The Experts below are selected from a list of 63771 Experts worldwide ranked by ideXlab platform
Peter Wright - One of the best experts on this subject based on the ideXlab platform.
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Everyday Persuasion knowledge
Psychology and Marketing, 1999Co-Authors: Marian Friestad, Peter WrightAbstract:Laypeople's everyday Persuasion knowledge is one of their most valuable sociocognitive resources. People draw on their beliefs about Persuasion to cope with other people's attempts to influence them and to fashion their own Persuasion attempts. Because Persuasion-related tasks are so important in everyday life, the acquiring and sharing of Persuasion expertise is an ongoing sociocultural process. In this article we discuss how beliefs about Persuasion tactics get diffused within a culture, the role of researchers in that diffusion process, and the murky meaning of expertise in the domain of Persuasion. © 1999 John Wiley & Sons, Inc.
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Persuasion knowledge lay people s and researchers beliefs about the psychology of advertising
Journal of Consumer Research, 1995Co-Authors: Marian Friestad, Peter WrightAbstract:What do lay people believe about the psychology of advertising and Persuasion? How similar are the beliefs of lay people to those of consumer researchers? In this study we explore the content of people's conceptions of how television advertising influences its audience. The findings suggest that lay people and researchers share many basic beliefs about the psychology of Persuasion but also indicate some dissimilarities in these groups' Persuasion knowledge. We discuss what the findings imply about the existence of cultural folk knowledge and its effect on Persuasion. Copyright 1995 by the University of Chicago.
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the Persuasion knowledge model how people cope with Persuasion attempts
Journal of Consumer Research, 1994Co-Authors: Marian Friestad, Peter WrightAbstract:In theories and studies of Persuasion, people's personal knowledge about Persuasion agents' goals and tactics, and about how to skillfully cope with these, has been ignored. We present a model of how people develop and use Persuasion knowledge to cope with Persuasion attempts. We discuss what the model implies about how consumers use marketers' advertising and selling attempts to refine their product attitudes and attitudes toward the marketers themselves. We also explain how this model relates to prior research on consumer behavior and Persuasion and what it suggests about the future conduct of consumer research.
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The Persuasion Knowledge Model: How People Cope with Persuasion Attempts
Journal of Consumer Research, 1994Co-Authors: Marian Friestad, Peter WrightAbstract:In theories and studies of Persuasion, people's personal knowledge about Persuasion agents' goals and tactics, and about how to skillfully cope with these, has been ignored. We present a model of how people develop and use Persuasion knowledge to cope with Persuasion attempts. We discuss what the model implies about how consumers use marketers' advertising and selling attempts to refine their product attitudes and attitudes toward the marketers themselves. We also explain how this model relates to prior research on consumer behavior and Persuasion and what it suggests about the future conduct of consumer research. Copyright 1994 by the University of Chicago.
Marian Friestad - One of the best experts on this subject based on the ideXlab platform.
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Everyday Persuasion knowledge
Psychology and Marketing, 1999Co-Authors: Marian Friestad, Peter WrightAbstract:Laypeople's everyday Persuasion knowledge is one of their most valuable sociocognitive resources. People draw on their beliefs about Persuasion to cope with other people's attempts to influence them and to fashion their own Persuasion attempts. Because Persuasion-related tasks are so important in everyday life, the acquiring and sharing of Persuasion expertise is an ongoing sociocultural process. In this article we discuss how beliefs about Persuasion tactics get diffused within a culture, the role of researchers in that diffusion process, and the murky meaning of expertise in the domain of Persuasion. © 1999 John Wiley & Sons, Inc.
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Persuasion knowledge lay people s and researchers beliefs about the psychology of advertising
Journal of Consumer Research, 1995Co-Authors: Marian Friestad, Peter WrightAbstract:What do lay people believe about the psychology of advertising and Persuasion? How similar are the beliefs of lay people to those of consumer researchers? In this study we explore the content of people's conceptions of how television advertising influences its audience. The findings suggest that lay people and researchers share many basic beliefs about the psychology of Persuasion but also indicate some dissimilarities in these groups' Persuasion knowledge. We discuss what the findings imply about the existence of cultural folk knowledge and its effect on Persuasion. Copyright 1995 by the University of Chicago.
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the Persuasion knowledge model how people cope with Persuasion attempts
Journal of Consumer Research, 1994Co-Authors: Marian Friestad, Peter WrightAbstract:In theories and studies of Persuasion, people's personal knowledge about Persuasion agents' goals and tactics, and about how to skillfully cope with these, has been ignored. We present a model of how people develop and use Persuasion knowledge to cope with Persuasion attempts. We discuss what the model implies about how consumers use marketers' advertising and selling attempts to refine their product attitudes and attitudes toward the marketers themselves. We also explain how this model relates to prior research on consumer behavior and Persuasion and what it suggests about the future conduct of consumer research.
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The Persuasion Knowledge Model: How People Cope with Persuasion Attempts
Journal of Consumer Research, 1994Co-Authors: Marian Friestad, Peter WrightAbstract:In theories and studies of Persuasion, people's personal knowledge about Persuasion agents' goals and tactics, and about how to skillfully cope with these, has been ignored. We present a model of how people develop and use Persuasion knowledge to cope with Persuasion attempts. We discuss what the model implies about how consumers use marketers' advertising and selling attempts to refine their product attitudes and attitudes toward the marketers themselves. We also explain how this model relates to prior research on consumer behavior and Persuasion and what it suggests about the future conduct of consumer research. Copyright 1994 by the University of Chicago.
Giorgio Martini - One of the best experts on this subject based on the ideXlab platform.
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the simple economics of optimal Persuasion
Journal of Political Economy, 2019Co-Authors: Piotr Dworczak, Giorgio MartiniAbstract:We propose a price-theoretic approach to Bayesian Persuasion by establishing an analogy between the sender’s problem and finding Walrasian equilibria of a Persuasion economy. The sender, who acts a...
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The Simple Economics of Optimal Persuasion
Journal of Political Economy, 2019Co-Authors: Piotr Dworczak, Giorgio MartiniAbstract:We propose a price-theoretic approach to Bayesian Persuasion by establishing an analogy between the sender’s problem and finding Walrasian equilibria of a Persuasion economy. The sender, who acts as a consumer, purchases posterior beliefs at their prices using the prior distribution as her endowment. A single firm has the technology to garble the state. Welfare theorems provide a verification tool for optimality of a Persuasion scheme and characterize the structure of prices that support the optimal solution. This approach yields a tractable solution method for Persuasion problems in which the sender’s utility depends only on the expected state.
Henry Prakken - One of the best experts on this subject based on the ideXlab platform.
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Formal systems for Persuasion dialogue
The Knowledge Engineering Review, 2006Co-Authors: Henry PrakkenAbstract:This article reviews formal systems that regulate Persuasion dialogues. In such dialogues two or more participants aim to resolve a difference of opinion, each trying to persuade the other participants to adopt their point of view. Systems for Persuasion dialogue have found application in various fields of computer science, such as non-monotonic logic, artificial intelligence and law, multi-agent systems, intelligent tutoring and computer-supported collaborative argumentation. Taking a game-theoretic view on dialogue systems, this review proposes a formal specification of the main elements of dialogue systems for Persuasion and then uses it to critically review some of the main formal systems for Persuasion. The focus of this review will be on regulating the interaction between agents rather than on the design and behaviour of individual agents within a dialogue.
Amna Kirmani - One of the best experts on this subject based on the ideXlab platform.
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Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion
Journal of Consumer Research, 2004Co-Authors: Amna Kirmani, Margaret C. CampbellAbstract:This article investigates how consumers respond to influence attempts by interpersonal marketing agents such as salespeople and service personnel. We conceptualize the consumer target as a goal-directed individual who attempts to manage a marketing interaction. Three qualitative data sets reveal 15 response strategies reflecting targets who are both goal seekers (i.e., attempting to utilize the agent to achieve own goals) and Persuasion sentries (i.e., guarding against unwanted marketing Persuasion). The target-agent relationship and the target's experience with Persuasion emerge as factors that affect strategy use. An experimental study supports the proposition that the target-agent relationship interacts with Persuasion experience to affect strategy usage.
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Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent
Journal of Consumer Research, 2000Co-Authors: Margaret C. Campbell, Amna KirmaniAbstract:This article examines conditions that influence consumers' use of Persuasion knowledge in evaluating an influence agent, such as a salesperson. We propose that Persuasion knowledge is used when consumers draw an inference that a Persuasion motive may underlie a salesperson's behavior. These motive inferences then affect perceptions of the salesperson. We propose that two factors, the accessibility of Persuasion motives and the cognitive capacity of the consumer, affect whether consumers use Persuasion knowledge. When an ulterior Persuasion motive is highly accessible, both cognitively busy targets and unbusy observers use Persuasion knowledge to evaluate the salesperson. When an ulterior motive is less accessible, cognitively busy targets are less likely to use Persuasion knowledge, evaluating the salesperson as more sincere than are cognitively unbusy observers. Several experiments find support for the predictions. Copyright 2000 by the University of Chicago.
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consumers use of Persuasion knowledge the effects of accessibility and cognitive capacity on perceptions of an influence agent
Journal of Consumer Research, 2000Co-Authors: Margaret C. Campbell, Amna KirmaniAbstract:This article examines conditions that influence consumers’ use of Persuasion knowledge in evaluating an influence agent, such as a salesperson. We propose that Persuasion knowledge is used when consumers draw an inference that a Persuasion motive may underlie a salesperson's behavior. These motive inferences then affect perceptions of the salesperson. We propose that two factors, the accessibility of Persuasion motives and the cognitive capacity of the consumer, affect whether consumers use Persuasion knowledge. When an ulterior Persuasion motive is highly accessible, both cognitively busy targets and unbusy observers use Persuasion knowledge to evaluate the salesperson. When an ulterior motive is less accessible, cognitively busy targets are less likely to use Persuasion knowledge, evaluating the salesperson as more sincere than are cognitively unbusy observers. Several experiments find support for the predictions.
