The DOI matches its Crossref record; 75 of the 75 references it cites were found in a registry or an index.
Overt head movements and persuasion: A self-validation analysis.
Abstract
The authors report 3 experiments that examine a new mechanism by which overt head movements can affect attitude change. In each experiment, participants were induced to either nod or to shake their heads while listening to a persuasive message. When the message arguments were strong, nodding produced more persuasion than shaking. When the arguments were weak, the reverse occurred. These effects were most pronounced when elaboration was high. These findings are consistent with the "self-validation" hypothesis that postulates that head movements either enhance (nodding) or undermine (shaking) confidence in one's thoughts about the message. In a 4th experiment, the authors extended this result to another overt behavior (writing with the dominant or nondominant hand) and a different attitude domain (self-esteem).
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Cites
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Self-citation(2013) · Handbooks of Sociology and Social Research · doi:10.1007/978-94-007-6772-0 · Cited by 7,486
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Carney, D. R., Cuddy, A. J. C., & Yap, A. J. (2010) · Psychological Science · doi:10.1177/0956797610383437 · Cited by 873
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Niedenthal, P. M., Mermillod, M., Maringer, M., & Hess, U. (2010) · Behavioral and Brain Sciences · doi:10.1017/s0140525x10000865 · Cited by 618
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Metadata
- Authors
- Briñol, P., & Petty, R. E.
- Venue
- Journal of Personality and Social Psychology
- Published
- 2003-06
- Volume
- 84
- Issue
- 6
- Pages
- 1123-1139
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2149211798
- Cited by
- 316
- References
- 75
- FWCI
- 32.13
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
