Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion

Autor:	Robert B. Cialdini, Brad J. Sagarin, William E. Rice, Sherman B. Serna
Rok vydání:	2002
Předmět:	Persuasion Sociology and Political Science Social Psychology media_common.quotation_subject Illusion Appeal Context (language use) Resistance (psychoanalysis) Deception Nonverbal communication Psychology Social psychology Lying media_common
Zdroj:	Journal of Personality and Social Psychology. 83:526-541
ISSN:	1939-1315 0022-3514
DOI:	10.1037/0022-3514.83.3.526
Popis:	Three studies examined the impact of a treatment designed to instill resistance to deceptive persuasive messages. Study 1 demonstrated that after the resistance treatment, ads using illegitimate authority-based appeals became less persuasive, and ads using legitimate appeals became more persuasive. In Study 2, this resistance generalized to novel exemplars, persevered over time, and appeared outside of the laboratory context. In Study 3, a procedure that dispelled participants' illusions of invulnerability to deceptive persuasion maximized resistance to such persuasion. Overall, the present studies demonstrate that attempts to confer resistance to appeals will likely be successful to the extent that they install 2 conceptual features: perceived undue manipulative intent of the source of the appeal and perceived personal vulnerability to such manipulation.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::2283f94dcf6070aeac7b1904a6bce85a https://doi.org/10.1037/0022-3514.83.3.526 Zobrazit plný text záznamu