We Will Make You Like Our Research: The Development of a Susceptibility-to-Persuasion Scale

Contribution: 
Research article
Keywords: 
Social psychology
persuasion
scale development
susceptibility
compliance
premeditation
Reference: 
Modic, D., & Anderson, R. (2014). We Will Make You Like Our Research: The Development of a Susceptibility-to-Persuasion Scale. Social Sciences Research Network, http://ssrn.com/abstract=2446971.
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Summary / Abstract: 

Link to full text at ssrn: http://ssrn.com/abstract=2446971 Abstract: Social-psychological and other persuasive mechanisms across diverse contexts are well researched, yet in general the research focusses on the effectiveness of a specific persuasive technique. In the present paper, our specific interest lies in the development of a generalized modular psychometric tool that measures individual susceptibility to persuasion. This is achieved using items from established and validated particulate scales. We describe the result of our analysis, a valid and reliable modular psychometric tool that measures general susceptibility to persuasive techniques.