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Publication
A Cognitive toolbox for persuasion. Perceived diagnosticity and persuasibility bias of persuasive features
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Advisor(s)
Abstract(s)
Persuasive features such as argument quality, source expertise, support, affect, consensus,
source likability, and source attractiveness are linked to mental rules that vary in their
reliability in supporting the persuasive process. We address these features as cognitive tools
available to support judgments, investigating their self-other perceived diagnosticity and
persuasibility, and using self-other differences as an index of perceived bias. Results show that
participants explicitly consider argument quality, source expertise, and support (number of
arguments) as diagnostic of the validity of a claim. Such diagnosticity predicted perceived
persuasibility, and self-other differences linked non-diagnostic features to bias. We further
discuss the relevance of these findings for a more comprehensive understanding of the
cognitive toolbox that supports persuasive influences.
Description
Keywords
Citation
Garcia-Marques, T., & Loureiro, F. (2024). A cognitive toolbox for persuasion. Perceived diagnosticity and persuasibility bias of persuasive features. Basic & Applied Social Psychology, 1–18. https://doi.org/10.1080/01973533.2024.2375587
Publisher
Routledge