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The Role of Different Markers of Linguistic Powerlessness in Persuasion
This research examined the unique effects of different markers of linguistic powerlessness (hedges, hesitations, and tag questions) on persuasion. Participants read (Experiment 1) or listened toExpand
Elaboration and numerical anchoring: Implications of attitude theories for consumer judgment and decision making
Abstract Researchers across many domains have examined the impact of externally presented numerical anchors on perceiver judgments. In the traditional paradigm, “anchored” judgments are typicallyExpand
Elaboration and consequences of anchored estimates: An attitudinal perspective on numerical anchoring
In the standard numerical anchoring paradigm, the influence of externally provided anchors on judgment is typically explained as a result of elaborate thinking (i.e., confirmatory hypothesis testingExpand
Language and Persuasion: Linguistic Extremity Influences Message Processing and Behavioral Intentions
The present studies explore the role of linguistic extremity on message processing, persuasion, and behavioral intentions. Past research has found that the use of intense language has led toExpand
Elaboration and numerical anchoring: Breadth, depth, and the role of (non-)thoughtful processes in anchoring theories
Abstract Noted Judgment and Decision Making (JDM) researchers differ in their opinions of whether and how an attitudes and persuasion (A&P) view of anchoring might add to the existing anchoringExpand
Relation of General Deviance to Academic Dishonesty
This study investigated the relations of cheating on an exam and using a false excuse to avoid taking an exam as scheduled to various forms of minor deviance. College students completed measures ofExpand
Circumventing resistance: using values to indirectly change attitudes.
Most research on persuasion examines messages that directly address the attitude of interest. However, especially when message recipients are inclined to resist change, indirect methods might be moreExpand
The influence of just-world beliefs on driving anger and aggressive driving intentions.
Decades of research demonstrate that the extent to which one believes the world is just can have important interpersonal consequences. Unfortunately, most of the commonly studied consequences areExpand
Driving anger and metacognition: the role of thought confidence on anger and aggressive driving intentions.
The present studies examined the self-validating role of anger within provoking driving situations, using a scenario method. Specifically, we predicted that one reason for why individuals higherExpand