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The effect of physical strength on persuasion attempts between two parties
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Orientador(es)
Resumo(s)
This article studies the impact of communicator and recipient physical strength on persuasion under a context of purchase. It consists of measuring purchase intentions of individuals with various levels of self-reported physical strength under the same context of purchase with three different conditions. Each of these conditions is defined by a picture of an advisor with a different body physique and muscularity. Results showed that advisor physical strength played a significant role among weak and strong individuals but not on medium ones, increasing purchase intentions on these categories. Lastly, several possibly explanatory variables were explored (e.g. Confidence, Attractiveness) as well as potential mediators on vigilance against persuasion.
Descrição
Palavras-chave
Persuasion Purchase intentions Physical strength Vigilance