Related Experiment Video
Updated: Aug 25, 2026

A Psychophysics Paradigm for the Collection and Analysis of Similarity Judgments
Published on: March 1, 2022
Source consistency, distinctiveness, and consensus: the three dimensions of the Kelley ANOVA model in persuasion
René Ziegler1, Michael Diehl, Raffael Zigon
1Eberhard-Karls-Universität Tübingen, Germany. rene.ziegler@uni-tuebingen.de
Abstract:
Based on a conceptual analysis and existing research, the authors propose that the three source dimensions specified in the ANOVA model play similar roles in persuasion as other source characteristics (e.g., expertise). Two studies test assumptions derived from this approach regarding the effects of different combinations of consistency and consensus (Study 1) and distinctiveness and consensus (Study 2). Combinations resulting in contradictory (vs. similar) inferences regarding message validity should affect judgmental confidence and, consequently, affect message scrutiny. Study 1 shows that, as predicted, high consistency/low consensus and low consistency/high consensus (incongruent combinations) lead to higher desired confidence and more extensive message elaboration than high consistency/high consensus and low consistency/low consensus (congruent combinations). Similarly, Study 2 reveals heightened message scrutiny given incongruent (vs. congruent) combinations of distinctiveness and consensus. Results are discussed with respect to majority/minority influence processes and multiple source characteristics.
Related Concept Videos
Theory of Attribution II: Kelley's Covariation Theory
Routes of Persuasion
Social Proof
Causes of Similarity-Dissimilarity Effect
One-Way ANOVA
One-Way ANOVA: Equal Sample Sizes
Different sample means can result in different values for the variance estimate: variance between samples. This is because the variance between samples is calculated as the product of the sample size and the variance between the...
