Implicit Theories of Persuasion
Bibliographic Data
| ID | 2269790 |
|---|---|
| Authors | David R Roskos-Ewoldsen, David R Roskos‐ewoldsen (Indiana University, corresponding author) |
| Year | 1997 |
| Volume | 24 |
| Issue | 1 |
| Pages | 31-63 |
| Publication date | 1997-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Human Communication Research (JOURNAL) |
| Journal identifiers | ISSN: 0360-3989 • E-ISSN: 1468-2958 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1111/j.1468-2958.1997.tb00586.x |
| OpenAlex | W2152508857 |
| Language | EN |
| Citations received | 11 |
| References cited | 41 |
This research explores whether individuals have implicit theories of persuasion. The first study sought to understand how persuasive strategies are cognitively represented. Using multidimensional scaling, two dimensions were identified. The first dimension distinguishes the types of tactics used to bring about attitude change. The second dimension differentiated the social acceptability of the persuasive strategies. The second stage of this research explored the nature of people's implicit theories of persuasion. Experiment 1 demonstrated that implicit theories of persuasion are sensitive to the operation of multiple goals in a situation. Experiment 2 found that implicit theories of persuasion reflect the audience's familiarity with the topic. In Experiment 3, implicit theories were demonstrated to be sensitive to the topic-relevant knowledge of the communicator
Attitude change · Cognitive psychology · Dimension (graph theory · Implicit attitude · Implicit personality theory · Personality · Persuasion · Communication in Education and Healthcare · Media Influence and Health · Psychology · Social and Intergroup Psychology · Social Psychology
Self‐Monitoring in Social Interaction
Strategies for Resisting Persuasion
Word of mouth and interpersonal communication
Audience Sensemaking
A Cognitive Toolbox for Persuasion. Perceived Diagnosticity and Persuasibility Bias of Persuasive Features
Validating the Relationship Qualities of Influence and Persuasion With the Family Social Relations Model
Industrial Buyers' Perception of Effective Selling
Industrial Buyers' Perception of Effective Selling
Strategies of influence in close relationships
The Implicit Structure of Influence Strategies and Social Relationships
Theories of Intergroup Conflict
Communication and Persuasion
Advances In Experimental Social Psychology
Relation of implicit theories to the construction of personal histories.
Multidimensional Scaling by Optimizing Goodness of Fit to a Nonmetric Hypothesis
Interpersonal Expectancy Effects
Features of similarity.
Handbook of Social Cognition
Classifying Compliance Gaining Messages
Compliance‐gaining message‐selection
Path
The logic of message design
A model of compliance‐gaining message selection
Primary and secondary goals in the production of interpersonal influence messages
Situational influences on the selection of compliance‐gaining messages
Self-monitoring in communicative interactions
Conviction
Effects of Preinteraction Expectancies and Target Communication on Perceiver Reciprocity and Compensation in Dyadic Interaction
Compliance, identification, and internalization three processes of attitude change
Multidimensional scaling of power strategies
A multidimensional approach to the structure of personality impressions
Anatomy of a persuasion schema
Power strategies in intimate relationships
Adjustment of attitude communications for contrasts by extreme audiences
Social encoding and subsequent attitudes, impressions, and memory
Topoiand rhetorical competence
Mediation of interpersonal expectancy effects
Effects of Communication Expectancies, Actual Communication, and Expectancy Disconfirmation on Evaluations of Communicators and Their Communication Behavior
Compliance and Satisfaction With Physician-Patient Communication An Expectancy Theory Interpretation of Gender Differences
Implicit Theories of Marriage and Evaluations of Marriage on Television
Item Desirability Effects in Compliance-Gaining Research Seven Studies Documenting Artifacts in the Strategy Selection Procedure
| Unique citing works | 11 |
|---|---|
| Citations per year | 0,41 |
| Citation span | 1999 - 2024 (26) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 10 |