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ERIC Number: ED177639
Record Type: Non-Journal
Publication Date: 1979
Pages: 22
Abstractor: N/A
Reference Count: N/A
Receiver Expectations: Toward a New Model of Resistance to Persuasion.
Miller, Michael D.; Burgoon, Michael
Communication research long has noted how pretreatment strategies ("inoculations") induce resistance to persuasion, but a new model proposes that resistance is an integral part of the persuasion process. Using the inoculation framework, researchers showed the importance of threats to an individual's attitudes in developing resistance to persuasion and identified the mechanisms that increase motivation to resist. These mechanisms involve subvocalizing counterarguments, distractions that facilitate attitude change, the persuasive message's structure, and the persuasive speaker's intensity level. Other research has noted how violations of receiver expectations affect communicative behavior; but these findings are most often discussed as explanations for unexpected results. A new theoretical model suggests that resistance is best viewed as an extension of the persuasion process, allowing for the integration of threats, counterarguing, and violations of expectations in a propositional framework. This model has had convincing empirical support because it avoids relying solely on pretreatment message structures, making it more congruent with normal message reception conditions. (RL)
Publication Type: Information Analyses; Reports - Evaluative; Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A