Fransen Marieke L, Smit Edith G, Verlegh Peeter W J
Amsterdam School of Communication Research, Department of Communication Science, University of Amsterdam , Amsterdam, Netherlands.
Marketing Department, Vrije Universiteit Amsterdam , Amsterdam, Netherlands.
Front Psychol. 2015 Aug 14;6:1201. doi: 10.3389/fpsyg.2015.01201. eCollection 2015.
Persuasion is an important element of human communication. But in many situations, we resist rather than embrace persuasive attempts. Resistance to persuasion has been studied in many different disciplines, including communication science, psychology, and marketing. The present paper reviews and connects these diverse literatures, and provides an organizing framework for understanding and studying resistance. Four clusters of resistance strategies are defined (avoidance, contesting, biased processing, and empowerment), and these clusters are related to different motivations for resisting persuasion (threat to freedom, reluctance to change, and concerns of deception). We propose that, while avoidance strategies may be triggered by any of these motivations, contesting strategies are linked primarily to concerns of deception, while empowerment and biased processing strategies are most common when people are reluctant to change.
说服是人际交流中的一个重要元素。但在许多情况下，我们会抵制而非接受说服尝试。对抵制说服的研究涉及许多不同学科，包括传播学、心理学和市场营销学。本文回顾并整合了这些不同的文献，并提供了一个用于理解和研究抵制的组织框架。定义了四类抵制策略（回避、抗辩、有偏见的处理和增强权能），这些类别与抵制说服的不同动机（对自由的威胁、不愿改变以及对欺骗的担忧）相关。我们提出，虽然回避策略可能由这些动机中的任何一个触发，但抗辩策略主要与对欺骗的担忧相关，而增强权能和有偏见的处理策略在人们不愿改变时最为常见。
