Opinion change and the gain-loss model of interpersonal attraction

@article{Sigall1967OpinionCA,
  title={Opinion change and the gain-loss model of interpersonal attraction},
  author={H. Sigall and E. Aronson},
  journal={Journal of Experimental Social Psychology},
  year={1967},
  volume={3},
  pages={178-188}
}
Abstract Aronson and Linder 1965 demonstrated that a gain in esteem resulted in greater liking for an evaluator than did constant positive esteem. Similarly, a loss in esteem lead to less liking for the evaluator than did invariate negative esteem. The present experiment attempted to apply these findings to the area of opinion change. Our hypothesis was that the greatest amount of agreement with the communicator would be produced by a communicator who had previously expressed a gain in esteem… Expand
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