Approach-Avoidance Model of Persuasion: Alpha and Omega Strategies for Change
By E. S. Knowles, J. A. Linn. 2004
95 citations recorded by the source corpus.
Subfields: Applied Psychology, Social Psychology
View Paper: https://www.semanticscholar.org/paper/0cab99d3fa662d33ff2c8be8794c7d85746d647a
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In Applied Psychology
- Noah J. Goldstein
- Robert B. Cialdini
- Martin Adam
- Michael Wessel
- Paul J Silvia
- Alexander Benlian
- Elisabetta Cherchi
- S. van der Linden
In Social Psychology
- Noah J. Goldstein
- A. Abbe
- S. Brandon
- Martin Adam
- Michael Wessel
- Paul J Silvia
- Alexander Benlian
- Robert B. Cialdini
Citations in the corpus
- Social influence: compliance and conformity. (2004, methodology): “Investigations of the processes associated with alpha strategies of influence are ubiquitous in the literature (see Cialdini 2001), whereas omega strategies have been quite underserved (Knowles & Linn 2003, Sagarin et al. 2002).”
- Building and maintaining rapport in investigative interviews (2014, background): “’ Rapport may be particularly helpful in enabling an inter-viewer to use persuasion approaches that sidestep or disrupt resistance (see Knowles & Linn, 2004).”
- Resistance to Change: The Rest of the Story (2008, background): “…change is never portrayed as the product of rationally coherent strategies and objectives (Jermier, Knights, & Nord, 1994), even though resistance to persuasion has been found to be the product of thoughtful consideration (e.g., Knowles & Linn, 2004b; Wegener, Petty, Smoak, & Fabrigar, 2004).”
- AI-based chatbots in customer service and their effects on user compliance (2020, methodology): “Compliance research has devoted its efforts on various compliance techniques, such as the that’s-not-all technique (Burger 1986), the disrupt-then-reframe technique (Davis and Knowles 1999; Knowles and Linn 2004), doorin-the-face technique (Cialdini et al.”
- Reactance and the dynamics of disagreement: multiple paths from threatened freedom to resistance to persuasion (2006, background): “Agreement reflects the balance of the positive and negative forces (cf. Davis & Knowles, 1999; Knowles & Linn, 2004).”
- Resistance to persuasion as self-regulation: Ego-depletion and its effects on attitude change processes (2007, unknown): “…ego-depletion manipulation did not involve confusing participants or disrupting their interaction scripts in any way, and attending to the details of weak arguments reduces their eYcacy (see Knowles & Lynn, 2004 for more discussion of the diVerences between these two means of reducing resistance).”
- Deflecting Reactance: The Role of Similarity in Increasing Compliance and Reducing Resistance (2005, background): “Viewing reactance and compliance as products of conflicting forces implies several ways of overcoming resistance to persuasion (see Knowles & Linn, 2004).”