One of the most reliable and impactful methods for enhancing a persuasive appeal is to
match an aspect of the proposal (ie, its content, source, or the setting in which it is delivered) …

These meta-analyses of 60+ years of social comparison research focused on 2 issues: the
choice of a comparison target (selection) and the effects of comparisons on self-evaluations …

La 4ème de couverture indique:«Que sait-on aujourd'hui sur la façon dont l'Etre humain
change ses opinions et ses comportements? Comment les changer? Cet ouvrage présente …

In this article, we develop and empirically test the theoretical argument that when an
organizational culture promotes meritocracy (compared with when it does not), managers in …

Social behavior is ordinarily treated as being under conscious (if not always thoughtful)
control. However, considerable evidence now supports the view that social behavior often …

Need for cognition in contemporary literature refers to an individual's tendency to engage in
and enjoy effortful cognitive endeavors. Individual differences in need for cognition have …

Of the many conceptual distinctions present in psychology today, the approach-avoidance
distinction stands out as one of, if not the, most fundamental and basic. The distinction …

▪ Abstract We review empirical and conceptual developments over the past four years (1992–
1995) on attitudes and persuasion. A voluminous amount of material was produced …

The authors define mental contamination as the process whereby a person has an
unwanted response because of mental processing that is unconscious or uncontrollable …

The authors propose that when a message recipient" feels right" from regulatory fit (ET
Higgins, 2000), this subjective experience transfers to the persuasion context and serves as …