11/13/07 WEEK 12: RESISTANCE TO INFLUENCE
Discussion Leader: Kelly
Installing Resistance through Inoculation
Pfau, M., & Szabo, E. A. (2004). Inoculation and resistance to persuasion. . In J. Seiter & R. Gass (Eds.), Perspectives on persuasion, social influence, and compliance-gaining (pp. 265-286). Boston: Allyn & Bacon.
Installing Resistance through Instruction
Sagarin, B. J., & Wood, S. E. (2007). Resistance to Influence. In A. R. Pratkanis, (Ed.). The science of social influence: Advances and future progress. New York: Taylor & Francis. (Chapter 12).
Installing Resistance through Association
Cialdini, R. B., Petrova, P. K., Demaine, L. J., Barrett, D. W., Sagarin, B. J., Maner, J. & Rhoads, K. v. L. (2007). The poison parasite defense: A strategy for sapping a stronger opponent’s persuasive strength. Unpublished manuscript. Department of Psychology. Arizona State University.
Reducing Resistance to Enhance Compliance
Knowles, E. S., & Riner, D. D. (2007). Omega approaches to persuasion: Overcoming Resistance. In A. R. Pratkanis, (Ed.). The science of social influence: Advances and future progress. New York: Taylor & Francis. (Chapter 3).
In reading these papers, consider the following questions and be ready to discuss them in class:
- Compared to factors that increase influence, factors that increase resistance to influence have been grossly understudied by social psychologists. Why do you think that is the case?
- How are the Inoculation and the Poison Parasite approaches to installing resistance similar? How are they different?
- Which types of people do you think would be most likely to resist influence? Under which conditions?
- Suppose you were charged with the responsibility of creating a school-based curriculum module that would teach middle school students how to resist persuasion. What would you include?
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