Kumkale G Tarcan, Albarracín Dolores
Department of Psychology, University of Florida, Gainesville, FL 32611-2250, USA.
Psychol Bull. 2004 Jan;130(1):143-72. doi: 10.1037/0033-2909.130.1.143.
A meta-analysis of the available judgment and memory data on the sleeper effect in persuasion is presented. According to this effect, when people receive a communication associated with a discounting cue, such as a noncredible source, they are less persuaded immediately after exposure than they are later in time. Findings from this meta-analysis indicate that recipients of discounting cues were more persuaded over time when the message arguments and the cue had a strong initial impact. In addition, the increase in persuasion was stronger when recipients of discounting cues had higher ability or motivation to think about the message and received the discounting cue after the message. These results are discussed in light of classic and contemporary models of attitudes and persuasion.
本文对说服过程中睡眠者效应的现有判断和记忆数据进行了荟萃分析。根据这一效应，当人们接收到与折扣线索相关的信息时，比如来源不可信，他们在接触后立即受到的说服比之后受到的说服要少。该荟萃分析的结果表明，当信息论据和线索产生强烈的初始影响时，随着时间的推移，折扣线索的接收者会受到更强的说服。此外，当折扣线索的接收者具有更高的思考信息的能力或动机，并且在信息之后接收到折扣线索时，说服力的增加更强。本文根据经典和当代的态度与说服模型对这些结果进行了讨论。
