Department of Psychology, The Ohio State University, 1835 Neil Avenue, Columbus, OH, 43210, USA.
Department of Psychology, University of Kentucky, Lexington, KY, USA.
Behav Res Methods. 2021 Jun;53(3):1188-1201. doi: 10.3758/s13428-020-01478-1. Epub 2020 Oct 1.
Previous research on persuasion has used researcher-generated exemplars to manipulate source characteristics such as likeability, trustworthiness, expertise, or power. This approach has been fruitful, but it relies to some degree on an overlap between researcher understanding of these variables and lay understanding of these variables. Additionally, these exemplar manipulations may have unintentionally affected multiple characteristics and may be limited to certain topics or time periods. In the current work, we sought to provide persuasion researchers with a methodological tool to increase construct and potentially external validity by conducting a prototype analysis of the four traditional source characteristics: likeability, trustworthiness, expertise, and power. This bottom-up approach provided insight into the ways in which recipients perceive sources and allowed us to examine relations between the characteristics. Moving forward, a bottom-up understanding of source characteristics will allow researchers to more effectively develop manipulations that might transcend time and topic as well as isolate their effects to the intended source characteristic.
先前关于说服的研究使用了研究人员生成的范例来操纵来源特征，如喜欢度、可信度、专业知识或权力。这种方法是富有成效的，但它在某种程度上依赖于研究人员对这些变量的理解和对这些变量的外行理解之间的重叠。此外，这些范例操纵可能无意中影响了多个特征，并且可能仅限于某些主题或时间段。在当前的工作中，我们试图通过对四个传统来源特征（喜欢度、可信度、专业知识和权力）进行原型分析，为说服研究人员提供一种方法工具，以提高结构和潜在的外部有效性。这种自下而上的方法深入了解了接收者感知来源的方式，并使我们能够检验这些特征之间的关系。展望未来，对来源特征的自下而上的理解将使研究人员能够更有效地开发超越时间和主题的操纵，以及将其效果隔离到预期的来源特征。
