Power and persuasion: processes by which perceived power can influence evaluative judgments
EntityUAM. Departamento de Psicología Social y Metodología
PublisherAmerican Psychological Association
10.1037/gpr0000119Review of General Psychology 21.3 (2017): 223–241
ISSN1089-2680 (print); 1939-1552 (online)
SubjectsPower; Attitudes; Persuasion; Validation; Elaboration; Psicología
NoteThis 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/gpr0000119
Rights© 2017 American Psychological Association
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
Google Scholar:Briñol Turnes, Pablo Antonio - Petty, Richard E. - Durso, Geoffrey R. O. - Rucker, Derek D.
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