ppts inferred from their uncertainty that they needed to engage with argument, so didn't rely on heuristics.
uncertainty - exert source didn't have effect. certainty - expert = higher persuasion than non-expert
petty + cacioppo diagram - high motivation -> lasting change
does uncertainty... via peripheral route?
Tversky + Kahneman
judgement under uncertainty. when feel uncertain, resort to
shortcuts that have little to do with accuracy. petty + cacioppo
diagram - low motivation -> temporary change
Price + Stone - confidence heuristic
overconfident experts deemed more knowledgeable - ppts also exaggerated how accurate their judgements had been.
ppts more likely to hire overconfident expert. ppts considered overconfidence as sign of knowledge mmost
researchers make case that certainty = increases persuasive power because it increases cred
BUT Karmarkar + Tormala
confident vs unconfident rating of restaurant - both say 4/5 stars
non experts = more persuasive with high certainty opinions. experts = more persuasive with uncertain
several studies found experts gained influence by expressing doubts about their own opinion.
depends on context. courtroom/stock market - objective truth/correct answer - people
may rely on certainty as indicator of cred. more subjective domains eg consumer,
certainty has dynamic effect - gives message more/less impact depending on who
expert is. eg restaurant - subjective.
The role of experts in society
tendency for experts to be more persuasive than non-experts. but lots of exceptions to case
our society often puts experts in positions of power - advise government policy, invited on the news
is it right experts should have such influence in society?