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首页> 外文期刊>Social influence >Why I am less persuaded than you: People's intuitive understanding of the psychology of persuasion
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Why I am less persuaded than you: People's intuitive understanding of the psychology of persuasion

机译：为什么我的说服力不及您：人们对说服心理的直觉理解

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摘要

People generally assume that others are more influenced than the self (the third person perception or TPP). To further understand this perception we investigated people's intuitive understanding of how persuasion works. Participants rated themselves or others on traits reflecting risk and immunity from persuasion (e.g., weak- and strong-mindedness) and need for cognition (NFC). They then rated how much they or others would be influenced by some advertisements. Results showed that participants associated perceived low NFC and high levels of weak-mindedness with influence. Perceived self-other differences in these variables mediated the TPP. Also, perceived NFC explained the role of self-enhancement in the TPP. People's intuitive understanding of persuasion therefore resembles the elaboration likelihood model on the role it grants to NFC.
机译：人们通常认为他人比自我影响更大（第三人称感知或TPP）。为了进一步理解这种看法，我们调查了人们对说服工作原理的直觉理解。参与者根据反映风险和抵抗说服力的能力（例如，软弱和坚强的意志）和认知需求（NFC）对自己或其他人进行评分。然后，他们评估了自己或其他人会受到某些广告影响的程度。结果显示，参与者将感知到的低NFC和高水平的弱智与影响联系在一起。在这些变量中感知到的其他自我差异介导了TPP。此外，NFC解释了自我增强在TPP中的作用。因此，人们对说服力的直觉理解类似于其赋予NFC角色的阐述可能性模型。

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