Principles of Persuasion

By Michael T. Watkins. 2001

182 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/69a6a747ed45f9b806f882839811bc79033ca747

How researchers see this paper

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

In Organizational Behavior and Human Resource Management

In Social Psychology

In Sociology and Political Science

Citations in the corpus

Hunter Perceptions of Similarity and Trust in Wildlife Agencies and Personal Risk Associated with Chronic Wasting Disease (2008, background): “Second, persuasion models (e.g., elaboration likelihood, heuristic systematic) suggest that perceived similarity and trust may be important determinants of effective communication and persuasion campaigns (e.g., Chaiken et al. 1996).”
Mental Health Provider Attitudes Toward Adoption of Evidence-Based Practice: The Evidence-Based Practice Attitude Scale (EBPAS) (2004, methodology): “This notion is supported by studies of persuasion processes and provider efficacy (Cialdini, Bator, & Guadagno, 1999; Tormala & Petty, 2002; Watkins, 2001).”
Modes of Communication (2005, background): “The literature on persuasion (see, e.g., Chaiken et al. 1996, 711; Petty and Cacioppo 1986, 172, 204–11) stresses that argument quality is the more important determinant of persuasion under high personal relevance, whereas source expertise is the more important one under low 19 If the receiver gets…”
Feeling Validated Versus Being Correct:A Meta-Analysis of Selective Exposure to Information (2009, unknown): “…value-relevant involvement, which heightens defense motivation, outcome-relevant involvement has been shown to foster accuracy concerns and objective processing of available evidence (Albarracı́n, 2002; Chaiken et al., 1996; B. T. Johnson, 1994; B. T. Johnson & Eagly, 1989; Petty & Wegener, 1998).”
Psychological Influence in Negotiation: An Introduction Long Overdue (2008, background): “…Kipnis & Schmidt, 1983), marketing (McFarland, Challagalla, & Shervani, 2006; Wagner, Klein, & Keith, 2001), negotiation (e.g., Chaiken & Gruenfeld, 2000; Watkins, 2001), and psychology (e.g., Aguinis, Nesler, Hosoda, & Tedeschi, 2001; Erb & Bohner, 2007; Yukl & Falbe, 1990; Yukl & Tracey, 1992).”