When expertise backfires: Contrast and assimilation effects in persuasion

Bohner G, Ruder M, Erb H-P (2002)
BRITISH JOURNAL OF SOCIAL PSYCHOLOGY 41(4): 495-519.

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Abstract
It was proposed that source cues bias message processing in a direction opposite to cue valence if message content violates cue-based expectancies (contrast hypothesis), but consistent with cue valence if message content is ambiguous (bias hypothesis). In line with these hypotheses, students (N = 123) reported less favourable thoughts and attitudes after reading weak arguments presented by a high (vs. low) expertise source (Expts I and 2), and reported more favourable thoughts after reading strong arguments presented by a low (vs. high) expertise source (Expt 2). Conversely, students' thoughts and attitudes were more (less) favourable when a high (low) expertise source presented ambiguous arguments (Expt 2). Results are discussed in relation to dual- vs. single-process accounts of persuasion and models of assimilation and contrast in social judgment.
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Bohner G, Ruder M, Erb H-P. When expertise backfires: Contrast and assimilation effects in persuasion. BRITISH JOURNAL OF SOCIAL PSYCHOLOGY. 2002;41(4):495-519.
Bohner, G., Ruder, M., & Erb, H. - P. (2002). When expertise backfires: Contrast and assimilation effects in persuasion. BRITISH JOURNAL OF SOCIAL PSYCHOLOGY, 41(4), 495-519.
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.
Bohner, G., Ruder, M., & Erb, H.-P., 2002. When expertise backfires: Contrast and assimilation effects in persuasion. BRITISH JOURNAL OF SOCIAL PSYCHOLOGY, 41(4), p 495-519.
G. Bohner, M. Ruder, and H.-P. Erb, “When expertise backfires: Contrast and assimilation effects in persuasion”, BRITISH JOURNAL OF SOCIAL PSYCHOLOGY, vol. 41, 2002, pp. 495-519.
Bohner, G., Ruder, M., Erb, H.-P.: When expertise backfires: Contrast and assimilation effects in persuasion. BRITISH JOURNAL OF SOCIAL PSYCHOLOGY. 41, 495-519 (2002).
Bohner, Gerd, Ruder, Markus, and Erb, Hans-Peter. “When expertise backfires: Contrast and assimilation effects in persuasion”. BRITISH JOURNAL OF SOCIAL PSYCHOLOGY 41.4 (2002): 495-519.
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