Similarity between advocate and receiver: The role of instrumentality
- 1 September 1978
- journal article
- research article
- Published by Taylor & Francis in Central States Speech Journal
- Vol. 29 (3) , 187-193
- https://doi.org/10.1080/10510977809367975
Abstract
This study was designed to test the Simons, Moyer, and Berkowitz “instrumentality” explanation of source‐receiver similarity and persuasion. A situation was created where response to a dissimilar source would have consequences for achieving a valued goal. In support of the theoretical framework, subjects agreed with the dissimilar source when agreement furthered the goal and disagreed when disagreement advanced the goal.Keywords
This publication has 3 references indexed in Scilit:
- Attitude change as a function of degree and type of interpersonal similarity and message typeWestern Speech, 1973
- Dialects and the effects of stereotypes on interpersonal attraction and cognitive processes in impression formationQuarterly Journal of Speech, 1972
- Similarity, credibility, and attitude change: A review and a theory.Psychological Bulletin, 1970