Persuasion Mindset: The Effect of Persuasion on the Persuader
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Date
2014-02
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Abstract
We propose that consumers with a persuasive (vs. informative) communication goal activate a mental state called the “persuasion mindset” (PM). We hypothesize and find that being in this mindset leads consumers to utilize tactics that affect how they process information and form evaluations.
Description
Business: 2nd Place (The Ohio State University Edward F. Hayes Graduate Research Forum)
Keywords
persuasion, social influence, mindset, inference-making