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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
Miniature of How AI Sources Can Increase Openness to Opposing Views
How AI Sources Can Increase Openness to Opposing Views
Miniature of Why Do People Choose Extreme Candidates? The Role of Identity Relevance
Why Do People Choose Extreme Candidates? The Role of Identity Relevance
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
Miniature of You Versus We: How Pronoun Use Shapes Perceptions of Receptiveness
You Versus We: How Pronoun Use Shapes Perceptions of Receptiveness
Miniature of The Attitude-Behavior Relationship Revisited
The Attitude-Behavior Relationship Revisited
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
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
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
Miniature of Change Appeals: How Referencing Change Boosts Curiosity and Promotes Persuasion
Change Appeals: How Referencing Change Boosts Curiosity and Promotes Persuasion
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
Miniature of Choosing Persuasion Targets: How Expectations of Qualitative Change Increase Advocacy Intentions
Choosing Persuasion Targets: How Expectations of Qualitative Change Increase Advocacy Intentions
Miniature of Perceiving Attitude Change: How Qualitative Shifts Augment Change Perception
Perceiving Attitude Change: How Qualitative Shifts Augment Change Perception
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
Miniature of Political Identity, Preference, and Persuasion
Political Identity, Preference, and Persuasion
Miniature of When Moderation Fosters Persuasion: The Persuasive Power of Deviatory Reviews
When Moderation Fosters Persuasion: The Persuasive Power of Deviatory Reviews
Miniature of Attitude Certainty: Antecedents, Consequences, and New Directions
Attitude Certainty: Antecedents, Consequences, and New Directions
Miniature of Valence Asymmetries in Attitude Ambivalence
Valence Asymmetries in Attitude Ambivalence
Miniature of The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
Miniature of Group Identification as a Means of Attitude Restoration
Group Identification as a Means of Attitude Restoration
Miniature of The Role of Certainty (And Uncertainty) in Attitudes and Persuasion
The Role of Certainty (And Uncertainty) in Attitudes and Persuasion
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
Miniature of How Certainty Transforms Persuasion
How Certainty Transforms Persuasion
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
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
Miniature of Elaboration and Attitude Strength: The New Meta-Cognitive Perspective
Elaboration and Attitude Strength: The New Meta-Cognitive Perspective
Miniature of Thought Calibration: How Thinking Just the Right Amount Increases One's Influence and Appeal
Thought Calibration: How Thinking Just the Right Amount Increases One's Influence and Appeal
Miniature of Motivated Reflection on Attitude-Inconsistent Information: An Exploration of the Role of Fear of Invalidity in Self-Persuasion
Motivated Reflection on Attitude-Inconsistent Information: An Exploration of the Role of Fear of Invalidity in Self-Persuasion
Miniature of The Malleable Influence of Social Consensus on Attitude Certainty
The Malleable Influence of Social Consensus on Attitude Certainty
Miniature of Consumer Conviction and Commitment: An Appraisal-Based Framework for Attitude Certainty
Consumer Conviction and Commitment: An Appraisal-Based Framework for Attitude Certainty
Miniature of Weak > Strong: The Ironic Effect of Argument Strength on Supportive Advocacy
Weak > Strong: The Ironic Effect of Argument Strength on Supportive Advocacy
Miniature of When Contradictions Foster Persuasion: An Attributional Perspective
When Contradictions Foster Persuasion: An Attributional Perspective
Miniature of From Rumors to Facts, and Facts to Rumors: The Role of Certainty Decay in Consumer Communications
From Rumors to Facts, and Facts to Rumors: The Role of Certainty Decay in Consumer Communications
Miniature of Inviting Questions
Inviting Questions
Miniature of Cognitive and Affective Matching Effects in Persuasion: An Amplification Perspective
Cognitive and Affective Matching Effects in Persuasion: An Amplification Perspective
Miniature of Mediation Analysis in Social Psychology: Current Practices and New Recommendations
Mediation Analysis in Social Psychology: Current Practices and New Recommendations
Miniature of When Blemishing Leads to Blossoming: The Positive Effect of Negative Information
When Blemishing Leads to Blossoming: The Positive Effect of Negative Information
Miniature of Does Fast or Slow Evaluation Foster Greater Certainty?
Does Fast or Slow Evaluation Foster Greater Certainty?
Miniature of A Self-Validation Perspective on the Mere Thought Effect
A Self-Validation Perspective on the Mere Thought Effect
Miniature of Counterfactual Potency
Counterfactual Potency
Miniature of Perceiving Stability as a Means to Attitude Certainty: The Role of Implicit Theories of Attitudes
Perceiving Stability as a Means to Attitude Certainty: The Role of Implicit Theories of Attitudes
Miniature of Tell Me More: The Effects of Expressed Interest on Receptiveness During Dialog
Tell Me More: The Effects of Expressed Interest on Receptiveness During Dialog
Miniature of Fragile Enhancement of Attitudes and Intentions Following Difficult Decisions
Fragile Enhancement of Attitudes and Intentions Following Difficult Decisions
Miniature of Think Versus "Feel" Framing Effects in Persuasion
Think Versus "Feel" Framing Effects in Persuasion
Miniature of The Effects of Regulatory Depletion on Attitude Certainty
The Effects of Regulatory Depletion on Attitude Certainty
Miniature of Believe Me, I Have No Idea What I'm Talking About: The Effects of Source Certainty on Consumer Involvement and Persuasion
Believe Me, I Have No Idea What I'm Talking About: The Effects of Source Certainty on Consumer Involvement and Persuasion
Miniature of Doubting One's Doubt: A Formula for Confidence?
Doubting One's Doubt: A Formula for Confidence?
Miniature of The Effects of Minority/majority Source Status on Attitude Certainty: A Matching Perspective
The Effects of Minority/majority Source Status on Attitude Certainty: A Matching Perspective
Miniature of Does Attitude Certainty Beget Self-Certainty?
Does Attitude Certainty Beget Self-Certainty?
Miniature of A New Look at the Consequences of Attitude Certainty: The Amplification Hypothesis
A New Look at the Consequences of Attitude Certainty: The Amplification Hypothesis
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GSB Authors: Zakary Tormala   Remove all  

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