Frings, D. and Abrams, D. and Randsley de Moura, G. and Marques, J.M. (2010) The effects of cost, normative support, and issue importance on motivation to persuade in-group deviants. Group Dynamics: Theory, Research, and Practice, 14 (1). pp. 80-91. ISSN 1089-2699 .
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| Official URL http://dx.doi.org/10.1037/a0016092 |
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Abstract
Persuading in-group deviants to become normative may carry costs that outweigh the advantages of group consensus. This study investigates the effects of potential cost, normative support, and issue importance on group members' efforts to change the views of in-group deviants (N = 115). In line with previous research into bystander intervention, the authors show that when costs are low, high levels of either importance or normative support are sufficient to increase persuasion action tendency. When costs are higher, higher levels of both issue importance and normative support are necessary to increase persuasion action tendency. In addition, content analysis of messages sent to in-group deviants show that high potential costs and low levels of issue importance reduce the proportion of messages sent that are persuasive. These results are discussed in terms of theories of approach/avoidance and social identity.
| Item Type: | Article |
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| Uncontrolled keywords: | communication; deviance; group processes; persuasion; social identity |
| Subjects: | B Philosophy. Psychology. Religion > BF Psychology |
| Divisions: | Faculties > Social Sciences > School of Psychology |
| Depositing User: | Jonathan Beer |
| Date Deposited: | 05 May 2010 12:54 |
| Last Modified: | 06 Sep 2011 04:50 |
| Resource URI: | http://kar.kent.ac.uk/id/eprint/23943 (The current URI for this page, for reference purposes) |
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