{"id":"https://openalex.org/W1996178643","doi":"https://doi.org/10.1177/002224378201900209","title":"The Persuasive Effects of Source Credibility in Buy and Lease Situations","display_name":"The Persuasive Effects of Source Credibility in Buy and Lease Situations","publication_year":1982,"publication_date":"1982-05-01","ids":{"openalex":"https://openalex.org/W1996178643","doi":"https://doi.org/10.1177/002224378201900209","mag":"1996178643"},"language":"en","primary_location":{"id":"doi:10.1177/002224378201900209","doi":"https://doi.org/10.1177/002224378201900209","is_oa":false,"landing_page_url":"https://doi.org/10.1177/002224378201900209","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5048703409","display_name":"Robert R. Harmon","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I126345244","display_name":"Portland State University","ror":"https://ror.org/00yn2fy02","country_code":"US","type":"education","lineage":["https://openalex.org/I126345244"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Robert R. Harmon","raw_affiliation_strings":["Department of Marketing, Portland State University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Marketing, Portland State University","institution_ids":["https://openalex.org/I126345244"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5074073341","display_name":"Kenneth A. Coney","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I55732556","display_name":"Arizona State University","ror":"https://ror.org/03efmqc40","country_code":"US","type":"education","lineage":["https://openalex.org/I55732556"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Kenneth A. Coney","raw_affiliation_strings":["Graduate College, Arizona State University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Graduate College, Arizona State University","institution_ids":["https://openalex.org/I55732556"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":{"value":5400,"currency":"USD","value_usd":5400},"apc_paid":null,"fwci":9.6134,"has_fulltext":false,"cited_by_count":310,"citation_normalized_percentile":{"value":0.97069086,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":97,"max":100},"biblio":{"volume":"19","issue":"2","first_page":"255","last_page":"255"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.482699990272522,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.482699990272522,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13841","display_name":"Psychology of Social Influence","score":0.21619999408721924,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14244","display_name":"Consumer Behavior and Marketing Influence","score":0.1680999994277954,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/source-credibility","display_name":"source credibility","score":0.996999979019165},{"id":"https://openalex.org/keywords/persuasion","display_name":"persuasion","score":0.8119999766349792},{"id":"https://openalex.org/keywords/purchase-decision","display_name":"purchase decision","score":0.5350000262260437}],"concepts":[{"id":"https://openalex.org/C2776620684","wikidata":"https://www.wikidata.org/wiki/Q7565144","display_name":"Source credibility","level":3,"score":0.808927595615387},{"id":"https://openalex.org/C2780224610","wikidata":"https://www.wikidata.org/wiki/Q1530061","display_name":"Credibility","level":2,"score":0.7412123680114746},{"id":"https://openalex.org/C2779614062","wikidata":"https://www.wikidata.org/wiki/Q716894","display_name":"Lease","level":2,"score":0.714512288570404},{"id":"https://openalex.org/C2992000405","wikidata":"https://www.wikidata.org/wiki/Q1231428","display_name":"Persuasive communication","level":3,"score":0.54168301820755},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.5219815969467163},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5071284770965576},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.4137824773788452},{"id":"https://openalex.org/C2781310500","wikidata":"https://www.wikidata.org/wiki/Q1231428","display_name":"Persuasion","level":2,"score":0.39340370893478394},{"id":"https://openalex.org/C31903555","wikidata":"https://www.wikidata.org/wiki/Q1637030","display_name":"Food science","level":1,"score":0.34534651041030884},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.32437291741371155},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.2729250192642212},{"id":"https://openalex.org/C185592680","wikidata":"https://www.wikidata.org/wiki/Q2329","display_name":"Chemistry","level":0,"score":0.27014559507369995},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.0680437684059143},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1177/002224378201900209","doi":"https://doi.org/10.1177/002224378201900209","is_oa":false,"landing_page_url":"https://doi.org/10.1177/002224378201900209","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","raw_type":"journal-article"},{"id":"doi:10.2307/3151625","doi":"https://doi.org/10.2307/3151625","is_oa":false,"landing_page_url":"https://doi.org/10.2307/3151625","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","raw_type":"journal-article"},{"id":"pmh:oai:CiteSeerX.psu:10.1.1.473.6770","doi":null,"is_oa":false,"landing_page_url":"http://citeseerx.ist.psu.edu/viewdoc/summary?doi=10.1.1.473.6770","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"http://www.communicationcache.com/uploads/1/0/8/8/10887248/the_persuasive_effects_of_source_credibility_in_buy_and_lease_situations.pdf","raw_type":"text"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":16,"referenced_works":["https://openalex.org/W1983384081","https://openalex.org/W1999912466","https://openalex.org/W2003001440","https://openalex.org/W2003814602","https://openalex.org/W2011855790","https://openalex.org/W2019126031","https://openalex.org/W2021280228","https://openalex.org/W2054287826","https://openalex.org/W2072838636","https://openalex.org/W2085876304","https://openalex.org/W2159306398","https://openalex.org/W2320642314","https://openalex.org/W2326681969","https://openalex.org/W2476065884","https://openalex.org/W2502933860","https://openalex.org/W4243824705"],"related_works":["https://openalex.org/W7097335716","https://openalex.org/W2072838636","https://openalex.org/W2157392583","https://openalex.org/W2058280607","https://openalex.org/W1564533584","https://openalex.org/W2085876304","https://openalex.org/W7113577826","https://openalex.org/W2183478786","https://openalex.org/W2593565924","https://openalex.org/W1985174977"],"abstract_inverted_index":{"The":[0,37],"persuasive":[1,43],"impact":[2],"of":[3,62,68],"source":[4,14,22,40],"credibility":[5],"is":[6],"examined":[7],"in":[8,60],"two":[9],"situations.":[10],"A":[11],"highly":[12],"credible":[13,21,39],"was":[15,41],"more":[16,42],"effective":[17],"than":[18],"a":[19,28,51],"moderately":[20,38],"when":[23,44],"the":[24,45,49,69],"communication":[25],"recommended":[26],"buying":[27],"product,":[29,50],"an":[30],"advocacy":[31],"which":[32],"message":[33,46],"recipients":[34],"viewed":[35],"unfavorably.":[36],"advocated":[47],"leasing":[48],"position":[52],"subjects":[53],"generally":[54],"supported.":[55],"These":[56],"findings":[57],"are":[58,71],"interpreted":[59],"terms":[61],"cognitive":[63],"response":[64],"theory.":[65],"Practical":[66],"implications":[67],"research":[70],"suggested.":[72]},"counts_by_year":[{"year":2026,"cited_by_count":5},{"year":2025,"cited_by_count":7},{"year":2024,"cited_by_count":10},{"year":2023,"cited_by_count":7},{"year":2022,"cited_by_count":12},{"year":2021,"cited_by_count":8},{"year":2020,"cited_by_count":5},{"year":2019,"cited_by_count":23},{"year":2018,"cited_by_count":12},{"year":2017,"cited_by_count":12},{"year":2016,"cited_by_count":10},{"year":2015,"cited_by_count":14},{"year":2014,"cited_by_count":11},{"year":2013,"cited_by_count":12},{"year":2012,"cited_by_count":10}],"updated_date":"2026-11-07T11:25:07.637180","created_date":"2016-06-24T00:00:00"}