Message Factors: Evidence Citation

Question 1

What are the effects of citation of evidence sources on persuasive outcomes?

Answer 1

Citation of evidence enhances persuasion for counterattitudinal messages.
It has persuasive effects.

Question 2

Is this effect explained by the effect that evidence-source citation has on perceptions of communicator’s credibility?

Answer 2

No. Citation of evidence sources do not enhance persuasion because communicators are thought to be more credible. If this were true, citations should make messages more persuasive for low credibility sources, but not for high credibility sources (floor and ceiling effect).

Question 3

Does evidence-source citation affect persuasive outcomes differently for high-credibility and low-credibility communicators?

Answer 3

Both high and low credibility sources become more persuasive when they cite evidence sources.

Question 4

What is the most plausible explanation of the effect of evidence-source citation on persuasive outcomes?

Answer 4

Citing information sources boosts persuasion because it enhances acceptance of the relevant supporting argument.

Question 5

Describe two possible ways evidence-source citation might directly enhance acceptance of argument.

Answer 5

• heuristics: people see that sources are cited, so they think it’s a sign of merit.
• carefully scrutinize source citations. Here, it’s important to have high credibility information sources cited.