To Flatter The Jury: Ingratiation During Closing Arguments

@article{Ziemke2015ToFT,
  title={To Flatter The Jury: Ingratiation During Closing Arguments},
  author={Mitchell H. Ziemke and Stanley L. Brodsky},
  journal={Psychiatry, Psychology and Law},
  year={2015},
  volume={22},
  pages={688 - 700}
}
Ingratiation is a powerful tool of persuasion in many settings. In the current study, participants read a description of a criminal case and then viewed a videotaped presentation of closing arguments from actors portraying the prosecuting and defense attorneys. The defense attorney's closing argument contained either no, low, moderate or high levels of ingratiation. Ingratiation significantly affected juror ratings of attorney attractiveness, trustworthiness, likeability, confidence and overall… 
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