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Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion

In the present study we investigated whether differences in the sense of agency influenced the effectiveness of both direct persuasion and self-persuasion techniques. By manipulating both the delay and contingency of the outcomes of actions, participants were led to experience either a low or high s...

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Detalles Bibliográficos
Autores principales: Damen, Tom G. E., Müller, Barbara C. N., van Baaren, Rick B., Dijksterhuis, Ap
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Public Library of Science 2015
Materias:
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4460002/
https://www.ncbi.nlm.nih.gov/pubmed/26053303
http://dx.doi.org/10.1371/journal.pone.0128635
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author Damen, Tom G. E.
Müller, Barbara C. N.
van Baaren, Rick B.
Dijksterhuis, Ap
author_facet Damen, Tom G. E.
Müller, Barbara C. N.
van Baaren, Rick B.
Dijksterhuis, Ap
author_sort Damen, Tom G. E.
collection PubMed
description In the present study we investigated whether differences in the sense of agency influenced the effectiveness of both direct persuasion and self-persuasion techniques. By manipulating both the delay and contingency of the outcomes of actions, participants were led to experience either a low or high sense of agency. Participants were subsequently presented with arguments as to why a clean local environment is important (direct persuasion), or were asked to generate those arguments themselves (self-persuasion). Subsequently, participants’ cleanliness attitudes and willingness to participate in a campus cleanup were measured. The results show that techniques of direct persuasion influenced attitudes and volunteering behavior under conditions of low rather than high agency, whereas techniques of self-persuasion were most effective under conditions of high rather than low agency. The present findings therefore show how recent experiences of agency, a state based experience of control, can influence the effectiveness of both external and internal persuasion techniques.
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spelling pubmed-44600022015-06-16 Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion Damen, Tom G. E. Müller, Barbara C. N. van Baaren, Rick B. Dijksterhuis, Ap PLoS One Research Article In the present study we investigated whether differences in the sense of agency influenced the effectiveness of both direct persuasion and self-persuasion techniques. By manipulating both the delay and contingency of the outcomes of actions, participants were led to experience either a low or high sense of agency. Participants were subsequently presented with arguments as to why a clean local environment is important (direct persuasion), or were asked to generate those arguments themselves (self-persuasion). Subsequently, participants’ cleanliness attitudes and willingness to participate in a campus cleanup were measured. The results show that techniques of direct persuasion influenced attitudes and volunteering behavior under conditions of low rather than high agency, whereas techniques of self-persuasion were most effective under conditions of high rather than low agency. The present findings therefore show how recent experiences of agency, a state based experience of control, can influence the effectiveness of both external and internal persuasion techniques. Public Library of Science 2015-06-08 /pmc/articles/PMC4460002/ /pubmed/26053303 http://dx.doi.org/10.1371/journal.pone.0128635 Text en © 2015 Damen et al http://creativecommons.org/licenses/by/4.0/ This is an open-access article distributed under the terms of the Creative Commons Attribution License, which permits unrestricted use, distribution, and reproduction in any medium, provided the original author and source are properly credited.
spellingShingle Research Article
Damen, Tom G. E.
Müller, Barbara C. N.
van Baaren, Rick B.
Dijksterhuis, Ap
Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion
title Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion
title_full Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion
title_fullStr Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion
title_full_unstemmed Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion
title_short Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion
title_sort re-examining the agentic shift: the sense of agency influences the effectiveness of (self)persuasion
topic Research Article
url https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4460002/
https://www.ncbi.nlm.nih.gov/pubmed/26053303
http://dx.doi.org/10.1371/journal.pone.0128635
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