Expectancy-Violation, Similarity, and Unexpected Similarity as Sources of Credibility and Persuasiveness.

Kohn, Paul; Snook, Suzi

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Peer reviewed

ERIC Number: EJ173374

Record Type: Journal

Publication Date: 1976

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Expectancy-Violation, Similarity, and Unexpected Similarity as Sources of Credibility and Persuasiveness

Kohn, Paul; Snook, Suzi

Journal of Psychology, 94, 185-93, Nov 76

Concludes that expectancy-violation (when audience does not expect the position a communicator advocates) enhances persuasive effectiveness more than similarity or unexpected similarity. (RL)

Descriptors: Behavior Patterns, Communication (Thought Transfer), Credibility, Expectation, Persuasive Discourse, Psychological Patterns, Public Speaking

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