Why I am less persuaded than you: People's intuitive understanding of the psychology of persuasion

被引：8

作者：

Douglas, Karen M. ^{[1
]}

Sutton, Robbie M. ^{[1
]}

Stathi, Sofia ^{[1
]}

机构：

[1] Univ Kent, Keynes Coll, Sch Psychol, Canterbury CT2 7NP, Kent, England

来源：

SOCIAL INFLUENCE | 2010年 / 5卷 / 02期

关键词：

Third-person perception; Persuasion; Advertising; Self-enhancement; Need for cognition; 3RD-PERSON PERCEPTION; SELF-EFFICACY; NEED; EXPLANATIONS; RESISTANCE; CONFORMITY; COGNITION; IMPACT;

D O I：

10.1080/15534511003597423

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

People generally assume that others are more influenced than the self (the third person perception or TPP). To further understand this perception we investigated people's intuitive understanding of how persuasion works. Participants rated themselves or others on traits reflecting risk and immunity from persuasion (e. g., weak- and strong-mindedness) and need for cognition (NFC). They then rated how much they or others would be influenced by some advertisements. Results showed that participants associated perceived low NFC and high levels of weak-mindedness with influence. Perceived self-other differences in these variables mediated the TPP. Also, perceived NFC explained the role of self-enhancement in the TPP. People's intuitive understanding of persuasion therefore resembles the elaboration likelihood model on the role it grants to NFC.

引用

页码：133 / 148

页数：16