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Dispelling the illusion of invulnerability: the motivations and mechanisms of resistance to persuasion.
Sagarin, Brad J; Cialdini, Robert B; Rice, William E; Serna, Sherman B.
Afiliación
  • Sagarin BJ; Department of Psychology, Northern Illinois University, DeKalb 60115, USA. bsagarin@niu.edu
J Pers Soc Psychol ; 83(3): 526-41, 2002 Sep.
Article en En | MEDLINE | ID: mdl-12219852
ABSTRACT
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.
Asunto(s)
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Colección: 01-internacional Banco de datos: MEDLINE Asunto principal: Comunicación Persuasiva / Publicidad / Decepción / Motivación Tipo de estudio: Clinical_trials Límite: Female / Humans / Male País/Región como asunto: America do norte Idioma: En Revista: J Pers Soc Psychol Año: 2002 Tipo del documento: Article País de afiliación: Estados Unidos
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Colección: 01-internacional Banco de datos: MEDLINE Asunto principal: Comunicación Persuasiva / Publicidad / Decepción / Motivación Tipo de estudio: Clinical_trials Límite: Female / Humans / Male País/Región como asunto: America do norte Idioma: En Revista: J Pers Soc Psychol Año: 2002 Tipo del documento: Article País de afiliación: Estados Unidos