Strategies and motives for resistance to persuasion: an integrative framework

Frontiers in Psychology
Marieke L FransenPeeter W J Verlegh

Abstract

Persuasion is an important element of human communication. But in many situations, we resist rather than embrace persuasive attempts. Resistance to persuasion has been studied in many different disciplines, including communication science, psychology, and marketing. The present paper reviews and connects these diverse literatures, and provides an organizing framework for understanding and studying resistance. Four clusters of resistance strategies are defined (avoidance, contesting, biased processing, and empowerment), and these clusters are related to different motivations for resisting persuasion (threat to freedom, reluctance to change, and concerns of deception). We propose that, while avoidance strategies may be triggered by any of these motivations, contesting strategies are linked primarily to concerns of deception, while empowerment and biased processing strategies are most common when people are reluctant to change.

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Citations

Jun 22, 2016·Journal of Biomedical Informatics·Makoto JonesMatthew Bidwell Goetz
Aug 24, 2016·Frontiers in Psychology·Esther RozendaalEva A van Reijmersdal
Aug 31, 2016·Frontiers in Psychology·Peter LewinskiEd S Tan
Jul 11, 2018·PloS One·James Price DillardRuobing Li
Mar 4, 2020·PloS One·Sabrina Stöckli, Doris Hofer
Jun 28, 2018·Frontiers in Psychology·Susanne Täuber
Oct 19, 2019·International Journal of Environmental Research and Public Health·Ruth Koops van 't JagtCarel Jansen
Jul 2, 2021·Journal of Behavior Therapy and Experimental Psychiatry·Gaëtan MertensIris M Engelhard
Jul 19, 2018··Jon KleinbergDavid Parkes

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