Past research has uncovered actions that would seem to undermine but in fact frequently enhance persuasion. For example, expressing doubt about one’s view or presenting arguments against it would seem to weaken one’s case, but can sometimes promote it. We propose a framework for understanding these findings. We posit that these actions constitute acts of receptiveness—behaviors that signal openness to new information and opposing viewpoints. We review four classes of acts of receptiveness: conveying uncertainty, acknowledging mistakes, highlighting drawbacks, and asking questions. We identify conditions under which and mechanisms through which these actions boost persuasion. Acts of receptiveness appear to be more persuasive when they come from expert or high-status sources, rather than non-expert or low-status sources, and to operate through two primary mechanisms: increased involvement and enhanced source perceptions. Following a review of this work, we delineate potentially novel acts of receptiveness and outline directions for future research.
AfifiW. A.FalatoW. L.WeinerJ. L. (2001). Identity concerns following a severe relational transgression: The role of discovery method for the relational outcomes of infidelity. Journal of Social and Personal Relationships, 18(2), 291–308.
2.
AhluwaliaR.BurnkrantR. E. (2004). Answering questions about questions: A persuasion knowledge perspective for understanding the effects of rhetorical questions. Journal of Consumer Research, 31(1), 26–42.
3.
AronsonE.TurnerJ. A.CarlsmithJ. M. (1963). Communicator credibility and communication discrepancy as determinants of opinion change. Journal of Abnormal Psychology, 67(1), 31–36.
4.
BakerS. M.PettyR. E. (1994). Majority and minority influence: Source-position imbalance as a determinant of message scrutiny. Journal of Personality and Social Psychology, 67(1), 5–19.
5.
BasfordT. E.OffermannL. R.BehrendT. S. (2014). Please accept my sincerest apologies: Examining follower reactions to leader apology. Journal of Business Ethics, 119(1), 99–117.
6.
BerlyneD. E. (1954). A theory of human curiosity. British Journal of Psychology, 45, 180–191.
7.
BitterlyT. B.SchweitzerM. E. (2020). The economic and interpersonal consequences of deflecting direct questions. Journal of Personality and Social Psychology, 118(5), 945–990.
8.
BlankenshipK. L.CraigT. Y. (2007). Language and persuasion: Tag questions as powerless speech or as interpreted in context. Journal of Experimental Social Psychology, 43(1), 112–118. https://doi.org/10.1016/j.jesp.2005.12.012
9.
BlankenshipK. L.HoltgravesT. (2005). The role of different markers of linguistic powerlessness in persuasion. Journal of Language and Social Psychology, 24(1), 3–24. https://doi.org/10.1177/0261927X04273034
10.
BohnerG.EinwillerS.ErbH.-P.SieblerF. (2003). When small means comfortable: Relations between product attributes in two-sided advertising. Journal of Consumer Psychology, 13(4), 454–463. https://doi.org/10.1207/S15327663JCP1304_12
11.
BrewerN.BurkeA. (2002). Effects of testimonial inconsistencies and eyewitness confidence on mock-juror judgments. Law and Human Behavior, 26(3), 353–364. https://doi.org/10.1023/A:1015380522722
12.
BuhrK.DugasM. J. (2002). The intolerance for uncertainty scale: Psychometric properties of the English version. Behavior Research and Therapy, 40, 931–945.
13.
BurnkrantR. E.HowardD. J. (1984). Effects of the use of introductory rhetorical questions versus statements on information processing. Journal of Personality and Social Psychology, 47(6), 1218–1230.
14.
CatapanoR.TormalaZ. L.RuckerD. D. (2019). Perspective taking and self-persuasion: Why “putting yourself in their shoes” reduces openness to attitude change. Psychological Science, 30(3), 424–435. https://doi.org/10.1177/0956797618822697
15.
ChaikenS.MaheswaranD. (1994). Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment. Journal of Personality and Social Psychology, 66(3), 460–473.
16.
CheathamL. B.TormalaZ. L. (2017). The curvilinear relationship between attitude certainty and attitudinal advocacy. Personality and Social Psychology Bulletin, 43, 3–16.
17.
ChenF. S.MinsonJ. A.TormalaZ. L. (2010). Tell me more: The effects of expressed interest on receptiveness during dialog. Journal of Experimental Social Psychology, 46(5), 850–853. https://doi.org/10.1016/j.jesp.2010.04.012
18.
CialdiniR. B.TrostM. R.NewsomJ. T. (1995). Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications. Journal of Personality and Social Psychology, 69(2), 318–328.
19.
ClarkJ. K.WegenerD. T. (2013). Message position, information processing, and persuasion: The discrepancy motives model. In DevineP.PlantA. (Eds.), Advances in experimental social psychology (Vol. 47, pp. 189–232). Academic Press.
20.
CohenG. L.AronsonJ.SteeleC. M. (2000). When beliefs yield to evidence: Reducing biased evaluation by affirming the self. Personality and Social Psychology Bulletin, 26, 1151–1164.
21.
CojuharencoI.KarelaiaN. (2020). When leaders ask questions: Can humility premiums buffer the effects of competence penalties?Organizational Behavior and Human Decision Processes, 156, 113–134. https://doi.org/10.1016/j.obhdp.2019.12.001
22.
CrowleyA. E.HoyerW. D. (1994). An integrative framework for understanding two-sided persuasion. Journal of Consumer Research, 20(4), 561–574. https://doi.org/10.1086/209370
23.
DharS. K.González-VallejoC.SomanD. (1999). Modeling the effects of advertised price claims: Tensile versus precise claims?Marketing Science, 18(2), 154–177. https://doi.org/10.1287/mksc.18.2.154
24.
DupreeC. H.TorrezB.ObiohaO.FiskeS. T. (2021). Race–status associations: Distinct effects of three novel measures among White and Black perceivers. Journal of Personality and Social Psychology, 120(3), 601–625. https://doi.org/10.1037/pspa0000257
25.
EaglyA. H.WoodW. (1982). Inferred sex differences in status as a determinant of gender stereotypes about social influence. Journal of Personality and Social Psychology, 43(5), 915–928.
26.
Ein-GarD.ShivB.TormalaZ. L. (2012). When blemishing leads to blossoming: The positive effect of negative information. Journal of Consumer Research, 38(5), 846–859. https://doi.org/10.1086/660807
EtgarM.GoodwinS. A. (1982). One-sided versus two-sided comparative message appeals for new brand introductions. Journal of Consumer Research, 8(4), 460–465. https://doi.org/10.1086/208888
29.
FeinbergM.WillerR. (2015). From gulf to bridge: When do moral arguments facilitate political influence?Personality and Social Psychology Bulletin, 41, 1665–1681.
30.
FiskeS. T. (2018). Stereotype content: Warmth and competence endure. Current Directions in Psychological Science, 27(2), 67–73.
31.
FiskeS. T.CuddyA. J. C.GlickP. (2007). Universal dimensions of social cognition: Warmth and competence. Trends in Cognitive Sciences, 11(2), 77–83. https://doi.org/10.1016/j.tics.2006.11.005
32.
FiskeS. T.CuddyA. J. C.GlickP.XuJ. (2002). A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition. Journal of Personality and Social Psychology, 82(6), 878–902. https://doi.org/10.1037/0022-3514.82.6.878
33.
FreitasA. L.SaloveyP.LibermanN. (2001). Abstract and concrete self-evaluative goals. Journal of Personality and Social Psychology, 80(3), 410–424.
34.
Frenkel-BrunswikE. (1949). Intolerance of ambiguity as an emotional and perceptual personality variable. Journal of Personality, 18, 108–143.
35.
FujitaK.GollwitzerP. M.OettingenG. (2007). Mindsets and pre-conscious open-mindedness to incidental information. Journal of Experimental Social Psychology, 43(1), 48–61.
GallagherT. H.WatermanA. D.EbersA. G.FraserV. J.LevinsonW. (2003). Patients’ and physicians’ attitudes regarding the disclosure of medical errors. Journal of the American Medical Association, 289(8), 1001–1007.
38.
GoldenL. L.AlpertM. I. (1987). Comparative analysis of the relative effectiveness of one- and two-sided communication for contrasting products. Journal of Advertising, 16(1), 18–68. https://doi.org/10.1080/00913367.1987.10673056
GollwitzerP. M. (1990). Action phases and mind-sets. In HigginsE. T.SorrentinoR. M. (Eds.), Handbook of motivation and cognition: Foundations of social behavior (Vol. 2, pp. 53–92). Guilford Press.
41.
GonzalesM. H. (1992). A thousand pardons: The effectiveness of verbal remedial tactics during account episodes. Journal of Language and Social Psychology, 11(3), 133–151.
42.
GreenlandS.SennS. J.RothmanK. J.CarlinJ. B.PooleC.GoodmanS. N.AltmanD. G. (2016). Statistical tests, P values, confidence intervals, and power: A guide to misinterpretations. European Journal of Epidemiology, 31(4), 337–350. https://doi.org/10.1007/s10654-016-0149-3
GuyerJ. J.BriñolP.PettyR. E.HorcajoJ. (2019). Nonverbal behavior of persuasive sources: A multiple process analysis. Journal of Nonverbal Behavior, 43(2), 203–231.
45.
GuyerJ. J.FabrigarL. R.Vaughan-JohnstonT. I. (2019). Speech rate, intonation, and pitch: Investigating the bias and cue effects of vocal confidence on persuasion. Personality and Social Psychology Bulletin, 45(3), 389–405.
HastakM.ParkJ. W. (1990). Mediators of message sidedness effects on cognitive structure for involved and uninvolved audiences. In GoldbergM. E.GornG.PollayR. W. (Eds.), NA—Advances in consumer research (Vol. 17, pp. 329–336). Association for Consumer Research. https:///www.acrwebsite.org/volumes/9832/volumes/v17/NA-17
48.
HoweL. C.MacInnisB.KrosnickJ. A.MarkowitzE. M.SocolowR. (2019). Acknowledging uncertainty impacts public acceptance of climate scientists’ predictions. Nature Climate Change, 9, 863–867. https://doi.org/10.1038/s41558-019-0587-5
49.
HuangK.YeomansM.BrooksA. W.MinsonJ.GinoF. (2017). It doesn’t hurt to ask: Question-asking increases liking. Journal of Personality and Social Psychology, 113(3), 430–452. https://doi.org/10.1037/pspi0000097
50.
ItzchakovG.ReisH. T. (in press). Perceived responsiveness increases tolerance of attitude ambivalence and enhances intentions to behave in an open-minded manner. Personality and Social Psychology Bulletin.
51.
JohnL. K.JeongM.GinoF.HuangL. (2019). The self-presentational consequences of upholding one’s stance in spite of the evidence. Organizational Behavior and Human Decision Processes, 154, 1–14. https://doi.org/10.1016/j.obhdp.2019.07.001
52.
JuddC. M.James-HawkinsL.YzerbytV.KashimaY. (2005). Fundamental dimensions of social judgment: Understanding the relations between judgments of competence and warmth. Journal of Personality and Social Psychology, 89(6), 899–913. https://doi.org/10.1037/0022-3514.89.6.899
53.
KaminsM. A.BrandM. J.HoekeS. A.MoeJ. C. (1989). Two-sided versus one-sided celebrity endorsements: The impact on advertising effectiveness and credibility. Journal of Advertising, 18(2), 4–10. https://doi.org/10.1080/00913367.1989.10673146
54.
KaminsM. A.MarksL. J. (1987). Advertising puffery: The impact of using two-sided claims on product attitude and purchase intention. Journal of Advertising, 16(4), 6–15.
55.
KarmarkarU. R.TormalaZ. L. (2010). Believe me, I have no idea what I’m talking about: The effects of source certainty on consumer involvement and persuasion. Journal of Consumer Research, 36(6), 1033–1049. https://doi.org/10.1086/648381
56.
KervynN.BergsiekerH. B.FiskeS. T. (2012). The innuendo effect: Hearing the positive but inferring the negative. Journal of Experimental Social Psychology, 48(1), 77–85. https://doi.org/10.1016/j.jesp.2011.08.001
57.
KervynN.YzerbytV.JuddC. M. (2010). Compensation between warmth and competence: Antecedents and consequences of a negative relation between the two fundamental dimensions of social perception. European Review of Social Psychology, 21(1), 155–187. https://doi.org/10.1080/13546805.2010.517997
58.
KimP. H.FerrinD. L.CooperC. D.DirksK. T. (2004). Removing the shadow of suspicion: The effects of apology versus denial for repairing competence- versus integrity-based trust violations. Journal of Applied Psychology, 89(1), 104–118. https://doi.org/10.1037/0021-9010.89.1.104
59.
KuporD.JiaJ.TormalaZ. (in press). Change appeals: How referencing change boosts curiosity and promotes persuasion. Personality and Social Psychology Bulletin. Advance online publication. https://doi.org/10.1177/0146167220941294
60.
KuporD.ReichT.LaurinK. (2018). The (bounded) benefits of correction: The unanticipated interpersonal advantages of making and correcting mistakes. Organizational Behavior and Human Decision Processes, 149, 165–178.
61.
KuporD.TormalaZ. (2015). Persuasion, interrupted: The effect of momentary interruptions on message processing and persuasion. Journal of Consumer Research, 42(2), 300–315.
62.
KuporD.TormalaZ. (2018). When moderation fosters persuasion: The persuasive power of deviatory reviews. Journal of Consumer Research, 45, 490–510.
63.
KuporD.TormalaZ.NortonM. (2014). The allure of unknown outcomes: Exploring the role of uncertainty in the preference for potential. Journal of Experimental Social Psychology, 55, 210–216.
64.
LakoffR. T. (1973). The logic of politeness: Minding your P’s and Q’s. Chicago Linguistics Society.
65.
LarrimoreL.JiangL.LarrimoreJ.MarkowitzD.GorskiS. (2011). Peer to peer lending: The relationship between language features, trustworthiness, and persuasion success. Journal of Applied Communication Research, 39(1), 19–37.
66.
LoewensteinG. (1994). The psychology of curiosity: A review and reinterpretation. Psychological Bulletin, 116(1), 75–98.
67.
LuttrellA.Phillip-MullerA.PettyR. E. (2019). Challenging moral attitudes with moral messages. Psychological Science, 30(8), 1136–1150.
68.
MazorK. M.ReedG. W.YoodR. A.FischerM. A.BarilJ.GurwitzJ. H. (2006). Disclosure of medical errors: What factors influence how patients respond?Journal of General Internal Medicine, 21(7), 704–710. https://doi.org/10.1111/j.1525-1497.2006.00465.x
69.
MazorK. M.SimonS. R.YoodR. A.MartinsonB. C.GunterM. J.ReedG. W.GurwitzJ. H. (2004). Health plan members’ views about disclosure of medical errors. Annals of Internal Medicine, 140(6), 409–418.
70.
McCartyN. (2019). Polarization: What everyone needs to know. Oxford University Press.
71.
McGinniesE.WardC. D. (1980). Better liked than right: Trustworthiness and expertise as factors in credibility. Personality and Social Psychology Bulletin, 6(3), 467–472.
72.
MinsonJ. A.ChenF. S.TinsleyC. H. (2020). Why won’t you listen to me? Measuring receptiveness to opposing views. Management Science, 66(7), 3069–3094. https://doi.org/10.1287/mnsc.2019.3362
73.
MishraH.MishraA.ShivB. (2011). In praise of vagueness: Malleability of vague information as a performance booster. Psychological Science, 22(6), 733–738. https://doi.org/10.1177/0956797611407208
74.
MorwitzV. G.FitzsimonsG. J. (2004). The mere-measurement effect: Why does measuring intentions change actual behavior?Journal of Consumer Psychology, 14(1), 64–74. https://doi.org/10.1207/s15327663jcp1401&2_8
75.
NgS. H.BradacJ. J. (1993). Power in language: Verbal communication and social influences. SAGE.
76.
PanL.McNamaraG.LeeJ. J.HaleblianJ.DeversC. E. (2018). Give it to us straight (most of the time): Top managers’ use of concrete language and its effect on investor reactions. Strategic Management Journal, 39(8), 2204–2225.
77.
PenrodS.CutlerB. (1995). Witness confidence and witness accuracy: Assessing their forensic relation. Psychology, Public Policy, and Law, 1(4), 817–845. https://doi.org/10.1037/1076-8971.1.4.817
78.
PettyR. E.BriñolP.TormalaZ. L. (2002). Thought confidence as a determinant of persuasion: The self-validation hypothesis. Journal of Personality and Social Psychology, 82, 722–741.
79.
PettyR. E.CacioppoJ. T. (1979). Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses. Journal of Personality and Social Psychology, 37(10), 1915–1926. https://doi.org/10.1037/0022-3514.37.10.1915
80.
PettyR. E.CacioppoJ. T. (1986). The elaboration likelihood model of persuasion. In PettyR. E.CacioppoJ. T. (Eds.), Communication and persuasion: Central and peripheral routes to attitude change (pp. 1-24). Springer. https://doi.org/10.1007/978-1-4612-4964-1_1
81.
PettyR. E.CacioppoJ. T.HeesackerM. (1981). Effects of rhetorical questions on persuasion: A cognitive response analysis. Journal of Personality and Social Psychology, 40(3), 432–440. https://doi.org/10.1037/0022-3514.40.3.432
82.
PettyR. E.WegenerD. T. (1998). Attitude change: Multiple roles for persuasion variables. In GilbertD. T.FiskeS. T.LindzeyG. (Eds.), The handbook of social psychology (p. 323–390). McGraw-Hill.
83.
PoehlmanT. A.NewmanG. E. (2014). Potential: The valuation of imagined future achievement. Cognition, 130(1), 134–139.
84.
PriceP. C.StoneE. R. (2004). Intuitive evaluation of likelihood judgment producers: Evidence for a confidence heuristic. Journal of Behavioral Decision Making, 17(1), 39–57. https://doi.org/10.1002/bdm.460
85.
PriesterJ. R.PettyR. E. (1995). Source attributions and persuasion: Perceived honesty as a determinant of message scrutiny. Personality and Social Psychology Bulletin, 21(6), 637–654.
86.
ReichT.KuporD. M.SmithR. K. (2018). Made by mistake: When mistakes increase product preference. Journal of Consumer Research, 44(5), 1085–1103. https://doi.org/10.1093/jcr/ucx089
87.
ReichT.MaglioS. J. (2020). Featuring mistakes: The persuasive impact of purchase mistakes in online reviews. Journal of Marketing, 84(1), 52–65. https://doi.org/10.1177/0022242919882428
ReytJ. N.WiesenfeldB. M.TropeY. (2016). Big picture is better: The social implications of construal level for advice taking. Organizational Behavior and Human Decision Processes, 135, 22–31.
90.
RuanB.HseeC. K.LuZ. Y. (2018). The teasing effect: An underappreciated benefit of creating and resolving an uncertainty. Journal of Marketing Research, 55(5), 556–570. https://doi.org/10.1509/jmr.15.0346
91.
SchroederJ.KardasM.EpleyN. (2017). The humanizing voice: Speech reveals, and text conceals, a more thoughtful mind in the midst of disagreement. Psychological Science, 28(12), 1745–1762.
92.
SchwarzN.FreyD.KumpfM. (1980). Interactive effects of writing and reading a persuasive essay on attitude change and selective exposure. Journal of Experimental Social Psychology, 16(1), 1–17.
93.
SettleR. B.GoldenL. L. (1974). Attribution theory and advertiser credibility. Journal of Marketing Research, 11(2), 181–185.
94.
ShenL.FishbachA.HseeC. K. (2015). The motivating-uncertainty effect: Uncertainty increases resource investment in the process of reward pursuit. Journal of Consumer Research, 41(5), 1301–1315. https://doi.org/10.1086/679418
95.
ShenL.HseeC. K.TalloenJ. H. (2019). The fun and function of uncertainty: Uncertain incentives reinforce repetition decisions. Journal of Consumer Research, 46(1), 69–81. https://doi.org/10.1093/jcr/ucy062
96.
ShermanD. A.NelsonL. D.SteeleC. M. (2000). Do messages about health risks threaten the self? Increasing the acceptance of threatening health messages via self-affirmation. Personality and Social Psychology Bulletin, 26(9), 1046–1058.
SmithR. E.HuntS. D. (1978). Attributional processes and effects in promotional situations. Journal of Consumer Research, 5(3), 149–158. https://doi.org/10.1086/208725
99.
SmithS. M.PettyR. E. (1996). Message framing and persuasion: A message processing analysis. Personality and Social Psychology Bulletin, 22(3), 257–268.
100.
SniezekJ. A.Van SwolL. M. (2001). Trust, confidence, and expertise in a judge-adviser system. Organizational Behavior and Human Decision Processes, 84(2), 288–307. https://doi.org/10.1006/obhd.2000.2926
101.
SorensenR.IedemaR.PiperD.ManiasE.WilliamsA.TuckettA. (2010). Disclosing clinical adverse events to patients: Can practice inform policy?Health Expectations, 13(2), 148–159.
102.
SteeleC. M.SpencerS. J.LynchM. (1993). Self-image resilience and dissonance: The role of affirmational resources. Journal of Personality and Social Psychology, 64, 885–896.
103.
SunX.XuD.LuoF.WeiZ.WeiC.XueG. (2015). A cross-cultural perspective on the preference for potential effect: An individual participant data (IPD) meta-analysis approach. PLOS ONE, 10(3), Article e0124170.
104.
TaylorS. E.GollwitzerP. M. (1995). Effects of mindset on positive illusions. Journal of Personality and Social Psychology, 69(2), 213–226.
105.
TeenyJ. D.SievJ. J.BriñolP.PettyR. E. (in press). A review and conceptual framework for understanding personalized matching effects in persuasion. Journal of Consumer Psychology.
106.
TenneyE. R.MeikleN. L.HunsakerD.MooreD. A.AndersonC. (2019). Is overconfidence a social liability? The effect of verbal versus nonverbal expressions of confidence. Journal of Personality and Social Psychology, 116(3), 396–415. https://doi.org/10.1037/pspi0000150
107.
TomaC. L.HancockJ. T. (2012). What lies beneath: The linguistic traces of deception in online dating profiles. Journal of Communication, 62, 78–97.
108.
TomzM.Van HouwelingR. (in press). Political repositioning. Princeton University Press.
109.
TormalaZ. L.BriñolP. (2015). Attitude change and persuasion: Past, present, and future directions. In NortonM. I.RuckerD. D.LambertonC. (Eds.), Cambridge handbook of consumer psychology (pp. 29–64). Cambridge Press.
110.
TormalaZ. L.BriñolP.PettyR. E. (2007). Multiple roles for source credibility under high elaboration: It’s all in the timing. Social Cognition, 25(4), 536–552. https://doi.org/10.1521/soco.2007.25.4.536
111.
TormalaZ. L.JiaJ. S.NortonM. I. (2012). The preference for potential. Journal of Personality and Social Psychology, 103(4), 567–583.
112.
TropeY.NeterE. (1994). Reconciling competing motives in self-evaluation: The role of self-control in feedback seeking. Journal of Personality and Social Psychology, 66(4), 646–657.
113.
van der BlesA. M.van der LindenS.FreemanA. L. J.SpiegelhalterD. J. (2020). The effects of communicating uncertainty on public trust in facts and numbers. Proceedings of the National Academy of Sciences, 117(14), 7672–7683. https://doi.org/10.1073/pnas.1913678117
114.
Van ZantA. B.BergerJ. (2020). How the voice persuades. Journal of Personality and Social Psychology, 118(4), 661–682.
115.
WakslakC.JoshiP. (2020). Expansive and contractive communication scope: A construal level perspective on the relationship between interpersonal distance and communicative abstraction. Social and Personality Psychology Compass, 14(5), 271–284.
116.
WallaceL. E.WegenerD. T.PettyR. E. (2020a). Consuming information from sources perceived as biased versus untrustworthy: Parallel and distinct influences. Journal of the Association for Consumer Research, 5(2), 137–148.
117.
WallaceL. E.WegenerD. T.PettyR. E. (2020b). Influences of source bias that differ from source untrustworthiness: When flip-flopping is more and less surprising. Journal of Personality and Social Psychology, 118(4), 603–616.
118.
WallaceL. E.WegenerD. T.PettyR. E. (2020c). When Sources honestly provide their biased opinion: Bias as a distinct perception with independent effects on credibility and persuasion. Personality and Social Psychology Bulletin, 46(3), 439–453.
119.
WallaceL. E.WegenerD. T.QuinnM. E.RossA. J. (in press). Influences of position justification on perceived bias: Immediate effects and carry-over across persuasive messages. Personality and Social Psychology Bulletin.
120.
WaltersA. S.BurgerB. D. (2013). “I love you, and I cheated”: Investigating disclosures of infidelity to primary romantic partners. Sexuality & Culture, 17(1), 20–49.
121.
WebsterD. M.KruglanskiA. W. (1994). Individual differences in need for cognitive closure. Journal of Personality and Social Psychology, 67(6), 1049.
122.
WheelerS. C.PettyR. E.BizerG. Y. (2005). Self-schema matching and attitude change: Situational and dispositional determinants of message elaboration. Journal of Consumer Research, 31(4), 787–797.
123.
WoodW.KallgrenC. A. (1988). Communicator attributes and persuasion: Recipients’ access to attitude-relevant information in memory. Personality and Social Psychology Bulletin, 14(1), 172–182.
124.
XuN.PettyR. E. (in press). Two-sided messages promote openness for morally-based attitudes. Personality and Social Psychology Bulletin.
125.
YeomansM.MinsonJ.CollinsH.ChenF.GinoF. (2020). Conversational receptiveness: Improving engagement with opposing views. Organizational Behavior and Human Decision Processes, 160, 131–148. https://doi.org/10.1016/j.obhdp.2020.03.011
126.
ZianoI.WangD. (in press). Slow lies: Response delays promote perceptions of insincerity. Journal of Personality and Social Psychology.
127.
ZillmannD. (1972). Rhetorical elicitation of agreement in persuasion. Journal of Personality and Social Psychology, 21(2), 159–165. https://doi.org/10.1037/h0032316
128.
ZillmannD.CantorJ. R. (1974). Rhetorical elicitation of concession in persuasion. Journal of Social Psychology, 94(2), 223–236.
Supplementary Material
Please find the following supplemental material available below.
For Open Access articles published under a Creative Commons License, all supplemental material carries the same license as the article it is associated with.
For non-Open Access articles published, all supplemental material carries a non-exclusive license, and permission requests for re-use of supplemental material or any part of supplemental material shall be sent directly to the copyright owner as specified in the copyright notice associated with the article.
