Explicit Persuasive Intent and Its Impact on Success at Persuasion—The Determining Roles of Attractiveness and Likeableness

By Marc-André Reinhard, Matthias Messner, Siegfried L. Sporer. 2006

119 citations recorded by the source corpus.

Subfields: Experimental and Cognitive Psychology, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/7dc584c203e9a3d491819d5ed2bde6d286403ad3

How researchers see this paper

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

In Experimental and Cognitive Psychology

1. Deepak Malhotra
2. Ale Smidts
3. Max H. Bazerman

In Marketing

1. Deepak Malhotra
2. Ale Smidts
3. Max H. Bazerman
4. Peeter W. J. Verlegh
5. Daniël H. J. Wigboldus
6. Mirjam A. Tuk
7. Adamantios Diamantopoulos
8. Piyush Sharma

In Sociology and Political Science

1. Max H. Bazerman
2. Deepak Malhotra
3. Ale Smidts
4. Peeter W. J. Verlegh
5. Daniël H. J. Wigboldus
6. Mirjam A. Tuk
7. Dimitris Xygalatas
8. Adamantios Diamantopoulos

Citations in the corpus

• Sales and sincerity: The role of relational framing in word-of-mouth marketing (2008, background): “In daily live, people might quite easily apply an EM relationship frame to a rewarded recommendation, since non-rewarded recommendations also occur within EM relationship frames.”
• Psychological Influence in Negotiation: An Introduction Long Overdue (2008, background): “Reinhard, Messner, and Sporer (2006) found that attractive salespersons are more effective at influencing when they disclose their intention to influence; unattractive salespersons are more effective when they keep their intentions hidden.”