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Personality and Social Psychology Bulletin, Vol. 30, No. 3, 352-364 (2004)
DOI: 10.1177/0146167203261297

Source Consistency, Distinctiveness, and Consensus: The Three Dimensions of the Kelley ANOVA Model in Persuasion

René Ziegler

Michael Diehl

Raffael Zigon

Torsten Fett

Eberhard-Karls-Universität Tübingen, Germany

Based on a conceptual analysis and existing research, the authors propose that the three source dimensions specified in the ANOVA model play similar roles in persuasion as other source characteristics (e.g., expertise). Two studies test assumptions derived from this approach regarding the effects of different combinations of consistency and consensus (Study 1) and distinctiveness and consensus (Study 2). Combinations resulting in contradictory (vs. similar) inferences regarding message validity should affect judgmental confidence and, consequently, affect message scrutiny. Study 1 shows that, as predicted, high consistency/low consensus and low consistency/high consensus (incongruent combinations) lead to higher desired confidence and more extensive message elaboration than high consistency/high consensus and low consistency/low consensus (congruent combinations). Similarly, Study 2 reveals heightened message scrutiny given incongruent (vs. congruent) combinations of distinctiveness and consensus. Results are discussed with respect to majority/minority influence processes and multiple source characteristics.

Key Words: attitude change • distinctiveness • consistency • consensus • majority vs. minority influence processes • source factors


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