219 .
   Web of Science ®Google Scholar
• Smith , S. M. and Shaffer , D. R. 1995 . Speed of speech and persuasion: Evidence for multiple effects . Personality and Social Psychology Bulletin , 21 : 1051 – 1060 .
   Web of Science ®Google Scholar
• Snyder , M. 1974 . Self-monitoring of expressive behaviour . Journal of Personality and Social Psychology , 30 : 526 – 537 .
   Web of Science ®Google Scholar
• Stroebe , W. and Diehl , M. 1988 . When social supports fails: Supporter characteristics in compliance-induced attitude change . Personality and Social Psychology Bulletin , 14 : 136 – 144 .
   PubMed Web of Science ®Google Scholar
• Tiedens , L. Z. and Fragale , A. R. 2003 . Power moves: complementarity in dominant and submissive nonverbal behaviour . Journal of Personality and Social Psychology , 84 : 558 – 568 .
   PubMed Web of Science ®Google Scholar
• Tiedens , L. Z. and Linton , S. 2001 . Judgement under emotional certainty and uncertainty: The effects of specific emotions on information processing . Journal of Personality and Social Psychology , 81 : 973 – 988 .
   PubMed Web of Science ®Google Scholar
• Tormala , Z. L. , Briñol , P. and Petty , R. E. 2006 . When credibility attacks: The reverse impact of source credibility on persuasion . Journal of Experimental Social Psychology , 42 : 684 – 691 .
   Web of Science ®Google Scholar
• Tormala , Z. L. , Briñol , P. and Petty , R. E. 2007a . Multiple roles for source credibility under high elaboration: It's all in the timing . Social Cognition , 25 : 536 – 552 .
   Web of Science ®Google Scholar
• Tormala , Z. L. , Falces , C. , Briñol , P. and Petty , R. E. 2007b . Ease of retrieval effects in social judgement: The role of unrequested cognitions . Journal of Personality and Social Psychology , 93 : 143 – 157 .
   PubMed Web of Science ®Google Scholar
• Tormala , Z. L. , Petty , R. E. and Briñol , P. 2002 . Ease of retrieval effects in persuasion: A self-validation analysis . Personality and Social Psychology Bulletin , 28 : 1700 – 1712 .
   Web of Science ®Google Scholar
• Tormala , Z. L. , Petty , R. E. and DeSensi , V. L. in press . “ Multiple roles for minority sources in persuasion and resistance ” . In Minority influence and innovation: Antecedents, processes, and consequences , Edited by: Martin , R. and Hewstone , M. Hove , UK : Psychology Press .
   Google Scholar
• van Knippenberg , D. , Lossie , N. and Wilke , H. 1994 . In-group prototypicality and persuasion: Determinants of heuristic and systematic processing . British Journal of Social Psychology , 33 : 289 – 300 .
   Web of Science ®Google Scholar
• van Knippenberg , D. and Wilke , H. 1992 . Prototypicality of arguments and conformity to in-group norms . European Journal of Social Psychology , 22 : 141 – 155 .
   Web of Science ®Google Scholar
• Weary , G. and Jacobson , J. A. 1997 . Causal uncertainty beliefs and diagnostic-information seeking . Journal of Personality and Social Psychology , 73 : 839 – 848 .
   Web of Science ®Google Scholar
• Wegener , D. T. and Petty , R. E. 1995 . Flexible correction processes in social judgement: The role of naive theories in corrections for perceived bias . Journal of Personality and Social Psychology , 68 : 36 – 51 .
   PubMed Web of Science ®Google Scholar
• Wegener , D. T. and Petty , R. E. 1997 . “ The flexible correction model: The role of naive theories of bias in bias correction ” . In Advances in experimental social psychology , Edited by: Zanna , M. P. Vol. 29 , 141 – 208 . San Diego , CA : Academic Press .
   Google Scholar
• White , P. H. and Harkins , S. G. 1994 . Race of source effects in the elaboration likelihood model . Journal of Personality and Social Psychology , 67 : 790 – 807 .
   PubMed Web of Science ®Google Scholar
• Wood , W. , Lundgren , S. , Quellette , J. A. , Busceme , S. and Blackstone , T. 1994 . Minority influence: A meta-analytic review of social influence processes . Psychological Bulletin , 115 : 323 – 345 .
   PubMed Web of Science ®Google Scholar
• Yzerbyt , V. Y. , Lories , G. and Dardenne , B. 1998 . Metacognition: Cognitive and social dimensions , Thousand Oaks , CA : Sage Publications .
   Google Scholar
• Ziegler , R. , Diehl , M. and Ruther , A. 2002 . Multiple source characteristics and persuasion: Source inconsistency as a determinant of message scrutiny . Personality and Social Psychology Bulletin , 28 : 496 – 508 .
   Web of Science ®Google Scholar