title: Expectancy Disconfirmation and Attitude Change.
abstract: An experiment was conducted testing the hypothesis that sources delivering unexpected communications (long-haired males arguing against marijuana usage and seminarians arguing in its favor) would be more persuasive than communicators of expected messages (promarijuana hippies and antimarijuana seminarians). Greater attitude change for unexpected sources was found only when the message was antimarijuana. Unexpected communicators also were rated as more sincere and honest than expected sources. Possible reasons for the failure of the expectancy effect to hold for promarijuana communications were suggested, and the results were discussed in terms of a variety of social-psychological theories.
authors.affiliation: a Loyola University of Chicago , USA.
authors.forename: Robert W
authors.initials: RW
authors.lastname: McPeek
authors.affiliation: a Loyola University of Chicago , USA.
authors.forename: John D
authors.initials: JD
authors.lastname: Edwards