Undermining Your Case Can Enhance Your Impact: a Framework For Understanding the Positive Effects of Acts of Receptiveness in Persuasion
People are often more persuaded by actions that seem more receptive—e.g., by messages that seem uncertain or play up personal mistakes. We propose a theoretical framework for understanding the persuasive benefits of these “acts of receptiveness.” We identify the conditions and mechanisms through which acts of receptiveness boost persuasion.
Citation:
Mohamed A. Hussein and Zakary Tormala (2020) ,"Undermining Your Case Can Enhance Your Impact: a Framework For Understanding the Positive Effects of Acts of Receptiveness in Persuasion", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 943-948.
Authors
Mohamed A. Hussein, Stanford University, USA
Zakary Tormala, Stanford University, USA
Volume
NA - Advances in Consumer Research Volume 48 | 2020
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