Dispelling the illusion of invulnerability: the motivations and mechanisms of resistance to persuasion.
Three studies examined the impact of a treatment designed to instill resistance to deceptive persuasive messages. Study 1 demonstrated that after the resistance treatment, ads using illegitimate authority-based appeals became less persuasive, and ads using legitimate appeals became more persuasive. In Study 2, this resistance generalized to novel exemplars, persevered over time, and appeared outside of the laboratory context. In Study 3, a procedure that dispelled participants' illusions of invulnerability to deceptive persuasion maximized resistance to such persuasion. Overall, the present studies demonstrate that attempts to confer resistance to appeals will likely be successful to the extent that they install 2 conceptual features: perceived undue manipulative intent of the source of the appeal and perceived personal vulnerability to such manipulation.
Sagarin
Brad J
BJ
Department of Psychology, Northern Illinois University, DeKalb 60115, USA. bsagarin@niu.edu
Cialdini
Robert B
RB
Rice
William E
WE
Serna
Sherman B
SB
D000329:Advertising; D000704:Analysis of Variance; D001130:Arizona; D008192:Deception; D005260:Female; D006801:Humans; D008297:Male; D009042:Motivation; D010565:Persuasive Communication