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The persuasive " power" of stigma?

Publication ,  Journal Article
Norton, MI; Dunn, EW; Carney, DR; Ariely, D
Published in: Organizational Behavior and Human Decision Processes
March 1, 2012

We predicted that able-bodied individuals and White Americans would have a difficult time saying no to persuasive appeals offered by disabled individuals and Black Americans, due to their desire to make such interactions proceed smoothly. In two experiments, we show that members of stigmatized groups have a peculiar kind of persuasive " power" in face-to-face interactions with non-stigmatized individuals. In Experiment 1, wheelchair-bound confederates were more effective in publicly soliciting donations to a range of charities than confederates seated in a regular chair. In Experiment 2, Whites changed their private attitudes more following face-to-face appeals from Black than White confederates, an effect mediated by their increased efforts to appear agreeable by nodding and expressing agreement. This difference was eliminated when impression management concerns were minimized - when participants viewed the appeals on video. © 2011 Elsevier Inc..

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Published In

Organizational Behavior and Human Decision Processes

DOI

ISSN

0749-5978

Publication Date

March 1, 2012

Volume

117

Issue

2

Start / End Page

261 / 268

Related Subject Headings

  • Social Psychology
  • 17 Psychology and Cognitive Sciences
  • 15 Commerce, Management, Tourism and Services
 

Citation

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Norton, M. I., Dunn, E. W., Carney, D. R., & Ariely, D. (2012). The persuasive " power" of stigma? Organizational Behavior and Human Decision Processes, 117(2), 261–268. https://doi.org/10.1016/j.obhdp.2011.08.002
Norton, M. I., E. W. Dunn, D. R. Carney, and D. Ariely. “The persuasive " power" of stigma?Organizational Behavior and Human Decision Processes 117, no. 2 (March 1, 2012): 261–68. https://doi.org/10.1016/j.obhdp.2011.08.002.
Norton MI, Dunn EW, Carney DR, Ariely D. The persuasive " power" of stigma? Organizational Behavior and Human Decision Processes. 2012 Mar 1;117(2):261–8.
Norton, M. I., et al. “The persuasive " power" of stigma?Organizational Behavior and Human Decision Processes, vol. 117, no. 2, Mar. 2012, pp. 261–68. Scopus, doi:10.1016/j.obhdp.2011.08.002.
Norton MI, Dunn EW, Carney DR, Ariely D. The persuasive " power" of stigma? Organizational Behavior and Human Decision Processes. 2012 Mar 1;117(2):261–268.
Journal cover image

Published In

Organizational Behavior and Human Decision Processes

DOI

ISSN

0749-5978

Publication Date

March 1, 2012

Volume

117

Issue

2

Start / End Page

261 / 268

Related Subject Headings

  • Social Psychology
  • 17 Psychology and Cognitive Sciences
  • 15 Commerce, Management, Tourism and Services