An experimental comparison of conclusion-drawing by the communicator and by the audience

Abstract

"The effects upon opinion change of having the communicator draw the appropriate conclusion from material he had presented were compared with those produced when the drawing of the conclusion was left to the audience . . .. Over twice as many S's changed their opinions in the direction of the position advocated by the communicator when the speaker drew the appropriate conclusion than when the drawing of the conclusion was left to the audience." This relationship was studied as a function of the interacting variables: (1) confidence in the communicator, (2) intellectual ability, and (2) personality traits possessed by members of the audience. (PsycINFO Database Record (c) 2006 APA, all rights reserved). © 1952 American Psychological Association.