Understanding heterogeneity in the effects of influence strategies on persuasion


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While the average effects of influence strategies on behavior have been studied extensively (Cialdini, 2001), the effects of persuasive strategies on particular individual’s behavior has barely been examined, with a few exceptions (e.g., Kaptein & Eckles, 2011). This gap of knowledge is important for theory and applied interventions because average between-person effects of influence strategies on...


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