The Persuasion Mindset: the Effect of Persuasion on the Persuader
Little is known about the effect of persuasion on the persuader. We argue that in striving to persuade someone else to like a target object, consumers adopt a “persuasion mindset,” which results in more extreme evaluations of the target object, increased confidence in evaluations, and an openness to persuasion by others.
Chris Summers and Rebecca Walker Naylor (2013) ,"The Persuasion Mindset: the Effect of Persuasion on the Persuader", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research.
Chris Summers, Ohio State University, USA
Rebecca Walker Naylor, Fisher College of Business, Ohio State University, USA
NA - Advances in Consumer Research Volume 41 | 2013
Shades of Rejections: The Effect of Rejection Frames on Commitment to Choice
Jen H. Park, Stanford University, USA
Itamar Simonson, Stanford University, USA
L6. The Influence of Social Exclusion on Consumers’ Perceptions of and Responses to Consumer-Dense Retail Environments
Veronica Thomas, Towson University
Christina Saenger, Youngstown State University
Liminal Motherhood: Relational Partners Experience of Liminality
Adriana Schneider Dallolio, Fundação Getúlio Vargas - FGV-EAESP
Eliane Zamith Brito, Fundação Getúlio Vargas