Communicator physical attractiveness and persuasion.
TL;DR: In this article, physically attractive or unattractive male and female communicator-subjects delivered a persuasive message to target-subjec ts of each sex, and the results indicated that attractive (vs. unattractive) communicators induced significantly greater persuasion on both a verbal and behavioral measure of target agreement.
read more
Abstract: In a field setting, physically attractive or unattractive male and female communicator-subjects delivered a persuasive message to target-subjec ts of each sex. Results indicated that attractive (vs. unattractive) communicators induced significantly greater persuasion on both a verbal and behavioral measure of target agreement. In addition, female targets indicated greater agreement than did male targets. Data gathered from communicator-subjects during an earlier laboratory session indicated that physically attractive and unattractive communicators differed with respect to several communication skills and other attributes relevant to communicator persuasiveness, including grade point average, Scholastic Aptitude Test scores, and several measures of self-evaluati on. These findings suggest that attractive individuals may be more persuasive than unattractive persons partly because they possess characteristics that dispose them to be more effective communicators. Experimental evidence regarding the effect of communicator physical attractiveness on persuasion is equivocal. Although two studies have demonstrated that attractiveness can significantly enhance a male communicator's persuasiveness with both male and female message recipients (Horai, Naccari, & Fatoullah, 1974; Snyder & Rothbart, 1971), the majority of published experiments have failed to obtain significant attractiveness effects or have obtained interactions between attractiveness and other variables (Chaiken, Eagly, Sejwacz, Gregory, & Christensen, 1978; Mills & Aronson, 1965; Blass, Alperstein, & Block, Note 1). For example, Mills and Aronson (196S), using a female communicator and male recipients, found no overall effect of communicator attractiveness on persuasion.
read more
Chat with Paper
AI Agents for this Paper
Find similar papers on Google Scholar, PubMed and Arxiv
Write a critical review of this paper
Analyze citations of this paper to find unaddressed research gaps
Citations
Voice and persuasion in a banking telemarketing context
TL;DR: The influence of voice and sex on the credibility of the voice source in a banking telemarketing context as well as with regards to the attitude toward the advertisement, and subjects' behavioral intention is examined.
48
Impact of Celebrity Endorsement on Consumer Buying Behaviour in the State of Goa
Karuna Krishna Gauns,Subhash Kizhakanveatil Bhaskaran Pillai,Kaustubh Kamat,Ruey Feng Chen,Ling-Chen Chang +4 more
TL;DR: In this article, a survey using structured questionnaire was administered among 200 Goan consumers during June 2015 to April 2016, and the authors focused on five aspects: to examine the present status of literature available on the effect of celebrity endorsement on consumer buying behaviour; to identify whether there is any association between the three groups of consumers (supporters/neutral/opposers of celebrities endorsement); applying multi-logit analysis to identify the probability of a consumer in becoming a supporter/ neutral/opposer of the celebrity endorsement based on demographic profiles of consumers; examining the celebrity attributes likely to
48
•Posted Content
Seeking advice - a sampling approach to advice taking
TL;DR: In this article, advice that is distant from the decision maker's initial estimate and advice supported by larger samples of advisory estimates are weighted more strongly in the final judgment, and three experiments strongly support these hypotheses, thereby advancing the understanding of advice taking as an adaptive process.
47
Expertise Makes Perfect: How the Variance of a Reviewer's Historical Ratings Influences the Persuasiveness of Online Reviews
Xiaoyue Wu,Liyin Jin,Qian Xu +2 more
TL;DR: The authors found that consumers are more willing to accept a reviewer's recommendation when his/her historical ratings in a certain product domain display greater variance than the reviewer's expertise, and this variance-expert inference was attenuated when the consumption experience of the reviewer is limited and when the consumers are familiar with the products.
45
•Posted Content
The Relative Effectiveness of Celebrity Endorsement for Print Advertisement
Irene Roozen,Christel Claeys +1 more
TL;DR: In this article, the authors investigated the effect of celebrity endorsers with good or bad fit, an unknown endorser, and compared this to an endorser free control condition, and concluded that celebrity endorsement is not always effective.
45
References
Generalized expectancies for internal versus external control of reinforcement.
TL;DR: In this paper, the effects of reward or reinforcement on preceding behavior depend in part on whether the person perceives the reward as contingent on his own behavior or independent of it, and individuals may also differ in generalized expectancies for internal versus external control of reinforcement.
23.7K
Processes of opinion change
TL;DR: In this article, a persistent concern in the analysis of public opinion data is the "meaning" that one can ascribe to the observed distributions and trends and to the positions taken by particular individuals and segments of the population.
2.2K
Social Perception and Interpersonal Behavior: On the Self-Fulfilling Nature of Social Stereotypes
TL;DR: In this paper, the self-fulfilling influences of social stereotypes on dyadic social interaction are discussed. But the authors focus on the behavior of the target individual to confirm the perceiver's initially erroneous attributions.
On the Self-Fulfilling Nature of Social Stereotypes.
Mark Snyder
- 01 Jul 1977
TL;DR: DeScribe et al. as mentioned in this paper explored the cognitive and behavioral consequences of our impressions of other people in the context of social stereotypes and found that social stereotypes may create their own reality by channeling interaction in ways that cause the stereotyped individual to behaviorally confirm the perceiver's stereotype.
Research Note: The Effect of Physical Attractiveness on Teacher Expectations*
TL;DR: This paper found that a teacher's expectations about a child's behavior strongly influence his actual behavior, and that the teachers' expectations did in- deed have an enormous impact on students' performance, and they found that the child's attractiveness was significantly associated with how intelligent the child was, how interested in education his parents were, how far he was likely to progress in school and how popular he would be with his peers.
433