What motivates people to try to persuade others? Ironic and contradictory determinants of advocacy
Abstract/Contents
- Abstract
- This dissertation explores various factors that influence advocacy. When people seek support for a cause, they typically present the strongest arguments they can muster. The current research departs, however, in identifying the conditions under which (and processes through which) presenting weak arguments can stimulate greater advocacy. Chapter 1 examines this ironic predictor of advocacy. This research also explores the impact of people's lay theories about attitudes on advocacy. People vary in the extent to which they believe attitudes are fixed (entity theorists) or malleable (incremental theorists). Results indicate that entity theories of attitudes simultaneously motivate and demotivate willingness to try to persuade others. Chapter 2 explores the contradictory ways in which these lay theories affect advocacy.
Description
| Type of resource | text |
|---|---|
| Form | electronic; electronic resource; remote |
| Extent | 1 online resource. |
| Publication date | 2014 |
| Issuance | monographic |
| Language | English |
Creators/Contributors
| Associated with | Akhtar, Omair |
|---|---|
| Associated with | Stanford University, Graduate School of Business. |
| Primary advisor | Tormala, Zakary L |
| Primary advisor | Wheeler, S. Christian |
| Thesis advisor | Tormala, Zakary L |
| Thesis advisor | Wheeler, S. Christian |
| Thesis advisor | Shiv, Baba, 1960- |
| Advisor | Shiv, Baba, 1960- |
Subjects
| Genre | Theses |
|---|
Bibliographic information
| Statement of responsibility | Omair Akhtar. |
|---|---|
| Note | Submitted to the Graduate School of Business. |
| Thesis | Thesis (Ph.D.)--Stanford University, 2014. |
| Location | electronic resource |
Access conditions
- Copyright
- © 2014 by Omair Akhtar
- License
- This work is licensed under a Creative Commons Attribution Non Commercial 3.0 Unported license (CC BY-NC).
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