The SAGE Handbook of Persuasion

by James Price Dillard

  References

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  CHAPTER 22

  When Presumed Influence Turns Real

  An Indirect Route of Media Influence

  Ye Sun

  How do messages shape one’s attitudes and behaviors? Various theoretical lenses have been offered in this volume to understand the workings of persuasive communications through eliciting intended cognitive or emotional responses in the target audience. Media messages, however, can also inadvertently “cause” behaviors. Penn State University students, following the firing of the football coach Joe Paterno in a recent scandal, stormed into the downtown streets and overturned a television news van, a symbol of the news media, as they believed news reports had exaggerated Mr. Paterno’s role in the scandal and misled the public (Schweber, 2011). Or earlier in 2011, in the wake of the nuclear plant crisis in Japa
n, a great “salt rush” hit the east coast of China after messages were spread on the Internet that the iodine contained in the salt would help prevent sickness from radiation exposure. Whereas salt purchase itself could be a direct effect of those messages, purchasing in bulk and hoarding was a preemptive response fueled by fear of “competing” others who must have been persuaded by the messages. In both cases, individuals displayed such behaviors not primarily because the messages in question directly convinced them to do so, but because they thought that such messages must have influenced other people.

  Such scenarios depict an image of message recipients that is eclipsed in traditional persuasion research: Message recipients, like us persuasion and media effects scholars, also ponder over the persuasive effects of messages. They have their own lay theories about the power of messages on other audience members, such as the belief that the news reports about Joe Paterno had skewed the public’s perception about him, or the messages about the iodine in salt would lead others to hoard salt. Such presumptions about media effect, when transformed into actual behaviors, become the real effect of the media messages (Gunther, Perloff, & Tsfati, 2008).

  This indirect route from message to attitudinal or behavioral outcomes via speculations about other audience members is succinctly characterized as “the influence of presumed influence” (IPI, hereafter; Gunther & Storey, 2003). Different from traditional persuasion perspectives focusing on direct, intended effects of persuasive messages, it shifts analytical attention to how recipients’ subjective perceptions about message effects shape their personal or social behaviors. This chapter is organized as follows. First, I will sketch out the larger theoretical background from which IPI originated, with a focus on the third-person effect framework (TPE, hereafter; Davison, 1983). Then I will take a look at IPI as a process model and review the empirical findings from the extant literature. Following that I will engage in a substantive analysis of the key components of IPI, mapping out some underlying conceptual dimensions and bringing forth a few conceptual issues. Finally, based on the previously mentioned review and analysis, I will discuss problems with current IPI research in terms of empirical rigor, theoretical vigor, and practical significance, and call for more efforts from future research to tackle these challenges.