• Publications
  • Influence
The Persuasion Handbook: Developments in Theory and Practice
Cognitive processes and communication networks: A general theory. The SAGE handbook of persuasion: Developments in Theory and practice. In C. Liberman (Ed.), Casing persuasive communication (pp.Expand
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Nonverbal Behaviors, Persuasion, and Credibility
This study examined the relationships among nonverbal behaviors, dimensions of source credibility, and speaker persuasiveness in a public speaking context. Relevant nonverbal literature was organizedExpand
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Inoculation Theory of Resistance to Influence at Maturity: Recent Progress In Theory Development and Application and Suggestions for Future Research
Inoculation theory boasts a dynamic history since McGuire first introduced it in the early 1960s. The last decade, in particular, has been a period of explosive growth for inoculation. Research hasExpand
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Relational communication, satisfaction, compliance-gaining strategies, and compliance in communication between physicians and patients
Six themes of physicians' relational communication were hypothesized to predict patients' satisfaction and compliance, to relate to strategies used by physicians to gain compliance, and to relate toExpand
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The role and impact of affect in the process of resistance to persuasion
This investigation dealt with the role and impact of affect in the process of resistance. A total of 597 participants took part in the study in 4 phases spanning 6 weeks. Initial results indicatedExpand
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The potential of inoculation in promoting resistance to the effectiveness of comparative advertising messages
The use of comparative messages in commercial advertising has grown in recent years. This investigation posits a strategy of resistance to the influence of comparative messages, examining theExpand
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Use of inoculation to foster resistance to credit card marketing targeting college students
Student credit card debt is a growing problem. This study explores the effectiveness of the inoculation strategy to foster resistance to credit card marketing targeting college students. In order toExpand
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INOCULATION IN POLITICAL CAMPAIGN COMMUNICATION.
The use of attack messages in political campaign communication has grown in recent years. This investigation posits a strategy of resistance to the influence of attack messages. A total of 341Expand
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Nuances about the Role and Impact of Affect in Inoculation
This study examined the role and impact of affect in resistance. A three-phase experiment was conducted. The results indicated that inoculation treatments conferred resistance and exerted nuancedExpand
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Enriching the Inoculation Construct The Role of Critical Components in the Process of Resistance
This investigation tested the effectiveness of inoculation treatments on 790 participants. The study probed the relationship between threat and involvement, their role in inoculation, and the natureExpand
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