Beyond Skepticism: Can Accessing Persuasion Knowledge Bolster Credibility?
Abstract
As defined by Friestad and Wright (1994), “persuasion knowledge” is personal knowledge about persuasion attempts that consumers develop and use whenever they believe they are targets of persuasion. A significant majority of research on persuasion knowledge has suggested that persuasion knowledge and skepticism invariably go hand in hand, and that accessing persuasion knowledge therefore leads consumers to evaluate the agent and its offering less...
Paper Details
Title
Beyond Skepticism: Can Accessing Persuasion Knowledge Bolster Credibility?
Published Date
Oct 20, 2016
Journal
Pages
ucw063 - ucw063
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