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

Douglas, Karen, Sutton, Robbie M., Stathi, Sofia (2010) Why I am less persuaded than you: People's intuitive understanding of the psychology of persuasion. Social Influence, 5 (2). pp. 133-148. (doi:10.1080/15534511003597423)

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Abstract

People generally assume that others are more influenced than the self

we investigated people’s intuitive understanding of how persuasion works.

from persuasion (e.g., weak- and strong-mindedness) and need for cognition

by some advertisements. Results showed that participants associated perceived

Perceived self–other differences in these variables mediated the TPP.

People’s intuitive understanding of persuasion therefore resembles the

elaboration likelihood model on the role it grants to NFC.

Item Type: Article
DOI/Identification number: 10.1080/15534511003597423
Uncontrolled keywords: Third-person perception; Persuasion; Advertising; Self-enhancement; Need for cognition
Subjects: B Philosophy. Psychology. Religion > BF Psychology
Divisions: Faculties > Social Sciences > School of Psychology
Depositing User: Karen Douglas
Date Deposited: 19 Mar 2010 11:41 UTC
Last Modified: 06 Feb 2020 04:05 UTC
Resource URI: https://kar.kent.ac.uk/id/eprint/23892 (The current URI for this page, for reference purposes)
Douglas, Karen: https://orcid.org/0000-0002-0381-6924

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