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Compliance through direct persuasive appeals: The moderating role of communicator's attractiveness in interpersonal persuasion

机译：通过直接的说服力呼吁进行合规：沟​​通者吸引力在人际说服力中的调节作用

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It has been argued that the accessibility of persuasion motives elicits distrust in a communicator's underlying motives and leads to decreased persuasion success. However, this research highlights the fact that salient and positive communicator characteristics (here physical attractiveness) can temper consumers' attributions of selfish motives and lead to increased behavioral compliance when recipients are faced with direct persuasive appeals to get them to do something. This experiment demonstrates that recipients were more likely to comply with an attractive communicator's recommendation when she was forthright about her desire to change recipients' behavior than when she was not. The reverse was true for an unattractive communicator, a finding which indicates that the salience of persuasion motives is likely to become a liability when positive peripheral cues are absent. These effects on recipients' behavioral compliance were found to be mediated by the degree of selfish motives attributed to the communicator.
机译：有人认为，说服动机的可及性引起了对传播者潜在动机的不信任，并导致说服成功减少。然而，这项研究强调了这样一个事实，即当接收者面对直接的说服力要求他们做某事时，显着和积极的传播者特征（此处为身体吸引力）会抑制消费者的自私动机归因，并导致行为合规性增加。该实验表明，与直截了当的沟通者相比，当她直截了当地改变自己的行为方式时，接受者更有可能遵守有吸引力的沟通者的建议。对于缺乏吸引力的传播者而言，情况恰恰相反，这一发现表明，在缺乏积极的外围暗示时，说服动机的突出性很可能成为责任。发现对接受者行为依从性的这些影响是由归因于沟通者的自私动机的程度所介导的。

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