Strategies and motives for resistance to persuasion: An integrative framework
Source
Frontiers in Psychology, 6, (2015), article 1201ISSN
Publication type
Article / Letter to editor

Display more detailsDisplay less details
Organization
SW OZ BSI CW
Journal title
Frontiers in Psychology
Volume
vol. 6
Languages used
English (eng)
Subject
Communication and MediaAbstract
Persuasion is an important element of human communication. But in many situations, we resist rather than embrace persuasive attempts. Resistance to persuasion has been studied in many different disciplines, including communication science, psychology, and marketing. The present paper reviews and connects these diverse literatures, and provides an organizing framework for understanding and studying resistance. Four clusters of resistance strategies are defined (avoidance, contesting, biased processing, and empowerment), and these clusters are related to different motivations for resisting persuasion (threat to freedom, reluctance to change, and concerns of deception). We propose that, while avoidance strategies may be triggered by any of these motivations, contesting strategies are linked primarily to concerns of deception, while empowerment and biased processing strategies are most common when people are reluctant to change.
This item appears in the following Collection(s)
- Non RU Publications [14906]
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.