کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
882576 | 911953 | 2006 | 11 صفحه PDF | دانلود رایگان |

The effect on the impact of a message of explicitly stating a desire to persuade can depend on the communicator's physical attractiveness. Experiment 1 confirmed this possibility. Attractive male and female salespersons induced more positive attitudes and stronger intentions to purchase a product when they explicitly stated their desire to influence potential buyers. In contrast, unattractive salespersons were less likely to induce a favorable attitude toward the product under these conditions. Experiment 2 replicated these effects and provided evidence that they are mediated by the attribution of self-serving motives to the salesperson. A 2-step process of impression formation and attribution was used to describe the mechanisms underlying these effects.
Journal: Journal of Consumer Psychology - Volume 16, Issue 3, 2006, Pages 249-259