How to say "no": Conviction and identity attributions in persuasive refusal

International Journal of Research in Marketing

Volumn 29, Issue 4, 2012, Pages 390-394

  Patrick, Vanessa M ^a   Hagtvedt, Henrik ^b  

^a UNIVERSITY OF HOUSTON   (United States)

^b BOSTON COLLEGE   (United States)

Author keywords

Consumer identity; Interpersonal communication; Language; Persuasion

Indexed keywords

EID: 84870290875     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijresmar.2012.04.004     Document Type: Article

References (41)

1. Athanasopoulos P., Damjanovic L., Krajciova A., Sasaki M. Representation of colour concepts in bilingual cognition: The case of Japanese blues. Bilingualism: Language and Cognition 2011, 14:9-17.
2. Austin J.L. How to do things with words 1975, Oxford University Press, Oxford.
3. Baron R.M., Kenny D.A. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic and statistical considerations. Journal of Personality and Social Psychology 1986, 51(6):1173-1182.
4. Belk R.W. Possessions and the extended self. Journal of Consumer Research 1988, 15(2):139-168.
5. Berger J., Heath C. Where consumers diverge from others: Identity-signaling and product domains. Journal of Consumer Research 2007, 34(2):121-134.
6. Berger J., Rand L. Shifting signals to help health: Using identity-signaling to reduce risky health behaviors. Journal of Consumer Research 2008, 35(2):509-518.
7. Bryan C.J., Walton G.M., Rogers T., Dweck C.S. Motivating voter turnout by invoking the self. Proceedings of the National Academy of Sciences 2011, 108(31):12653-12656.
8. Campbell R.S., Pennebaker W.J. The secret life of pronouns: Flexibility in writing style and physical health. Psychological Science 2003, 14(1):60-65.
9. Chafe W. Meaning and the structure of language 1970, University of Chicago Press, Chicago.
10. Cheema A., Patrick M.V. Anytime versus only: Mindsets moderate the effect of expansive versus restrictive frames on promotion evaluation. Journal of Marketing Research 2008, 45:462-472.
11. Cialdini B.R. Influence: The psychology of persuasion 2006, Harper Collins, New York.
12. Cialdini B.R., Goldstein J.N. Social influence: Compliance and conformity. Annual Review of Psychology 2004, 55:591-621.
13. Douglas K.M., Sutton R.M. When what you say about others says something about you: Language abstraction and inferences about describers' attitudes and goals. Journal of Experimental Social Psychology 2005, 42:500-508.
14. Eckert P. Linguistic variation as social practice: The linguistic construction of identity in Belten High 2000, Blackwell, Oxford.
15. Grice P.H. Logic and conversation in syntax and semantics: Speech acts 1975, 41-58. Academic, New York. 3rd ed. P. Cole, J.L. Morgan (Eds.).
16. Hamilton R.W., Puntoni S., Tavassoli N.T. Categorization by groups and individuals. Organizational Behavior and Human Decision Processes 2010, 112:70-81.
17. Hoegg J., Alba W.J. Taste perception: More than meets the tongue. Journal of Consumer Research 2007, 33:490-498.
18. Kettle K.L., Häubl G. The signature effect: Signing influences consumption-related behavior by priming self-identity. Journal of Consumer Research 2011, October, 38:474-489.
19. Labov W. The social motivation of a sound change. Word 1963, 18:1-42.
20. LeBoeuf A.R. Discount rates for time versus dates: The sensitivity of discounting to time-interval description. Journal of Marketing Research 2006, 43(1):59-72.
21. Levin P.I., Gaeth J.G. How consumers are affected by the framing of attribute information before and after consuming the product. Journal of Consumer Research 1988, 15:374-378.
22. Marwell G., Schmitt R.D. Dimensions of compliance-gaining behavior: An empirical analysis. Sociometry 1967, 30(4):350-364.
23. Mayer D.N., Tormala L.Z. "Think" versus "feel" framing effects in persuasion. Personality and Social Psychology Bulletin 2010, 36(4):443-454.
24. Oyserman D. Identity-based motivation: Implications for action-readiness, procedural-readiness, and consumer behavior. Journal of Consumer Psychology 2009, 19(3):250-260.
25. Patrick V.M., Hagtvedt H. "I don't" versus "I can't": When empowered refusal motivates goal-directed behavior. Journal of Consumer Research 2012, 39(2):371-381.
26. Pennebaker W.J., Mehl R.M., Niederhoffer G.K. Psychological aspects of natural language use: Our words, our selves. Annual Review of Psychology 2003, 54:547-577.
27. Preacher J.K., Hayes F.A. SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior Research Methods, Instruments, & Computers 2004, 36(4):717-731.
28. Puntoni S., Sweldens S., Tavassoli N. Gender identity salience and perceived vulnerability to breast cancer. Journal of Marketing Research 2011, 48(3):413-424.
29. Ross L., Nisbett R.E. The person and the situation: Perspectives of social psychology 2011, Pinter & Martin. 2nd edition.
30. Rothman J.A., Salovey P., Antone C., Kelli K., Drake C.M. The influence of message framing on intentions to perform health behaviors. Journal of Experimental Social Psychology 1993, 29(5):408-433.
31. Sanna L.J., Parks C.D., Chang E.C., Carter S.E. The hourglass is half full or half empty: Temporal framing and the group planning fallacy. Group Dynamics: Theory, Research, and Practice 2005, 9(3):173-188.
32. Schellekens G.A.C., Verlegh P.W.J., Smidts A. Language abstraction in word of mouth. Journal of Consumer Research 2010, August, 37:207-223.
33. Schenck-Hamlin J.W., Wiseman R.L., Georgacarakos G.N. A model of properties of compliance gaining strategies. Communication Monographs 1982, 30(2):92-100.
34. Schmitt B., Zhang S. Language structure and categorization: A study of classifiers in consumer cognition, judgment and choice. Journal of Consumer Research 1998, 25:108-122.
35. Searle J.R. Speech acts: An essay in the philosophy of language 1969/1999, Cambridge University Press, Cambridge, UK.
36. Snyder C.R., Higgins L.R. Excuses: Their effective role in the negotiation of reality. Psychological Bulletin 1988, 104(1):23-35.
37. Taylor A.B., MacKinnon D.P., Tein J.-Y. Tests of the three-path mediated effect. Organizational Research Methods 2008, 11(2):241-269.
38. Tykocinski O., Higgins T.E., Chaiken S. Message framing, self-discrepancies, and yielding to persuasive messages: The motivational significance of psychological situations. Personality and Social Psychology Bulletin 1994, 20(1):107-115.
39. White K., Dahl D.W. Are all out-groups created equal? Consumer identity and dissociative influence. Journal of Consumer Research 2007, December, 34:525-536.
40. Whorf L.B. Language, thought, and reality 1956, MIT Press, Boston.
41. Wilson R.S. Seeking and resisting compliance: Why people say what they do when trying to influence others 2002, Sage Publications.