 The persuasive “power” of stigma?Michael I. Norton, Elizabeth W. Dunn, Dana R. Carney and Dan Ariely Organizational Behavior and Human Decision Processes, 2012, vol. 117, issue 2, 261-268 Abstract: We predicted that able-bodied individuals and White Americans would have a difficult time saying no to persuasive appeals offered by disabled individuals and Black Americans, due to their desire to make such interactions proceed smoothly. In two experiments, we show that members of stigmatized groups have a peculiar kind of persuasive “power” in face-to-face interactions with non-stigmatized individuals. In Experiment 1, wheelchair-bound confederates were more effective in publicly soliciting donations to a range of charities than confederates seated in a regular chair. In Experiment 2, Whites changed their private attitudes more following face-to-face appeals from Black than White confederates, an effect mediated by their increased efforts to appear agreeable by nodding and expressing agreement. This difference was eliminated when impression management concerns were minimized – when participants viewed the appeals on video. Keywords: Persuasion; Attitudes; Stigma; Interactions; Interracial relations (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:jobhdp:v:117:y:2012:i:2:p:261-268 DOI: 10.1016/j.obhdp.2011.08.002 Access Statistics for this article Organizational Behavior and Human Decision Processes is currently edited by John M. Schaubroeck More articles in Organizational Behavior and Human Decision Processes from Elsevier |
Is your work missing from RePEc? Here is how to contribute.
Questions or problems? Check the EconPapers FAQ or send mail to .
EconPapers is hosted by the
School of Business at Örebro University.