Stanford GSB Faculty Publications

The Faculty Publications collection allows you to explore a growing corpus of GSB research in one place, with the ability to perform searches by title, author, abstract, supplied keywords, and (when available) full text. The collection indexes journal articles, case studies, working papers, books and book chapters, and white papers published by GSB faculty members from 2000 to the present. Output from the Corporate Governance Research Initiative, the Corporations and Society Initiative, and the Value Chain Innovation Initiative is also included.

This collection will grow over time as new publications are continually added, additional Research Hub Labs and Initiatives are incorporated, and librarians add entries for pre-2000 articles and other content.

Photo: Monuments to the Unknown Variables by Peter Wegner. Located in the McCoy Family Courtyard of Knight Management Center at the GSB, the ‘x’ structure offers a place to ponder indefinite change—and plan new discoveries.

Showing 1 - 25 of 52 Records

Title (A-Z) Title (Z-A) Date (Ascending) Date (Descending)
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Miniature of Fifteen Reasons You Should Read This Paper: How Providing Many Arguments Increases Perceptions of Both Expertise and Persuasive Intent
Fifteen Reasons You Should Read This Paper: How Providing Many Arguments Increases Perceptions of Both Expertise and Persuasive Intent
  • GSB Authors: Zakary Tormala
  • Date: 2025-09-24
  • Publication Type: Articles
  • Publication: Personality and Social Psychology Bulletin
Miniature of How AI Sources Can Increase Openness to Opposing Views
How AI Sources Can Increase Openness to Opposing Views
  • GSB Authors: Zakary Tormala
  • Date: 2025-05-17
  • Publication Type: Articles
  • Publication: Scientific Reports
Miniature of Why Do People Choose Extreme Candidates? The Role of Identity Relevance
Why Do People Choose Extreme Candidates? The Role of Identity Relevance
  • GSB Authors: Zakary Tormala | S. Wheeler
  • Date: 2025-05-12
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of The Allure of Consensus: People (Over)seek Consensus in Selecting Group Persuasion Strategies
The Allure of Consensus: People (Over)seek Consensus in Selecting Group Persuasion Strategies
  • GSB Authors: Zakary Tormala
  • Date: 2024-02-15
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of You Versus We: How Pronoun Use Shapes Perceptions of Receptiveness
You Versus We: How Pronoun Use Shapes Perceptions of Receptiveness
  • GSB Authors: Zakary Tormala
  • Date: 2023-10-31
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of The Attitude-Behavior Relationship Revisited
The Attitude-Behavior Relationship Revisited
  • GSB Authors: Zakary Tormala
  • Date: 2021-07-26
  • Publication Type: Articles
  • Publication: Psychological Science
Miniature of Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2021-04-03
  • Publication Type: Articles
  • Publication: Personality and Social Psychology Review
Miniature of Do I Support That It's Good or Oppose That It's Bad? The Effect of Support-Oppose Framing on Attitude Sharing
Do I Support That It's Good or Oppose That It's Bad? The Effect of Support-Oppose Framing on Attitude Sharing
  • GSB Authors: Zakary Tormala
  • Date: 2021-02-22
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of Misdirecting Persuasive Efforts During the Covid-19 Pandemic: The Targets People Choose May Not Be the Most Likely to Change
Misdirecting Persuasive Efforts During the Covid-19 Pandemic: The Targets People Choose May Not Be the Most Likely to Change
  • GSB Authors: Zakary Tormala
  • Date: 2020-12-02
  • Publication Type: Articles
  • Publication: Journal of the Association for Consumer Research
Miniature of Change Appeals: How Referencing Change Boosts Curiosity and Promotes Persuasion
Change Appeals: How Referencing Change Boosts Curiosity and Promotes Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2020-08-05
  • Publication Type: Articles
  • Publication: Personality and Social Psychology Bulletin
Miniature of Individual Differences in Attitude Consistency Over Time: The Personal Attitude Stability Scale
Individual Differences in Attitude Consistency Over Time: The Personal Attitude Stability Scale
  • GSB Authors: Zakary Tormala
  • Date: 2020-03-07
  • Publication Type: Articles
  • Publication: Personality and Social Psychology Bulletin
Miniature of Choosing Persuasion Targets: How Expectations of Qualitative Change Increase Advocacy Intentions
Choosing Persuasion Targets: How Expectations of Qualitative Change Increase Advocacy Intentions
  • GSB Authors: Zakary Tormala
  • Date: 2019-11-06
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of Perceiving Attitude Change: How Qualitative Shifts Augment Change Perception
Perceiving Attitude Change: How Qualitative Shifts Augment Change Perception
  • GSB Authors: Zakary Tormala
  • Date: 2019-02-22
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
  • GSB Authors: Zakary Tormala
  • Date: 2019-01-29
  • Publication Type: Articles
  • Publication: Psychological Science
Miniature of Political Identity, Preference, and Persuasion
Political Identity, Preference, and Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2018-09-12
  • Publication Type: Articles
  • Publication: Social Influence
Miniature of When Moderation Fosters Persuasion: The Persuasive Power of Deviatory Reviews
When Moderation Fosters Persuasion: The Persuasive Power of Deviatory Reviews
  • GSB Authors: Zakary Tormala
  • Date: 2018-03-14
  • Publication Type: Articles
  • Publication: Journal of Consumer Research
Miniature of Attitude Certainty: Antecedents, Consequences, and New Directions
Attitude Certainty: Antecedents, Consequences, and New Directions
  • GSB Authors: Zakary Tormala
  • Date: 2017-12-18
  • Publication Type: Articles
  • Publication: Consumer Psychology Review
Miniature of Valence Asymmetries in Attitude Ambivalence
Valence Asymmetries in Attitude Ambivalence
  • GSB Authors: Zakary Tormala
  • Date: 2017-04-01
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
  • GSB Authors: Zakary Tormala
  • Date: 2016-11-12
  • Publication Type: Articles
  • Publication: Personality and Social Psychology Bulletin
Miniature of Group Identification as a Means of Attitude Restoration
Group Identification as a Means of Attitude Restoration
  • GSB Authors: Zakary Tormala
  • Date: 2016-07-02
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of The Role of Certainty (And Uncertainty) in Attitudes and Persuasion
The Role of Certainty (And Uncertainty) in Attitudes and Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2015-10-27
  • Publication Type: Articles
  • Publication: Current Opinion in Psychology
Miniature of Attitude Certainty and Attitudinal Advocacy: The Unique Roles of Clarity and Correctness
Attitude Certainty and Attitudinal Advocacy: The Unique Roles of Clarity and Correctness
  • GSB Authors: Zakary Tormala
  • Date: 2015-09-03
  • Publication Type: Articles
  • Publication: Personality and Social Psychology Bulletin
Miniature of How Certainty Transforms Persuasion
How Certainty Transforms Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2015-09-01
  • Publication Type: Articles
  • Publication: Harvard Business Review
Miniature of Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion
Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2015-05-28
  • Publication Type: Articles
  • Publication: Journal of Consumer Research
Miniature of The Allure of Unknown Outcomes: Exploring the Role of Uncertainty in the Preference for Potential
The Allure of Unknown Outcomes: Exploring the Role of Uncertainty in the Preference for Potential
  • GSB Authors: Zakary Tormala
  • Date: 2014-07-15
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
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About this Collection

Collection Name:
Stanford GSB Faculty Publications
Collection Type:
GSB Publications and Research

52 Articles

52 Marketing

12 persuasion 9 attitudes 5 attitude certainty 5 certainty 5 persuasion (psychology) 4 advocacy 4 attitude change 4 consumer behavior 3 attitude (psychology) 3 attitude change (psychology) 3 attitude strength 3 behavior 3 receptiveness 3 social influence 3 source perceptions 2 belief & doubt 2 consumer attitudes 2 consumer psychology 2 open data 2 open materials 2 polarization 2 preregistered 2 uncertainty 1 COVID-19 1 COVID-19 pandemic 1 achievement 1 advertising effectiveness 1 affect 1 ambivalence 1 argument quantity 1 artificial intelligence 1 attitude extremity 1 attitude sharing 1 attitude-behavior consistency 1 bias 1 brand choice 1 candidate choice 1 categorical perception 1 categorization (psychology) 1 clarity 1 cognition 1 cognitive dissonance 1 commitment (psychology) 1 comprehension 1 confidence 1 conflict (psychology) 1 consensus 1 consensus (social sciences) 1 consumer conviction 1 consumer preferences 1 correctness 1 customer services 1 decision difficulty 1 efficacy 1 embodiment 1 everyday life 1 expertise 1 extremity 1 framing effects 1 group identification 1 group persuasion 1 health behavior 1 human information processing 1 identity relevance 1 influence 1 influence tactics 1 information resources 1 intentions 1 interruption 1 interruption (psychology) 1 involvement 1 liking 1 marketing 1 marketing & psychology 1 matching effects 1 mere thought 1 message strength 1 meta-cognition 1 metaanalysis 1 negativity bias 1 norms 1 openness 1 opinion expression 1 optimal distinctiveness 1 optimism 1 perceived elaboration 1 personal fear of invalidity 1 perspective taking 1 persuasive intent 1 positivity offset 1 potential 1 product management 1 questions 1 questions & answers 1 resistance 1 restoration 1 self-doubt 1 self-persuasion 1 self-regulatory depletion 1 self-validation 1 sensory perception 1 sharing 1 similarity 1 social consensus 1 thoughtfulness 1 uncertainty reduction 1 valence asymmetry 1 value congruence