Listen for a change? A longitudinal field experiment on listening's potential to enhance persuasion.

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Tác giả: David E Broockman, Joshua L Kalla, Roni Porat, Erik Santoro

Ngôn ngữ: eng

Ký hiệu phân loại: 627.12 Rivers and streams

Thông tin xuất bản: United States : Proceedings of the National Academy of Sciences of the United States of America , 2025

Mô tả vật lý:

Bộ sưu tập: NCBI

ID: 220105

Scholars and practitioners widely posit that listening to other people enhances efforts to persuade them. Listening may enhance persuasion by promoting cognitive processing, reducing defensiveness, and improving perceptions of the persuader. However, empirical tests of this widely theorized hypothesis are surprisingly scarce. We review the case for and against this hypothesis, arguing previous research has not sufficiently attended to reasons why listening may not enhance persuasion. We test this hypothesis using a preregistered, well-powered field experiment in which trained professional canvassers, acting as confederates, had ∼10 min video conversations with U.S. participants (
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