Re-examining the agentic shift: The sense of agency influences the effectiveness of (self)persuasion
Number of pages
SourcePLoS One, 10, 6, (2015), article e0128635
Article / Letter to editor
Display more detailsDisplay less details
SW OZ BSI SCP
SubjectBehaviour Change and Well-being
In the present study we investigated whether differences in the sense of agency influenced the effectiveness of both direct persuasion and self-persuasion techniques. By manipulating both the delay and contingency of the outcomes of actions, participants were led to experience either a low or high sense of agency. Participants were subsequently presented with arguments as to why a clean local environment is important (direct persuasion), or were asked to generate those arguments themselves (self-persuasion). Subsequently, participants' cleanliness attitudes and willingness to participate in a campus cleanup were measured. The results show that techniques of direct persuasion influenced attitudes and volunteering behavior under conditions of low rather than high agency, whereas techniques of self-persuasion were most effective under conditions of high rather than low agency. The present findings therefore show how recent experiences of agency, a state based experience of control, can influence the effectiveness of both external and internal persuasion techniques.
This item appears in the following Collection(s)
- Academic publications 
- Electronic publications 
- Faculty of Social Sciences 
- Open Access publications 
Upload full text
Use your RU credentials (u/z-number and password) to log in with SURFconext to upload a file for processing by the repository team.