Mindless resistance to persuasion: Low self‐control fosters the use of resistance‐promoting heuristics
Sign Up to like & getrecommendations! Published in 2017 at "Journal of Consumer Behaviour"
DOI: 10.1002/cb.1646
Abstract: In our consumer society, people are confronted on a daily basis with unsolicited persuasion attempts. The present research challenges the prevailing view that resisting persuasion is more likely to fail when consumers have low self-control.… read more here.
Keywords: persuasion; resistance; resistance promoting; promoting heuristics ... See more keywords
Theory of mind, affective empathy, and persuasive strategies in school‐aged children
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DOI: 10.1002/icd.2022
Abstract: Understanding that other people hold different mental states and that they may be changed is the core of persuasion. Thus, theory of mind (ToM) abilities are fundamental to generate persuasive arguments. To date, only the… read more here.
Keywords: mind; persuasion; persuasive strategies; affective empathy ... See more keywords
How Age and Disclosures of Sponsored Influencer Videos Affect Adolescents’ Knowledge of Persuasion and Persuasion
Sign Up to like & getrecommendations! Published in 2020 at "Journal of Youth and Adolescence"
DOI: 10.1007/s10964-019-01191-z
Abstract: This study examines the effects of age (early versus middle adolescence) combined with the content of disclosures for sponsoring in online influencer videos on adolescents’ knowledge of persuasion and on persuasion. An experiment was conducted… read more here.
Keywords: persuasion; sponsored influencer; age; knowledge persuasion ... See more keywords
Rational Persuasion, Paternalism, and Respect
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DOI: 10.1007/s11158-016-9338-x
Abstract: Abstract In ‘Rational Persuasion as Paternalism', George Tsai argues that providing another person with reasons or evidence (even good reasons or evidence) can be a morally objectionable form of paternalism. I believe Tsai’s thesis is… read more here.
Keywords: persuasion; tsai; paternalism respect; rational persuasion ... See more keywords
When does monitoring hurt? Endogenous information acquisition in a game of persuasion
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DOI: 10.1016/j.econlet.2017.12.001
Abstract: We study a persuasion game between a decision maker and an expert. Before communication, the expert searches for an evidence about the state of nature. Higher effort leads to a higher probability of discovery. We… read more here.
Keywords: persuasion; game; hurt endogenous; monitoring hurt ... See more keywords
When attitudes and habits don’t correspond: Self-control depletion increases persuasion but not behavior
Sign Up to like & getrecommendations! Published in 2018 at "Journal of Experimental Social Psychology"
DOI: 10.1016/j.jesp.2017.10.011
Abstract: Abstract Changing attitudes does not necessarily involve the same psychological processes as changing behavior, yet social psychology is only just beginning to identify the different mechanisms involved. We contribute to this understanding by showing that… read more here.
Keywords: persuasion; change; control; behavior ... See more keywords
When Deliberation Produces Persuasion rather than Polarization: Measuring and modeling Small Group Dynamics in a Field Experiment
Sign Up to like & getrecommendations! Published in 2019 at "British Journal of Political Science"
DOI: 10.1017/s0007123419000243
Abstract: This article proposes a new statistical method to measure persuasion within small groups, and applies this approach to a large-scale randomized deliberative experiment. The authors define the construct of ‘persuasion’ as a change in the… read more here.
Keywords: polarization; small group; persuasion; produces persuasion ... See more keywords
Optimal Persuasion under Confirmation Bias: Theory and Evidence From a Registered Report
Sign Up to like & getrecommendations! Published in 2021 at "Journal of Experimental Political Science"
DOI: 10.1017/xps.2021.21
Abstract: Political actors face a trade-off when they try to influence the beliefs of voters about the effects of policy proposals. They want to sway voters maximally, yet voters may discount predictions that are inconsistent with… read more here.
Keywords: prior beliefs; persuasion; confirmation bias; confirmation ... See more keywords
Metacognitive approach to narrative persuasion: the desirable and undesirable consequences of narrative disfluency
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DOI: 10.1080/15213269.2020.1789477
Abstract: ABSTRACT The current article tests the metacognitive proposition that the relative ease or difficulty with which narrative messages are processed can affect subsequent judgment. Challenging the assertion that experienced disfluency is mostly negative and undesirable,… read more here.
Keywords: approach narrative; persuasion; metacognitive approach; disfluency ... See more keywords
Legitimacy, stability and democratic persuasion
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DOI: 10.1080/20403313.2017.1296098
Abstract: How may a reasonably just regime defend itself from its enemies without collapsing into tyranny? This question marks a recurring concern in political theory at least since Machiavelli. The concern is even more acute for… read more here.
Keywords: legitimacy stability; persuasion; democratic persuasion; stability democratic ... See more keywords
The persuasion network is modulated by drug-use risk and predicts anti-drug message effectiveness
Sign Up to like & getrecommendations! Published in 2017 at "Social Cognitive and Affective Neuroscience"
DOI: 10.1093/scan/nsx126
Abstract: Abstract While a persuasion network has been proposed, little is known about how network connections between brain regions contribute to attitude change. Two possible mechanisms have been advanced. One hypothesis predicts that attitude change results… read more here.
Keywords: persuasion; message; network; persuasion network ... See more keywords