The persuasive " power" of stigma?

Journal Article (Journal Article)

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..

Full Text

Duke Authors

Cited Authors

  • Norton, MI; Dunn, EW; Carney, DR; Ariely, D

Published Date

  • March 1, 2012

Published In

Volume / Issue

  • 117 / 2

Start / End Page

  • 261 - 268

International Standard Serial Number (ISSN)

  • 0749-5978

Digital Object Identifier (DOI)

  • 10.1016/j.obhdp.2011.08.002

Citation Source

  • Scopus