Believe Me, I Have No Idea What I’m Talking About: The Effects of Source Certainty on Consumer Involvement and Persuasion

By Uma R. Karmarkar, Zakary L. Tormala. 2010

258 citations recorded by the source corpus.

Subfields: Literature and Literary Theory, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/b508abe59d9b29799cb6eb97ed383e191c671dc3

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Literature and Literary Theory

1. Caleb Warren
2. Steven A. Sloman
3. Zakary L. Tormala
4. Doug Lombardi
5. Gale M. Sinatra

In Marketing

1. Philip M. Fernbach
2. Pradeep Racherla
3. Caleb Warren
4. Wesley Friske
5. Zakary L. Tormala
6. Doug Lombardi
7. Gale M. Sinatra

In Sociology and Political Science

1. Doug Lombardi
2. Gale M. Sinatra
3. Philip M. Fernbach
4. Pradeep Racherla
5. Caleb Warren
6. Steven A. Sloman
7. Wesley Friske
8. James M. Leonhardt

Citations in the corpus

• Explanation Fiends and Foes: How Mechanistic Detail Determines Understanding and Preference (2013, background): “In a second study we assessed beliefs about source expertise (Cooper, Bennett, and Sukel 1996; Karmarkar and Tormala 2010; Petty, Cacioppo, and Goldman 1981; Ratneshwar and Chaiken 1991) by asking participants to rate how knowledgeable they considered the explanation writer.”
• Perceived 'usefulness' of online consumer reviews: An exploratory investigation across three services categories (2012, background): “Recent studies (Karmarkar and Tormala 2010) show that a claim of certainty from a high expertise source can sometimes violate expectancies, especially when it comes to judgments that lack an objective scale (Sniezek and Van Swol 2001).”
• Evaluating sources of scientific evidence and claims in the post-truth era may require reappraising plausibility judgments (2020, background): “For example, readers’ confidence in the source is directly related to their own perceived knowledge about a topic (Karmarkar & Tormala, 2010).”
• Certainty in Language Increases Consumer Engagement on Social Media (2021, background): “In the domain of persuasion, research has typically focused on the relationship between expressing certainty in product risks and benefits and in consumer judgment and decision making (Karmarkar and Tormala, 2010; Price & Stone, 2004).”
• The role of certainty (and uncertainty) in attitudes and persuasion (2016, background): “Specifically, Karmarkar and Tormala [55 ] found that when an expert source expresses some level of uncertainty in a persuasive appeal, that uncertainty violates people’s expectations,”