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.
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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.
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Citations
Corporate Responses to Critical Journalistic Interview Requests: An Experimental Study on Crisis Prevention
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The Impact of Celebrity Credibility on Consumer’s Purchase Intention toward the Footwear Industry in Malaysia: The Mediating Effect of Attitude toward Advertisement
Abstract: Practices of using celebrities as spokespeople for commercialized products are continuously favoured toward the effort of marketing and positioning. The popularity of celebrity advertising is founded upon advertiser’s belief on message credibility by well-known personalities to achieve greater attention, recall and behavioural intention among consumers. The present study assesses the impact of celebrity credibility on the underlying purchase intention of Malaysian consumers toward the footwear industry, by exploring the mediating role of attitude toward advertisement between celebrity credibility and purchase intention. The influence of endorser’s characteristics and cultures on consumer’s behavioural intention is explained through the applications of the Theory of Identification (Kelman, 1961, 2006) and the Meaning Transfer Model (McCracken, 1989) in this study. Descriptive findings collected from 200 potential consumers have suggested attitude toward advertisement as the catalyst of endorser’s identification, for cultivating dimensions of celebrity credibility (trustworthiness, expertise and attractiveness) into transactional intention. The phenomenon of integration approaches of single phenomenon, with two theoretical perspectives (Mayer & Sparrowe, 2013) is demonstrated in this product marketplace.
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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.
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