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Related Concept Videos

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Self-discrepancy theory explains how people compare their actual self to their ideal and ought selves and how mismatches between these self-guides can lead to emotional distress. Developed by E. Tory Higgins, the theory distinguishes among three components of self-concept: the actual self, the ideal self, and the ought self. These refer respectively to how individuals perceive themselves, how they aspire to be, and how they believe they are obligated to be. Emotional well-being, self-esteem,...
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When we hold a stereotype about a person, we have expectations that he or she will fulfill that stereotype. A self-fulfilling prophecy is an expectation held by a person that alters his or her behavior in a way that tends to make it true. When we hold stereotypes about a person, we tend to treat the person according to our expectations. This treatment can influence the person to act according to our stereotypic expectations, thus confirming our stereotypic beliefs. Research by Rosenthal and...
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Updated: Mar 8, 2026

Dissociation of the Confounding Influences of Expectancy and Integrative Difficulty Residing in Anomalous Sentences in Event-related Potential Studies
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Expectancy Disconfirmation and Attitude Change.

Robert W McPeek1, John D Edwards1

  • 1a Loyola University of Chicago , USA.

The Journal of Social Psychology
|January 31, 2017
PubMed
Summary
This summary is machine-generated.

Unexpected sources are more persuasive when delivering antimarijuana messages, not promarijuana ones. This study explores source credibility and attitude change in persuasive communication.

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Area of Science:

  • Social Psychology
  • Communication Studies

Background:

  • Persuasive communication effectiveness is often linked to source credibility.
  • The expectancy effect suggests unexpected sources may be more persuasive.

Purpose of the Study:

  • To test if unexpected communication sources are more persuasive than expected sources.
  • To examine the influence of source-message congruence on persuasion.

Main Methods:

  • An experiment manipulated source expectations (e.g., long-haired males vs. seminarians) and message stance (pro/antimarijuana).
  • Participants' attitude change and perceptions of source sincerity were measured.

Main Results:

  • Unexpected sources led to greater attitude change only for antimarijuana messages.
  • Unexpected communicators were perceived as more sincere and honest.

Conclusions:

  • The expectancy effect in persuasion is moderated by message content.
  • Source sincerity ratings correlate with perceived unexpectedness.