The Effect of Message Credibility, Need For Cognitive Closure, and Information Sufficiency on Thought-Induced Attitude Change

Authors

Bruce E. Pfeiffer, University of New HampshireFollow
Helene Deval, Dalhousie University
David H. Silvera, University of Texas
Maria L. Cronley, Miami University
Frank R. Kardes, University of Cincinnati

Abstract

This research provides important new insight 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. Further, thought-induced attitude change depends on varying levels of Need for Cognitive Closure and information sufficiency.

Department

Marketing

Publication Date

1-1-2012

Journal Title

NA - Advances in Consumer Research

Publisher

The Association for Consumer Research

Document Type

Conference Proceeding

Recommended Citation

Bruce E. Pfeiffer, Hélène Deval, David H. Silvera, Maria L. Cronley, and Frank R. Kardes (2012) ,"The Effect of Message Credibility, Need For Cognitive Closure, and Information Sufficiency on Thought-Induced Attitude Change", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 933-934.