Verbal dogmatism as a potentiator of intolerance.

How source cues impact consumer evaluations of direct and indirect persuasion attempts

“…Given that attractive and similar sources are considered more persuasive (e.g., Baker & Gilbert, 1977;Hendrick & Page, 1970;Hodges & Byrne, 1972;Pandelaere et al, 2010;Reagor & Clore, 1970;Silvia, 2005), we expected an interaction of these source cues and the direct (vs. indirect) nature of the persuasion attempt involving flattery. We expected an indirect (vs. direct) persuasion attempt to lead to more (less) positive outcomes particularly when a positive source cue is associated with the salesperson.…”

“…We chose opinion similarity for this purpose as it is a commonly used cue in the context of a customer‐salesperson interaction. Previous work on opinion similarity has established that people are more attracted to and influenced by those who share similar attitudes (Hendrick & Page, ; Hodges & Byrne, ; Pandelaere et al, ; Reagor & Clore, ; Silvia, ). Byrne () suggests the reason that similarity leads to greater attraction between individuals is due to the fact that similarity in attitudes or opinions with others confirms one's interpretation of the environment.…”

“…Prior research has demonstrated that messages from an attractive source are considered more persuasive (e.g., Baker & Gilbert, 1977). Since attractiveness is a nonverbal source cue, we chose opinion similarity as a second source cue that was verbal in nature as prior research has demonstrated its persuasive ability (Hendrick & Page, 1970;Hodges & Byrne, 1972;Pandelaere et al, 2010;Reagor & Clore, 1970;Silvia, 2005).…”

Personalization and Personality: Some Effects of Customizing Message Style Based on Consumer Personality

“…As mentioned earlier, countless studies have established that in interpersonal interaction, people are not only more attracted to others who share their personality, but they tend to be more influenced by them as well (e.g., Byrne & Griffitt, 1969;Griffitt, 1966Griffitt, , 1969Hendrick & Page, 1970;Hodges & Byrne, 1972;Reagor & Clore, 1970). As mentioned earlier, countless studies have established that in interpersonal interaction, people are not only more attracted to others who share their personality, but they tend to be more influenced by them as well (e.g., Byrne & Griffitt, 1969;Griffitt, 1966Griffitt, , 1969Hendrick & Page, 1970;Hodges & Byrne, 1972;Reagor & Clore, 1970).…”

A clash of theoretical orientations: Demand characteristics and the attraction paradigm

“…In order to investigate further the relationship between verbalized awareness of attitude similarity and interpersonal attraction, the present study employed the correlated-item procedure for manipulating attitude similarity. The standard stranger procedure of manipulation was used: Subjects viewed videotapes of a stranger who expressed personal beliefs during an interview (Hodges & Byrne, 1972). Both the IJS and an interest similarity measure were used to measure the effect of attitude similarity, and an extensive postexperimental questionnaire was used to assess contingency awareness.…”