Career and Study Skills Information: Who Says What Can Alter Message Processing

Abstract

Recommendations and appeals that are generally proattitudinal (already viewed as positive by the receiver) are common in social and counseling environments. Recent research suggests that clients may readily accept proattitudinal recommendations without much thought about a communicator's supportive arguments, and, consequently, that their acceptance has weak or no behavioral significance. Little is known, however, about the factors that may cause people to think about the personal ramifications of the arguments offered in support of proattitudinal recommendations. A pilot study and experiment are reported, indicating that a communicator of high rather than low credibility enhances students' responsiveness to the cogency of the arguments offered in support of a personally involving, proattitudinal recommendation concerning the institution of a career exploration and study skills course.