Dynamics of Communicator and Audience Power: The Persuasiveness of Competence versus Warmth

By David Dubois, Derek D. Rucker, Adam D. Galinsky. 2016

114 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/139ccac59b6592cb04f94fe50d3caa073386f92b

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Social Psychology

1. Richard E. Petty
2. P. Briñol
3. Andrew F. Hayes
4. Nicholas J. Rockwood
5. A. Montoya
6. Michal Kosinski
7. David J. Stillwell
8. J. Teeny

In Sociology and Political Science

1. P. Briñol
2. Richard E. Petty
3. Nicholas J. Rockwood
4. Andrew F. Hayes
5. J. Teeny
6. A. Montoya
7. Michal Kosinski
8. David J. Stillwell

Citations in the corpus

• A Review and Conceptual Framework for Understanding Personalized Matching Effects in Persuasion (2020, background): “For example, instead of matching the message content to the message recipient as in personalized matching (e.g., a message using confident language presented to a powerful audience; Dubois et al., 2016), one can match the message content to the message source (e.”
• Conditional Process Analysis: Concepts, Computation, and Advances in the Modeling of the Contingencies of Mechanisms (2020, background): “Some additional examples of conditional process models with a single moderator but more than one mediator include Calabrese et al. (2018), Deery, Walsh, Zatzick, and Hayes (2017), and Dubois, Rucker, and Galinsky (2016).”
• Psychological targeting as an effective approach to digital mass persuasion (2017, background): “Research suggests that persuasive communication is particularly effective when tailored to people ’ s unique psychological characteristics and motivations (1 – 5), an approach that we refer to as psychological persuasion .”
• The Analysis of Mechanisms and Their Contingencies: PROCESS versus Structural Equation Modeling (2017, result): “But if the moderation operates on the second stage of a mediation process (i.e., on the effect of M on Y), as in Cassar and Briner (2011) and Dubois et al. (2016), the result is a second stage conditional process model, as in Fig.”
• “Alexa, order me a pizza!”: The mediating role of psychological power in the consumer–voice assistant interaction (2021, background): “…(status) Rucker and Galinsky (2009) Persuasive arguments Prefers competence‐related arguments in persuasion Prefers warmth‐related arguments in persuasion Dubois et al. (2016) Decision‐making process Engages in more abstract and less involved thinking Engages in more involved and…”