Influencia social y disociación: elaboración interna <i>vs</i>. externa de la amenaza de la identidad

Falomir, Juan Manuel; Mugny, Gabriel; Invernizzi, Federica; Muñoz-Rojas, Daniel

doi:10.1174/021347401317351071

Cited by 3 publications

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References 32 publications

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“…M. Falomir et al: Expert vs. Non-Expert Influence that experts may exert more influence when the external constraint related to the influence relationship they introduce is reduced by the effect of some contextual factor. For instance, it has been observed that expert sources may overcome this external constraint, and thus achieve more influence, by arguing in a flexible rather than in a rigid style (Falomir, Invernizzi, Mugny, Muñoz, & Quiamzade, 2002;Falomir & Mugny, 1999) or by making the influence relationship less salient (Falomir, Mugny, Invernizzi, & Muñoz, 2001;Falomir, Mugny, Quiamzade, & Butera, 2000).…”

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confidence: 99%

Smokers’ (Dis)satisfaction, Persuasive Constraint, and Influence of Expert and Non-Expert Sources

Falomir‐Pichastor

Mugny

Invernizzi

2006

Swiss Journal of Psychology

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The present research tested the hypothesis that an internal motivation to change is elaborated as an external constraint and is less predictive of change when the source is expert than when it is non-expert. In two studies, smokers were categorized as either dissatisfied or moderately satisfied according to their degree of dissatisfaction with their image as smokers (i.e., internal motivation to change). They were then exposed to an antismoking argument attributed either to an expert or to a non-expert source. Compared to moderately satisfied smokers, dissatisfied smokers perceived the source as making less effort to convince them (Study 1, N = 43), and as being less disrespectful (Study 2, N = 81), but this pattern was significant only for the non-expert source. Study 2 also showed that experts had more influence on intention to quit smoking among moderately satisfied smokers, whereas non-experts had more influence among dissatisfied smokers.

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confidence: 99%