Everyday persuasion knowledge

Assisting consumers in detecting fake reviews: The role of identity information disclosure and consensus

“…Through their persuasion knowledge model, Friestad and Wright (1994;1999) draw a picture of individuals as consumers of marketplace persuasion and highlight consumers' knowledge of persuasion attempts-including deceptive ones-as important in terms of actively and successfully coping with those strategies. Friestad and Wright (1994) establish a three-component belief system in which consumers process marketplace messages: marketplace persuasion knowledge (PK) that includes marketers' goals and tactics as well as the individual's own persuasion-coping knowledge and skills; agent knowledge (AK) that comprises the traits, competencies, and objectives a specific marketer who presents a message; and message topic knowledge (TK) that integrates beliefs about the specific object of the message.…”

Disclosing Celebrity Endorsement in a Television Program to Mitigate Persuasion: How Disclosure Type and Celebrity Credibility Interact

“…Literature about persuasion knowledge is used to predict the effects of disclosure types. A large body of literature exists about (children's) persuasion knowledge (Boush, Friestad, & Rose, 1994;Friestad & Wright, 1999;John, 1999;Livingstone & Helsper, 2006;Macklin, 1983;Robertson & Rossiter, 1974;Rozendaal, Buijzen, & Valkenburg, 2009;Wright, Friestad, & Boush, 2005). This literature presumes that advertising focused on children is not fair because children lack the knowledge that helps them understand the intention of advertising.…”

“What about building 7?” A social psychological study of online discussion of 9/11 conspiracy theories

“…While self-presentation is very often a concern in psychological research, even in laboratory settings, such demands may be especially salient in a situation where one's goal is implicitly (or even explicitly) to persuade others rather than to provide an honest and straightforward account of one's beliefs. Indeed, some research has shown that people do adapt their persuasive techniques according to their knowledge of the audience and the subject (Friestad and Wright, 1999; Douglas et al, 2010; Vogel et al, 2010). …”