Journal
PSYCHOLOGICAL BULLETIN
Volume 130, Issue 1, Pages 143-172Publisher
AMER PSYCHOLOGICAL ASSOC
DOI: 10.1037/0033-2909.130.1.143
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Funding
- NIMH NIH HHS [K02 MH075616-02, K01 MH001861-04, K02 MH075616, K01-MH01861, K01 MH001861-05, K01 MH001861-03, K02 MH075616-01] Funding Source: Medline
- NINR NIH HHS [R01 NR008325-02, R01 NR008325, R01 NR008325-01, R01-NR08325] Funding Source: Medline
- NATIONAL INSTITUTE OF MENTAL HEALTH [K01MH001861, K02MH075616] Funding Source: NIH RePORTER
- NATIONAL INSTITUTE OF NURSING RESEARCH [R01NR008325] Funding Source: NIH RePORTER
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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.
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