Exploiting Attractiveness in Persuasion: Senders’ Implicit Theories About Receivers’ Processing Motivation  

Oleh:

Vogel, Tobias ; Kutzner, Florian ; Fiedler, Klaus ; Freytag, Peter

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 36 no. 6 (Jun. 2010), page 830– 842.
Topik: Elaboration Likelihood Model; Implicit Theories; Need for Cognition; Perceived Attractiveness; Persuasion Knowledge Model
Fulltext: Pers Soc Psychol Bull-2010-Vogel-830-42.pdf (359.62KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.40 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

Lihat Detail Induk

Isi artikel

Previous research suggests a positive correlation between physical attractiveness and the expectation of positive outcomes in social interactions, such as successful persuasion. However, prominent persuasion theories do not imply a general advantage of attractive senders. Instead, the persuasion success should vary with the receivers’ processing motivation and processing capacity. Focusing on the perspective of the sender, the authors elaborate on lay theories about how attractiveness affects persuasion success. They propose that lay theories (a) match scientific models in that they also comprise the interaction of senders’ attractiveness and receivers’ processing characteristics, (b) guide laypersons’ anticipation of persuasion success, and (c) translate into strategic behavior. They show that anticipated persuasion success depends on the interplay of perceived attractiveness and expectations about receivers’ processing motivation (Experiment 1 and 2). Further experiments show that laypersons strategically attempt to exploit attractiveness in that they approach situations (Experiment 3) and persons (Experiment 4) that promise persuasion success.

Opini Anda

Klik untuk menuliskan opini Anda tentang koleksi ini!

Kembali