Power and persuasion: processes by which perceived power can influence evaluative judgments
Entity
UAM. Departamento de Psicología Social y MetodologíaPublisher
American Psychological AssociationDate
2017-09Citation
10.1037/gpr0000119
Review of General Psychology 21.3 (2017): 223–241
ISSN
1089-2680 (print); 1939-1552 (online)DOI
10.1037/gpr0000119Subjects
Power; Attitudes; Persuasion; Validation; Elaboration; PsicologíaNote
This paper is not the copy of record and may not exactly replicate the authoritative document published in the APA journal. Please do not copy or cite without author's permission. The final article is available, upon publication, at: http://doi.org/10.1037/gpr0000119Rights
© 2017 American Psychological AssociationAbstract
The present review focuses on how power—as a perception regarding the self, the source of the message, or the message itself—affects persuasion. Contemporary findings suggest that perceived power can increase or decrease persuasion depending on the circumstances and thus might result in both short-term and long-term consequences for behavior. Given that perceptions of power can produce different, and even opposite, effects on persuasion, it might seem that any relationship is possible and thus prediction
is elusive or impossible. In contrast, the present review provides a unified perspective to understand and organize the psychological literature on the relationship between perceived power and persuasion. To accomplish this objective, present review identifies distinct mechanisms by which perceptions of power can influence persuasion and discusses when these mechanisms are likely to operate. In doing so, this article provides a structured approach for studying power and persuasion via antecedents, consequences,
underlying psychological processes, and moderators. Finally, the article also discusses how power can affect evaluative judgments more broadly
Files in this item
Google Scholar:Briñol Turnes, Pablo Antonio
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Petty, Richard E.
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Durso, Geoffrey R. O.
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Rucker, Derek D.
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