The Persuasion Knowledge Model: How People Cope with Persuasion Attempts

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ID: 289938
1994
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Abstract
Abstract In theories and studies of persuasion, people's personal knowledge about persuasion agents' goals and tactics, and about how to skillfully cope with these, has been ignored. We present a model of how people develop and use persuasion knowledge to cope with persuasion attempts. We discuss what the model implies about how consumers use marketers' advertising and selling attempts to refine their product attitudes and attitudes toward the marketers themselves. We also explain how this model relates to prior research on consumer behavior and persuasion and what it suggests about the future conduct of consumer research.
Reference Key
openalex_W1974065322 Use this key to autocite in the manuscript while using SciMatic Manuscript Manager or Thesis Manager
Authors Marian Friestad, Peter Wright
Journal journal of consumer research
Year 1994
DOI
10.1086/209380
URL
https://doi.org/10.1086/209380
Keywords Keywords not found

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