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Related Experiment Videos

Processing of persuasive in-group messages.

D M Mackie1, L T Worth, A G Asuncion

  • 1Department of Psychology, University of California, Santa Barbara 93106.

Journal of Personality and Social Psychology
|May 1, 1990
PubMed
Summary

People process in-group messages more deeply when issues are relevant, leading to attitude change. This suggests message content, not just source, drives persuasion from one's own group.

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Area of Science:

  • Social Psychology
  • Communication Studies

Background:

  • Persuasive messages often leverage group affiliations.
  • Understanding how in-group opinions influence attitudes is crucial for communication research.

Purpose of the Study:

  • To investigate the psychological processes behind in-group message persuasion.
  • To determine if message content or source cues are more influential.

Main Methods:

  • Two studies examined how participants responded to strong/weak messages from in-group vs. out-group sources.
  • Message relevance to in-group identity was manipulated in the second study.

Main Results:

  • Participants processed in-group messages more when issues were relevant, showing sensitivity to message quality.
  • Participants accepted in-group positions regardless of message quality when issues were irrelevant.
  • Messages from out-groups received minimal processing regardless of quality or relevance.

Conclusions:

  • In-group persuasion is mediated by increased message processing, particularly for relevant issues.
  • Attitude change is influenced by message content scrutiny, not solely by source characteristics.

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