کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
882576 911953 2006 11 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Explicit Persuasive Intent and Its Impact on Success at Persuasion—The Determining Roles of Attractiveness and Likeableness
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Explicit Persuasive Intent and Its Impact on Success at Persuasion—The Determining Roles of Attractiveness and Likeableness
چکیده انگلیسی

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.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Consumer Psychology - Volume 16, Issue 3, 2006, Pages 249-259