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

Vanessa M. Patrick and Henrik Hagtvedt

International Journal of Research in Marketing, 2012, vol. 29, issue 4, 390-394

Abstract: This research investigates the influence of refusal frames on persuasiveness in an interpersonal context. Specifically, the refusal frame “I don't” is more persuasive than the refusal frame “I can't” because the former connotes conviction to a higher degree. This perceived conviction is tied to the identity-signaling function of the refusal frame. Two studies demonstrate that 1) the “don't” frame is more persuasive than the “can't” frame, 2) perceived conviction mediates the influence of the refusal frame on persuasiveness, and 3) attributions to the refuser's identity explain the perceived conviction.

Keywords: Consumer identity; Language; Persuasion; Interpersonal communication (search for similar items in EconPapers)
Date: 2012
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:ijrema:v:29:y:2012:i:4:p:390-394

DOI: 10.1016/j.ijresmar.2012.04.004

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