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This approach to persuasive communications was first studied by Carl Hovland and his colleagues at Yale University during World War II. [1] The basic model of this approach can be described as "who said what to whom": the source of the communication, the nature of the communication and the nature of the audience. [1]
Carl Iver Hovland (June 12, 1912 – April 16, 1961) was a psychologist working primarily at Yale University and for the US Army during World War II who studied attitude change and persuasion. He first reported the sleeper effect after studying the effects of the Frank Capra propaganda film Why We Fight on soldiers in the Army.
Source credibility is "a term commonly used to imply a communicator's positive characteristics that affect the receiver's acceptance of a message." [1] Academic studies of this topic began in the 20th century and were given a special emphasis during World War II, when the US government sought to use propaganda to influence public opinion in support of the war effort.
Self-persuasion came about based on the more traditional or direct strategies of persuasion, which have been around for at least 2,300 years and studied by eminent social psychologists from Aristotle to Carl Hovland, they focused their attention on these three principal factors: the nature of the message, the characteristics of the communicator, and the characteristics of the audience.
A significant implication emerges from the social judgment theory: the arduous nature of persuasion. Successful persuasive messages must be finely tuned to the receiver's latitude of acceptance and strategically discrepant from the anchor position. Even in cases of successful persuasion, the anticipated changes in attitude may be modest.
Carl Hovland and his band of persuasion researchers learned a great deal during World War 2 and later at Yale about the process of attitude change. [35] High-credibility sources lead to more attitude change immediately following the communication act, but a sleeper effect occurs in which the source is forgotten after a period of time.
Attraction, which refers to interpersonal attraction, is a positive attitude that corresponds with a likelihood to respond to another in a positive manner. [3] [4] Carl Hovland argued that one of the three main classes of stimuli that determines the success of persuasive attempts is the observable characteristics of the source of the message. [1]
He also edited a textbook The Process and Effects of Mass Communication (1954) that helped define the field, partly by claiming Lazarsfeld, Lasswell, Carl Hovland, and Kurt Lewin as its founding fathers. He also wrote several other manifestos for the discipline, including The Science of Human Communication 1963. Schramm established three ...