Institute for Data-Driven Decisions
When and why physical strength increases or decreases persuadability
Start date 25 Nov, 2020 | 12:30 hours
End date 25 Nov, 2020 | 14:30 hours
We document that it is easier to persuade a person who feels strong (vs. weak), and propose a potential mechanism for this effect. Our predictions rest on the notion that humans have a threat detection system that determines the intensity with which they perceive potential danger. More vulnerable individuals have a heightened perception of potential danger, because underestimating danger puts them at a greater risk of physical injury, as compared to less vulnerable individuals. This threat detection system affects also interpersonal judgments: more vulnerable individuals expect others to have more malicious intentions. Instead, less vulnerable individuals wear a mental body armor that makes them less defensive in their interactions with others. Of note, interpersonal judgements are an important determinant of persuasion: individuals are generally vigilant against manipulative intent, and the greater manipulative intent they perceive in a persuasion agent (e.g., a salesperson), the less they are persuaded. Based on this prior research, we theorize that stronger consumers should be less likely to infer that a persuasion agent has manipulative intentions, and thus should display less resistance to persuasion, as compared to weaker consumers. Consistent with these predictions, our results show that people who feel stronger (vs. weaker) expect salespeople to be less manipulative. They are also more likely to perceive advice as sincere, follow this advice more, and are more persuaded by persuasive messages (e.g., infomercials). Moreover, we uncovered a moderating effect of manipulative intent, such that when manipulative intent is more (vs. less) blatant, stronger people are persuaded less. We discuss the implications of this research in terms of consumer wellbeing. If weaker people are resistant to persuasion, it might be problematic. For instance, patients often get medical advice while in a state of physical weakness. Moreover, strong individuals seem to be malleable with mild persuasion, but resistant to blatant persuasion. Thus, this research may speak to which (fraudulent) persuasion tactics different consumers are likely to succumb.
Start date 25 Nov, 2020 | 12:30 hours
End date 25 Nov, 2020 | 14:30 hours